If you’re in B2B sales, I don’t have to tell you that buying has changed dramatically since the “Great Recession.” Sales professionals and account managers are now competing for business in an environment with unprecedented challenges. Buyers have all the power. Procurement calls the shots. The tips, tricks, and techniques you acquired in sales training… Read More
The Perils of the BUY NOW Button—A Conversation with Jeffrey Gitomer
Jeffrey Gitomer is a prolific NY Times best selling author, columnist, speaker, trainer, and sales leader. His title is CES, Chief Executive Salesman. He exudes sales optimism. His understanding of sales today combines with his vision of sales tomorrow to guide and inspire. Even over the phone he projects bigger than life and his insights… Read More
The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success
In this entertaining and thought-provoking book, Tony Alessandra and Michael O’Connor argue that the “Golden Rule” is not always the best way to approach people. Rather, they propose the Platinum Rule: “Do unto others as “they’d” like done unto them”. In other words, find out what makes people tick and go from there.
The Power of Collaboration
Jonathan Farrington in conversation with Dave Mattson, CEO & President of Sandler Jonathan Farrington is in conversation with Dave Mattson, CEO & President of Sandler, and author of bestsellers such as The Sandler Rules and The Road to Excellence. They discuss Sandler’s newest initiatives, key business relationships, and emerging priorities in 2019. https://s3.amazonaws.com/TopSales/interviews/2019/february/JF-Interview-Series-David-Mattson.mp3
The Power of Sales Analytics
Jonathan Farrington interviews Jeff Gold, principal at global sales and marketing consulting firm ZS and co-author of “The Power of Sales Analytics.” JF: What can big data and analytics do for sales forces? JG: Companies in the U.S. spend more than $900 billion every year on their sales forces, and executives want to get the… Read More
The Predictable Revenue Dream
Jonathan Farrington interviews Autopilot’s CEO, Michael Sharkey Marketing automation platform Autopilot released a new type of automation tool designed to save time, increase revenue, and help companies grow. But no, it’s not for marketing. Instead, the company’s new tool, called CoPilot, is a sales automation system that takes the grunt work out of sales, provides… Read More
The Real Difference Between a Director and Inside Sales Manager
I don’t think anyone would argue that the quality of the executive who leads your Inside Sales team makes or breaks its success. A few times a month, companies will reach out to me looking for a “rock star” Inside Sales Manager. I’ll ask a few questions about what the person will need to accomplish… Read More
The Real Power of Social Selling
Jonathan Farrington interviews Barbara Giamanco, pioneer and evangelist of Social Selling and President of Social Centered Selling. “72.6% of salespeople using social selling strategies outperformed their sales peers and exceeded quota 23% more often. Top social sellers also tracked back their activities to closed deals – 5 or more! But there is more to being… Read More
The Sales Juggling Act: How to Keep Your Eye on The Sales Prize
Sales is integral to any business. Without sales we don’t have a business. But running a sales operation, leading the sales effort and directing a sales team can be a constant juggling act. Sales operations have many moving parts and they all require constant vigilance and effective decision making. The execution risk is always high…. Read More
The Sales Manager’s Guide to Greatness – 10 Essential Strategies for Leading Your Team to the Top
Jonathan Farrington in conversation with Kevin F. Davis Jonathan Farrington and Kevin F. Davis discuss the key issues from his recently published book, “The Sales Manager’s Guide to Greatness -10 Essential Strategies for Leading Your Team to the Top” Kevin describes the main objectives, for this, his second book. https://s3.amazonaws.com/TopSales/interviews/2017/april/TSWJFInterviewsKevinDavis.mp3
The Sales Space – A Current Perspective
Jonathan Farrington in conversation with Tom Stanfill Jonathan Farrington’s guest is Tom Stanfill, Founder and CEO of ASLAN and they discuss a number of topics regarding the current trends within the sales space, including plummeting sales achievement levels, is cold calling really dead and competencies versus sales methodology. https://s3.amazonaws.com/TopSales/interviews/2017/june/JFInterviewsTomStanfill.mp3
The Salesperson as Thought Leader
As a sales manager, I’m continuously assessing the shifting trends and demands of B2B sales, and one reality is becoming apparent: the need for salespeople to become industry experts and thought leaders who can consult with clients rather than simply sell to them. With the advent of the Internet and greater access to data, buyers… Read More
The Science of Closing the Sale: By Winning Relationships
In 30 years of sales coaching, one thing has been consistently clear – fostering deep relationships is the key to closing the sale and keeping long-term accounts. When you lose a deal or account, it’s usually because your competitors had better relationships. A relationship by itself is not enough, you still need a product or… Read More
The Science of Hiring Quota Busting Sales Teams
The purpose of this book is to help companies hire stronger salespeople. Research shows there is the huge gap between what science knows and what businesses do! The research is not something you can easily find on the internet or in any of the human resources or sales management journals. During our two years of… Read More
The Tablet: The New Toy Every Financial Advisor Wants
Tablets are everywhere, and they’re starting to show up in the workplace. It’s like the new, shiny toy that every professional must have, regardless of whether he or she is in sales or marketing. But how much value is there to this fun, enticing little device that seemingly everyone owns these days? Tablets in the… Read More
The Three Core Principles of Sales Process Engineering
There are countless ideas, principles, facts and nuances that alone and in combination contribute to a truly outstanding performance in sales or sales management. We read the books and articles, listen to the speeches and lectures and learn from our own experiences and mistakes. But what is the best way to organize all that knowledge… Read More
The Top Sales Skill
As a Sales Leader I get to meet with many sales peers and to interview many sales people seeking a new role as well as the pleasure to sit as a judge on numerous sales awards. I see a constant flow of sales people who believe they are baked, have stopped investing in honing their… Read More
The Truth About Leads
The Truth About Leads is a practical, easy-to-read book shedding light on the secrets that help you focus your B2B lead-generation efforts, align your sales and marketing organizations and drive revenue. Written by prospect development expert and PointClear founder and CEO Dan McDade, The Truth About Leads debunks traditional thinking while uncovering the truths that… Read More
The Uniqueness of Salesbox
Jonathan Farrington interviews Andreas Lalangas, Founder and CEO of Salesbox. Amongst other things, they discuss the three things that are unique and which differentiate Salesbox. These were the differentiators that led to Salesbox receiving the award from Sales innovation Expo in London, in May 2016, as most innovative and best sales CRM 2016. Now that’s… Read More
The Wentworth Prospect: A novel guide to success in B2B sales
The Wentworth Prospect takes a deep dive into the high-stakes world of complex business-to-business selling. The story follows the fortunes of Sue Novak, a fledgling sales consultant, as she struggles to land the deal of her career. Her path to success is strewn with adversaries, corporate intrigue, power-plays and hidden agendas. Sue feels out of her… Read More
The World’s Got Talent – Can You Spot it and Can You Develop it?
I typically don’t watch much TV, but I’m enamored with reality shows where contestants try to convince a panel of judges they have world-class talent. I’m especially intrigued with the shows like The Voice, where a panel of judges not only select the best singers, they take it to the next level – spending the… Read More
Think Sales Enablement is Expense? Consider the Cost-of-Doing-Nothing!
CSO Insights has been tracking a significant increase in the number of companies that are implementing a sales enablement discipline inside their company. The reason behind this trend becomes imminently clear when look at the data from our annual Sales Performance Optimization (SPO) studies. One of the key factors we use to gauge the health… Read More
This Just In: What Sales Leaders Do to Drive Strong Sales Now
What’s the game-changer that organizations with surging sales have embraced and provides a huge competitive advantage in today’s business climate? Hint: It’s not a new technology, a flashy tool, or even a new training method. Instead, many organizations that will meet – and most likely surpass – their current year goals are succeeding with a… Read More
Three letters that will make or break your lead generation – CEO
Jonathan Farrington interviews Stuart Lewis, President & CEO of 360 Leads™ Stuart Lewis, President & CEO of 360 Leads™, knows what it takes to build a major brand – not only for his own company but also for the global brands his organization serves. 360 Leads supports domestic and export oriented sales lead generation for… Read More