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
Is it Time to Get Rid of a Few Salespeople?
“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
Is Your Sales Process Cramping Your Style?
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
Isn’t it Time We Re-Focused on the Customer?
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
Isn’t Selling Both an Art AND a Science?
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
It’s “Time to Get Close To Your Pipeline” Season – And Stay Close!
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
It’s Time to Take a More Global Perspective …
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
Lead Generation and the Use of “Pareto Thinking”
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
Leader, My Leader, Do You Inspire “Willing Action?”
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
Listen, Excellent Customer Service is Going to Become THE Differentiator
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
Lower Training Budgets, But Even Higher Expectations
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
Major Account Management – A Fresh Approach
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
Making the Most of Customer Service
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
Making the Transition – Outside In
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
Making the Transition from Sales Manager to Sales Leader
“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
Mobile CRM – Are We There Yet?
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
Negotiation – Dealing With Price Objections And The Closing Stages
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
Negotiation – Planning For A Successful Outcome
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
Negotiation – Tactics, Tricks And Threats
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
Networking – How To Research Potential Contacts
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
Never Forget Your Internal Customers
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
New-Age Sales-Team Motivation – Quality Of Work Life
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
PowerViews Episode 1 – Jonathan Farrington of Top Sales Associates
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.
Pregnant Pipelines Do NOT Win Prizes!
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