Art & Science

of complex sales

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Jonathan Farrington
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Jonathan Farrington

Jonathan Farrington is a globally recognized business coach, mentor, author, keynote speaker and sales thought leader. He is the Senior Partner of Jonathan Farrington & Associates, and CEO of Top Sales World, based in London & Paris. Jonathan is also the co-editor of Top Sales Magazine.

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What Makes The Perfect Leader? – Do You Report To One?

Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history.

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If You Don’t Understand It How Can You Manage It?

Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves.

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“There’s a Hole in Our Bucket, Dear CEO, Dear CEO”

I have a two-part question for you: Last year, how much money did your company spend/invest in attempting to win new business? Prospecting? And now the second part: How much money did your company spend/invest in endeavouring to retain your existing clients/customers?

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How To Develop A First Class Sales Team

Pick up a typical sales report and what words do you find? Verbs like analyse, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable...

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What Makes a Great Sales Coach?

For managers, developing others' abilities is indeed critical - it's the emotional competence most frequently found among those at the top of their game. This is a person-to-person art and the effectiveness of counseling hinges on empathy, as well as the ability to focus on our own feelings and share them.

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Today, Selling is Neither an Art or a Science - It is Both

The dichotomy facing sales leaders today is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development.

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When Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

I think (hope) we all accept that sales success today demands a radical shift from the “peddler” mentality of merely demonstrating products and expanding on their features. It requires treating the customer as a participant. More often than not, a “flashy” sales presentation alone alienates rather than persuades.

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Sales Organizations: The Survival of the Fittest

There is an air of inevitability that at some point, in the not too distant future, many of the tasks now routinely handled by “salespeople” will become automated – in fact, it is already happening.

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You Cannot Manage What You Don’t Understand

Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and of course the competition. But even all these elements together are not sufficient to ensure optimum performance levels and profitable sales.