Top Sales Leadership - resources for sales leaders

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Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling

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“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

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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

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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

Changing the Sales Conversation: Connect, Collaborate, and Close

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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

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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

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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

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

Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams

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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

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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

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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 Coaching: Making the Great Leap from Sales Manager to Sales Coach

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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

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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 Leadership: The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence and Exceed Your Business Goals

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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 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

Stop Killing Deals: How to avoid deadly assumptions and achieve sales excellence

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Companies spend billions of dollars each year on sales training and technology, yet sales effectiveness keeps declining. Why? It’s because too many sales organizations operate on deadly assumptions that deny the essential human nature of their sales teams and their buyers. Written by the CEO of a sales technology company, George Brontén, Stop Killing Deals defies convention… Read More

The 60 Second Sales Coach

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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

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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