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Jonathan Farrington

About Jonathan Farrington

Jonathan Farrington is a keynote speaker, business coach, mentor, author, consultant, and sales futurist, who has personally guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels.

He is the CEO of JF Initiatives, the parent company of Top Sales World, Top Sales Magazine and The Sales Futurists. Jonathan is also Director of Research for the Sandler Research Center.

“Yes, But Can You Sell?”

20 July 2014 by Jonathan Farrington

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Filed Under: Articles, Sales Trends

18 Ways to Keep Sales Momentum Going Through the Summer

26 June 2014 by Jonathan Farrington

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Filed Under: Articles, Sales Tools

2013 -The FIVE Critical Challenges….

8 December 2012 by Jonathan Farrington

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Filed Under: Articles, Leadership, Sales Management, Sales Trends

5 Generations of Selling – Are You Still Stuck in the Past?

22 September 2014 by Jonathan Farrington

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Filed Under: Articles, Relationship Selling

A Definition Of Major Account Management

2 September 2014 by Jonathan Farrington

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Filed Under: Account Management, Articles

A New Type Of Sales Approach For A New Type Of Customer

13 June 2014 by Jonathan Farrington

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Filed Under: Articles, Relationship Selling, Sales Strategy, Sales Trends

A Picture of Modern Sales: The New Cold Call

29 September 2014 by Jonathan Farrington

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Filed Under: Articles, Cold Calling, Inside Sales, Sales Trends

A Picture of Tomorrow’s Leaders – The Next Generation

23 September 2014 by Jonathan Farrington

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Filed Under: Articles, Leadership

Abraham Maslow and The Pyramid That Beguiled Business

6 September 2013 by Jonathan Farrington

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Filed Under: Articles, Leadership

Activity Based Planning Leads to More Consistent Results – Fact!

4 November 2014 by Jonathan Farrington

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Filed Under: Articles, Sales Process, Sales Strategy

An Abundance of Managers, But Too Few Leaders?

13 August 2014 by Jonathan Farrington

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Filed Under: Articles, Leadership

Are You About to be “Commoditized?”

1 July 2014 by Jonathan Farrington

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Filed Under: Articles, General Sales, Sales Trends

Are You Getting the Wrong Customer Reaction?

23 July 2014 by Jonathan Farrington

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Filed Under: Articles, Customer Experience, General Sales

Are You Really Making The Most Of Your Most Important Accounts?

16 May 2014 by Jonathan Farrington

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Filed Under: Account Management, Articles, Customer Experience

Are You Working Smart – Or Dangerously Hard?

19 November 2014 by Jonathan Farrington

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Filed Under: Articles, Self-Improvement, Time & Personal Management

Brick Walls – And Customer Focus

7 June 2016 by Jonathan Farrington

One of the most obvious reasons you should be building brick walls around your existing clients is to reduce the impact of aggressive competitor activity: Whilst you are off flirting with seemingly more attractive and exciting new opportunities, your competitors will be targeting your “home base” The motivation to do this should be strong. Whilst… Read More

Filed Under: Articles, Customer Experience

Brick Walls, Competitor Activity, and Customer Focus

27 October 2014 by Jonathan Farrington

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Filed Under: Articles, Customer Experience, Sales Process

Categories Of Buyer Resistance

25 June 2014 by Jonathan Farrington

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Filed Under: Articles, Objection Handling

Customer Service – The Huge Gap Between Intention And Reality

6 October 2013 by Jonathan Farrington

When it comes to looking after our customers, quite often there’s a gap, a huge gap between theory and practice. There are books about customer relations; there are videos about customer relations; there are Gurus (mostly self-appointed) about customer relations. None of them actually have to deliver customer relations. That chore is left to what… Read More

Filed Under: Articles, Customer Experience

Data Overload

25 June 2014 by Jonathan Farrington

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Filed Under: Email Marketing, Podcasts, Relationship Selling

Dealing With Objections – Into Combat, Strategy Two

17 September 2014 by Jonathan Farrington

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Filed Under: Articles, Objection Handling

Do We Really Need to Keep Discussing Objection Handling?

25 August 2014 by Jonathan Farrington

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Filed Under: Articles, Objection Handling

Do You “Get It?” – I Mean Really “Get It?”

8 September 2011 by Jonathan Farrington

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Filed Under: Articles, Relationship Selling, Self-Improvement

Does Your Company Excel at all THREE Selling Activities?

21 July 2014 by Jonathan Farrington

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Filed Under: Articles, Sales Process

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