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Jonathan Farrington

Is Inspiration an Overrated Leadership Quality?

5 November 2014 by Jonathan Farrington

In a survey of more than one and a half thousand managers, people were asked what they would most like to see in their leaders. The most popular answer, mentioned by 55% of people, was ‘inspiration.’ Yet when asked if they would describe their current leader as ‘inspiring’ only 11% said yes. The two attributes… Read More

Filed Under: Article, Leadership, Motivation

Is it Time to Get Rid of a Few Salespeople?

8 July 2012 by Jonathan Farrington

“So Jonathan, are there too many salespeople in the world?” That’s not really a question one expects to be confronted with at a private dinner party. Unfortunately, like those poor medical practitioners who are regaled with requests for advice on everything from ingrowing toenails, to hemorrhoids, I have kind of accepted that if any of… Read More

Filed Under: Article, Sales Management

Is Your Sales Process Cramping Your Style?

7 September 2016 by Jonathan Farrington

Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, far too many don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set… Read More

Filed Under: Article, Sales Process

Isn’t it Time We Re-Focused on the Customer?

7 November 2011 by Jonathan Farrington

You may think the following statement is a “no brainer” but if that is the case, how come 80% of organizations around the world haven’t woken up to it yet? “The most successful; the most profitable; the “best to work for” companies on the planet, have an excellent customer care/service program in place” You see,… Read More

Filed Under: Article, Customer Experience, Customer Retention

Isn’t Selling Both an Art AND a Science?

1 August 2014 by Jonathan Farrington

The dichotomy facing sales leaders now is how they reconcile the fact that most corporations today provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development? This should not come as a surprise, because current stock market thinking provides a powerful disincentive for firms to invest… Read More

Filed Under: Article, Sales Management

It’s “Time to Get Close To Your Pipeline” Season – And Stay Close!

30 October 2014 by Jonathan Farrington

We are already well into the final “selling phase” of 2014 and, at this time of the year, I always urge a total focus on “closable opportunities” for a really big finish. It takes courage, and a real sense of realism to focus in on what is probable – not just possible. This is not… Read More

Filed Under: Article, Pipeline Management, Sales Closing

It’s Time to Take a More Global Perspective …

19 June 2014 by Jonathan Farrington

One of the most profound effects of the Internet age is the “shrinking” of our planet. Advances in computing, Internet connectivity and mobile technology bring people together in ways we never could have imagined. A colleague, friend, business prospect or complete stranger is never more than a click away. This globalization of business and, at… Read More

Filed Under: Article, Sales Trends

Lead Generation and the Use of “Pareto Thinking”

28 October 2014 by Jonathan Farrington

Use of “Pareto Thinking” is highly relevant and important when applied to sales people. For example, 20% of a sales person’s activities will create 80% of sales achieved, which has enormous consequences on how to optimize and manage lead generation activities. Generating leads is of course, an important sales activity that plants the seeds of… Read More

Filed Under: Article, Lead Generation, Sales Metrics, Sales Prospecting

Leader, My Leader, Do You Inspire “Willing Action?”

20 November 2014 by Jonathan Farrington

Leadership has been defined as “the ability to inspire willing action” Emphasis is placed on the “willing.” But to understand leadership, we need to delve a little deeper than that. One thing which experience has proven over and over again down through the ages is that when any group of people are thrown together for… Read More

Filed Under: Article, Leadership, Motivation

Listen, Excellent Customer Service is Going to Become THE Differentiator

26 August 2014 by Jonathan Farrington

Customer care is set to become one of the most important issues facing businesses in every market – fact! Customer care programs come under a number of titles – customer services; customer satisfaction; customer focus; customer orientated etc. Their common theme is meeting the customer’s requirements and ensuring that all aspects of the business contribute… Read More

Filed Under: Article, Customer Experience

Lower Training Budgets, But Even Higher Expectations

17 May 2014 by Jonathan Farrington

The dichotomy facing sales directors is how they reconcile the fact that most corporations today provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development? This should not come as a surprise, because current stock market thinking provides a powerful disincentive for firms to invest in… Read More

Filed Under: Article, Sales Training

Major Account Management – A Fresh Approach

9 September 2014 by Jonathan Farrington

Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do and it is not always enjoyable to do, but when a key account works well, it is extremely satisfying. Major Account management is a broad subject and this series of articles… Read More

Filed Under: Account Management, Article

Making the Most of Customer Service

16 October 2014 by Jonathan Farrington

Customer care has become one of the most important issues facing businesses in every market. Customer care programs come under a number of titles – customer services; customer satisfaction; customer focus; customer orientated etc. Their common theme is meeting the customer’s requirements and ensuring that all aspects of the business contribute to customer satisfaction. The… Read More

Filed Under: Article, Customer Experience

Making the Transition – Outside In

25 June 2014 by Jonathan Farrington

Jason Dobbs discusses the successful transition he has made from external sales rep to internal sales professional, and the huge advantages he is now reaping. https://s3.amazonaws.com/TopSales/SalesHardTalk/July+13/rec_JasonDobbs_02_Jul_2013.mp3

Filed Under: Inside Sales, Podcast

Making the Transition from Sales Manager to Sales Leader

19 April 2013 by Jonathan Farrington

“There is a difference between leadership and management. Leadership is of the spirit, management is of the mind. Managers are necessary, but leaders are essential. We must find managers who are not only skilled organizers, but inspired and inspiring leaders.” – Field Marshall Slim The most successful sales teams in the world are led not… Read More

Filed Under: Sales Management, Webinar

Mobile CRM – Are We There Yet?

27 June 2014 by Jonathan Farrington

Mobile solutions have made huge advances, particularly CRM, but is there still more to come? Etien D’Hollander and Jonathan Farrington discuss … https://s3.amazonaws.com/TopSales/SalesHardTalk/June_13/rec_etien.d.hollander_17_Jun_2013.mp3  

Filed Under: Podcast, Sales Tools

Negotiation – Dealing With Price Objections And The Closing Stages

19 May 2014 by Jonathan Farrington

Price is an issue in most negotiations. We need to deal with the price issue confidently, but with an understanding of the needs of the other side. Here are some notes to help you. Be specific – state the exact price, rather than “…well, it will be about $50,000. “ Maintain eye contact – it… Read More

Filed Under: Article, Negotiating, Sales Closing

Negotiation – Planning For A Successful Outcome

19 May 2014 by Jonathan Farrington

In any kind of negotiation, the planning stage is probably the most important. Too often we go in badly prepared and end up giving concessions that reduce the overall profitability of the final deal. The importance of planning is in having a very clear idea before entering into the negotiation -i.e. What are my objectives?… Read More

Filed Under: Article, Negotiating

Negotiation – Tactics, Tricks And Threats

19 May 2014 by Jonathan Farrington

Most successful negotiators recognize that the way people involved in negotiations behave does not always reflect their true feelings or intentions. We are going to look at negotiating tactics that may be used by you or on you. Whether or not you choose to use these tactics, it is vital to understand: Tactics work They… Read More

Filed Under: Article, Negotiating

Networking – How To Research Potential Contacts

24 October 2014 by Jonathan Farrington

I truly believe that every individual in the whole world is potentially only five or six contact steps away. This ‘five or six degrees of separation’ shows that even an entire population of over five billion people is still highly accessible. However, for practical purposes, we don’t necessarily want or need to meet millions, or… Read More

Filed Under: Article, Lead Generation, Networking, Sales Prospecting

Never Forget Your Internal Customers

6 August 2014 by Jonathan Farrington

Ask a colleague to define the customer and they will probably say ‘Someone who buys from us.’ What about internal customers? Colleagues, other departments, branches, suppliers? They are equally as important and deserve to have their problems and complaints taken seriously. External customers sense if there is a good working atmosphere, a co-coordinated approach to… Read More

Filed Under: Article, Customer Experience

New-Age Sales-Team Motivation – Quality Of Work Life

11 May 2014 by Jonathan Farrington

In terms of personal motivation, employees ask these questions: Do I achieve? Am I contributing? Am I given increased responsibility? Am I advancing and growing? Is what I do meaningful and significant? Is it interesting? Is my ability recognized? These feelings are the motivators – the variables that managers can use to motivate people. Professor… Read More

Filed Under: Article, General Sales, Sales Management, Sales Trends

PowerViews Episode 1 – Jonathan Farrington of Top Sales Associates

1 August 2013 by Jonathan Farrington

PowerViews is pleased to have Jonathan Farrington, CEO of Top Sales Associates and the Managing Director of Jonathan Farrington & Associates as our very first guest. Jonathan is also the man behind the Top Sales & Marketing Awards. Jonathan is globally recognized as a business coach, mentor, author, consultant, and sales strategist.

Filed Under: Sales Strategy, Video

Pregnant Pipelines Do NOT Win Prizes!

5 August 2014 by Jonathan Farrington

The ability to leverage your probability for converting potential business in your pipeline is a vital part of the sales process – it helps to focus your mind onto getting each prospect to the next milestone. Speed of follow-through is really important, because it helps to create a momentum that consolidates your relationship with potential… Read More

Filed Under: Article, Business Development, General Sales, Pipeline Management

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