In memory of Jonathan Farrington. A book of condolences can be found on Top Sales World. He was inducted into the Top Sales Awards, Hall of Fame in recognition of his tireless work to promote the...
https://www.jonathanfarrington.com/jonathan-farrington-1951-2021/
Apparently, guests at the building housing the New York headquarters of Jefferies, an investment bank, were once greeted by a section of the Berlin Wall purchased from the East German government....
https://www.jonathanfarrington.com/the-future-of-meetings-in-a-semi-virtual-world/
It’s obvious that the pandemic forced the buyer/seller relationship online. The organizations that survived this transition and thrived are the ones who quickly adapted to fit this new world. T...
https://www.jonathanfarrington.com/what-buyers-want-how-buyers-work/
For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase ...
https://www.jonathanfarrington.com/your-best-accounts-getting-more-from-less/
From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some companies, they are brainwashed into believing that “al...
https://www.jonathanfarrington.com/the-definition-of-sales-discernment/
Obviously, the pandemic forced the buyer/seller relationship online and the organizations who survived the best, and are even beginning to now thrive again, are the ones who most quickly adapted ...
https://www.jonathanfarrington.com/does-professional-selling-have-a-future-most-definitely/
We all totally get it (at least I hope we do) that the skills required for managing, mentoring and developing a sales team are totally different from those required for selling – sounds obvious...
https://www.jonathanfarrington.com/sales-leaders-the-cavalry-has-arrived/
Well, no, not in my humble opinion, but unless you have been exiled in a cave, somewhere in Outer Mongolia, you will have read the plethora of commentary – some of it bordering on hysteria, I m...
https://www.jonathanfarrington.com/have-we-entered-the-era-of-buyer-ambivalence/
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, they don’t d...
https://www.jonathanfarrington.com/is-your-sales-process-a-help-or-a-hindrance/
Defining just what makes a leader effective remains as difficult today as it ever was. But that does not prevent us from seeking to distil their secrets – quite the reverse. Of course, there mu...
https://www.jonathanfarrington.com/the-definition-of-great-leadership/