52 Sales Management Tips is written for sales managers who struggle within a corporate environment that doesn’t always support them or their development needs. Whether you are a sales executive, senior sales leader or a new, experienced or aspiring sales manager I’m confident you will find this book to be a valuable guide to consult… Read More
Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling
“The best sales book of the year” — strategy+business magazine That gap between your company’s sales efforts and strategy? It’s real–and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link… Read More
Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball
Baseline Selling – How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today’s sales “experts” with an elegant and very effective simplicity. Studies have shown that the selling techniques of the… Read More
Beyond the Classroom: Matching Skills Training to the Selling Moment
Jonathan’s guest this week is Tim Riesterer, co-author of “The Three Value Conversations and Conversations That Win the Complex Sale“, and is Chief Strategy and Research Officer for Corporate Visions. Their conversation focuses on the apparent reticence of sales managers to pull their sales teams out of the field so that they can benefit from… Read More
Changing the Sales Conversation: Connect, Collaborate, and Close
In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying-and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. It is time to change the… Read More
Coaching Sales People into Champions
The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations,… Read More
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
Cracking the Sales Management Code is a ground-breaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is… Read More
Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance
Those who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands. Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can… Read More
Developing Millennials Into Great Salespeople
Jonathan Farrington in Conversation with Bill Butler Jonathan’s guest this week is Bill Butler, CEO of Journey Sales and they are discussing a very hot topic, “Developing Millennials into Great Salespeople” Amongst the questions Jonathan poses are,“Can Millennials become great B2B salespeople?” “What are some of the differences between a boomer and a Millennial salesperson?”… Read More
Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams
Develop the critical soft skills required for high-performance sales… Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on… Read More
From Bud to Boss: Secrets to a Successful Transition to Remarkable Leadership
Kevin Eikenberry and Guy Harris designed From Bud to Boss: Secrets to a Successful Transition to Remarkable Leadership to be read and re-read as you make the transition to leadership in your organization. Consider it your handbook for success for your leadership transition. In addition to the great content in the book, you will also have access… Read More
How To Influence Using Emotion
Jonathan Farrington is in conversation with Calum Kilgour Jonathan’s guest this week is Calum Kilgour, CEO of Slingshot Edge. Calum makes the point that sales messages that are full of abstract information and the agenda of the seller simply don’t connect with the buyer’s emotional level. https://s3.amazonaws.com/TopSales/interviews/2017/april/JF-Interview-Calum-Kilgour-2.mp3
Leading Remotely ….
Jonathan Farrington interviews Kevin Eikenberry, globally acclaimed leadership guru, best selling author and Chief Potential Officer of The Kevin Eikenberry Group. What are the biggest concerns and complaints you hear about leading remote sales teams? You know, leading a team is complex enough as it is; when you are remote, the job gets even harder…. Read More
Loosen the Reigns and Harness Sales Force Creativity
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New Sales Management Coaching Program
Jonathan Farrington in conversation with Steven Rosen, CEO and Executive Coach at STAR RESULTS Steven Rosen is the CEO and Executive Coach at STAR RESULTS. In this interview we discuss Steven’s new coaching program for sales managers, why only 6% of sales managers, globally, are believed to be properly equipped to coach effectively (Source: Objective… Read More
Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
Sales Coaching will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson’s broader… Read More
Sales Leadership
Jonathan Farrington in Conversation with Keith Rosen Jonathan’s guest is Keith Rosen on the ten-year anniversary of his award-winning book, Coaching Salespeople Into Sales Champions. Amongst other things, they discuss the current state of coaching, cracking the code to promoting successful salespeople into successful managers, why managers resist coaching and of course, Keith’s latest book, Sales… Read More
Sales Leadership: The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence and Exceed Your Business Goals
Most leadership books don’t apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that’s aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives. What if you can successfully coach anyone in 10 minutes or even 60 seconds using one… Read More
Sales Management That Works: How to Sell in a World that Never Stops Changing
The rise of e-commerce. Big data. AI. Given these trends (and many others), there’s no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and,… Read More
Sales Managers or Sales Leaders?
Jonathan Farrington in Conversation with Dan Weinfurter Jonathan’s guest is Dan Weinfurter, Chief Executive Officer at GrowthPlay & Author of Second Stage Entrepreneurship. Amongst the topics they discuss is the paucity of genuine sales leaders, how the role is evolving and why there appears to be a reticence to continue their ongoing development and education. https://s3.amazonaws.com/TopSales/interviews/2017/may/JFInterviews-DanWeinfurter.mp3
The 60 Second Sales Coach
Coaching is simply the language you use in every conversation. The language of your organization, of leadership and how every exemplary leader communicates. Some coaching conversations can even be facilitated using just one simple question. The fact is: If you have time to provide someone an answer, then you have time to ask them a… Read More
The Foundation for Sales Performance
Jonathan Farrington is in conversation with Steven Rosen, CEO & Founder of Star Results. They focus on “The foundation for sales performance” and share views on why the foundations in so many organizations are so fragile. Steven has just completed a brand new survey “The 2016 Star Sales Manager Report” and many of the findings… Read More
The Importance of an Ethical Sales Culture
Jonathan Farrington in conversation with Mike Esterday, CEO of Integrity Solutions. Jonathan’s guest is Mike Esterday, CEO of Integrity Solutions. Amongst the topics they discuss are, what really causes poor sales performance, how that impacts goals for the new year, the role of sales managers to coach and build their people and the importance of having… Read More
The Long-Distance Leader: Rules for Remarkable Remote Leadership
As more organizations adopt a remote workforce, the challenges of leading at a distance become more urgent than ever. The cofounders of the Remote Leadership Institute, Kevin Eikenberry and Wayne Turmel, show leaders how to guide their teams by recalling the foundational principles of leadership. The authors’ “Three-O” Model refocuses leaders to think about outcomes,… Read More