Jonathan Farrington is in conversation with Jonathan Brink Jonathan Brink is Vice President, Product with LiveHive and he has over 20 years experience in SaaS product design and management with in-depth knowledge about all aspects of UX and UI design development from concept to implementation. In conversation with Jonathan Farrington, he shares some of the… Read More
Sales Enablement vs Sales Effectiveness
Jonathan Farrington interviews Mark Kopcha, President and CEO of Revegy JF: How do you define Sales Enablement versus Sales Effectiveness? There is no shortage of definitions for Sales Enablement as every sales related technology company and analyst firm have their own. The result is that Sales Enablement has become a very broad term applied to… Read More
Sales Leaders: Use Your Smartphone To Hold Salespeople Accountable
As you prepare your quarterly and annual targets for 2019, consider this: according to the Harvard Business Review 1, most sales leaders suffer from a potentially catastrophic misconception. They believe that they spend a significant amount of their time coaching the salespeople who report to them, and they give themselves above-average marks — 79% —… Read More
Sales Leadership
Jonathan Farrington in Conversation with Keith Rosen Jonathan’s guest is Keith Rosen on the ten-year anniversary of his award-winning book, Coaching Salespeople Into Sales Champions. Amongst other things, they discuss the current state of coaching, cracking the code to promoting successful salespeople into successful managers, why managers resist coaching and of course, Keith’s latest book, Sales… Read More
Sales Leadership in Crisis?
We love strong leaders. It’s a noble role that seems in short supply some days. Even without stirring speeches or Churchillian charisma, the best ones inspire us with passion and vision to succeed. Yet when it comes to sales leadership, where are Zig Ziglar and Mary Kay Ash when you need them? There’s no doubt that… Read More
Sales Managers or Sales Leaders?
Jonathan Farrington in Conversation with Dan Weinfurter Jonathan’s guest is Dan Weinfurter, Chief Executive Officer at GrowthPlay & Author of Second Stage Entrepreneurship. Amongst the topics they discuss is the paucity of genuine sales leaders, how the role is evolving and why there appears to be a reticence to continue their ongoing development and education. https://s3.amazonaws.com/TopSales/interviews/2017/may/JFInterviews-DanWeinfurter.mp3
Sales Outlook For 2020: What Sales Leaders Need to Know
The pandemic of 2020 and the resulting shutdown of the vast majority of the US economy have had a major impact on how we live and how we work. But how has it affected how we sell? One of the hottest parts of the US economy for a while now has been the technology sector,… Read More
Sales Training and Sales Enablement: Common Errors and How to Fix Them
Sales enablement is a hot topic in sales. Professionals in the field have lots to do and many choices when it comes to seeking help from solution providers. But, before reaching out for assistance, sales leaders should first step back and define their sales enablement goals. Bottom line, sales enablement equips salespeople to make sales…. Read More
Scaling Sales Success: 16 Key Principles for Sales Leaders – Kindle Edition
Leadership is a very different skill from day-to-day management. This is because leadership is focused on the business, whereas management is devoted to solving problems that arise in the business. That may seem to suggest that leadership is the easier of the two paths, but the truth is that leadership is far harder for many… Read More
Self-Persuasion and Certainty: Moving from “I like” to “I buy”
Linda Richardson interviews Zakary Tormala, Psychologist and Stanford Professor of Marketing Zakary Tormala, psychologist and professor of marketing, teaches courses on persuasion to MBA’ s and Doctorate students at Stanford University. The passion of his research is persuasion, and he has caused me to rethink how I have long viewed the word persuasion. Central to… Read More
Selling to BIG Companies
Struggling to Get Your Foot in the Door of Big Companies? Setting up meetings with corporate decision makers has never been harder. It’s almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away. It’s time to… Read More
Seven Tips for More Effective Channel Sales Recruitment
Have you ever noticed that virtually all management problems start with bad recruitment? Wrong hires are usually the single highest hidden cost in any business … and nowhere is that truer than in the world of channel sales. What is channel sales? It’s selling that takes place by means of any third party. Sales completed… Read More
SHE SELLS: Attract, Promote, and Retain Great Women in B2B Sales
A B2B sales career for a woman or those underrepresented can be a game changer and a life changer not only for the seller, but for the companies that take the proactive steps to hire, train, and promote them. It’s smart business and will grow revenue and profits for your company . Organizations who opt… Read More
Shift!: Harness The Trigger Events That Turn Prospects Into Customers
When you get to highly motivated decision makers at EXACTLY the right time the sale almost happens by itself. By luck or sheer numbers you’ve had timing happen before, this book will show you how to make it happen again, and again, and again.
Slow Down Sell Faster!
The biggest mistake you’re making in your sales career right now is equating a faster pitch with a faster close. Believe it or not, you will actually experience greater success if you slow down. “Slow Down, Sell Faster! “shows you how to stop jumping the gun and work with your customers to identify and quantify… Read More
Smashing All 50 Rules — An Interview with Jeffrey Gitomer
Linda Richardson interviews Chief Executive Salesman Jeffrey Gitomer. Jeffrey Gitomer has been an unwavering voice in sales for several decades. He continues to enrich the field with his bold and honest perspective. For most of us he needs no introduction. Nevertheless, he is the founder of multiple businesses, a business consultant, one of the top keynote speakers,… Read More
Snap Selling
Internationally recognized sales strategist Jill Konrath shows how to overcome customer hesitation to get more appointments, speed up decisions, and win sales. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP rules: Keep It Simple: Make things easy and clear for your customers. Be… Read More
Social Enterprise Selling
Jonathan Farrington is in conversation with Brian Sullivan, Vice-President of Sandler Enterprise Selling Amongst other topics, they discuss what is different about social selling in pursuing enterprise prospect accounts versus small and medium-sized accounts (SMB’s) and how can social selling help a salesperson determine the right deals to pursue and how to make the most effective… Read More
Spiders, Snakes, and Meaningful Account Profiles
In selling, we all work with logical account groupings for both clients and prospects, adding clarity and understanding to our efforts. We bundle accounts into vertical categories, grouping together healthcare, consumer products, technology accounts, and others. We also differentiate geographically, adding efficiency in territory management by bundling accounts based on physical locations. Account size also… Read More
Studies Show B2B Sales Reps Are Out of Sync with Buyers – But I Say It’s Not the Sales Team’s Fault
According to Miller Heiman Group, only 40% of sales organizations clearly understand a customer’s issues before proposing a solution. Additionally, according to QVidian, 90% of selling content is never used in selling, and 58% of sales pipeline ends up in “no decision” or stalled deals because sales have not presented value effectively. That’s 3 strikes… Read More
Summer Sales Strategy
It’s summertime. Longer days and slower pace. Thoughts of vacation and holiday dance in your head as you revel in relaxation. And then, reality hits. You remember that you’re a sales manager and that summertime means simply that half of your year is gone. H1 has been filled with positives and negatives but you look… Read More
T.S. Eliot and the Enterprise Selling Secret
We’re all familiar with the iconic selling questions. The ones that have prompted discussion and debate since the first reps sold insurance products in the 1800’s. I remember one of those questions from my early days with Xerox. After graduating from college, I embarked on a long summer of training in the famous Professional Selling… Read More
Team Buying
We all understand how important team selling is in the enterprise world. Marshaling your most important organizational assets to win enterprise deals is an absolute survival skill. And these assets are your people – your colleagues who simply must be engaged in the selling process. The “Everybody Sells” theme, when truly operationalized in large pursuits,… Read More
Tech-Powered Sales: Achieve Superhuman Sales Skills
In tough markets and with more and more people working remotely, creating quality sales pipeline in traditional ways is more challenging than ever. As sales technologies continue to evolve and advance, developing technical quotient (TQ) is an essential element of sales success. In Tech-Powered Sales, two record-setting experts on sales, and a best-selling author on… Read More