Top Sales Leadership - resources for sales leaders

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Beyond the Classroom: Matching Skills Training to the Selling Moment

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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

Developing Millennials Into Great Salespeople

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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

How To Influence Using Emotion

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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 ….

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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

New Sales Management Coaching Program

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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 Leadership

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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 Managers or Sales Leaders?

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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 Foundation for Sales Performance

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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

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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 Power of Sales Analytics

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Jonathan Farrington interviews Jeff Gold, principal at global sales and marketing consulting firm ZS and co-author of “The Power of Sales Analytics.” JF: What can big data and analytics do for sales forces? JG: Companies in the U.S. spend more than $900 billion every year on their sales forces, and executives want to get the… Read More

Translating Strategy into Sales Behaviors That Win

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Linda Richardson interviews Frank Cespedes, Senior Lecturer of Business Administration at Harvard Business School I don’t know anyone better suited to help us close the chasm that exists between actual selling behaviors and strategy than Frank Cespedes.  Frank brings the rarest of combinations: 15 years as a professor, 12 years leading a business where he… Read More

What % of Sales Experts Genuinely Have the Expertise to Coach Others

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Jonathan Farrington in conversation with Dave Kurlan, CEO of Objective Management Group Dave Kurlan, CEO of Objective Management Group and best selling author and Jonathan discuss the fact that so many self-styled sales experts are really not qualified to coach others and much more … https://s3.amazonaws.com/TopSales/interviews/2019/march/JF-Interviews-Dave-Kurlan.mp3