Uncovering new opportunities and potential new business is an essential task of any sales team. However, it is probably one of the most unpopular activities. The main reason for this is that professional salespeople, just like the rest of us, fear rejection. The reality is though – if we have confidence in our products, solutions… Read More
Funnel Management is Customer Lead
Kevin Davis and Jonathan Farrington discuss the importance of the customer in defining efficient sales funnel management. https://s3.amazonaws.com/TopSales/SalesHardTalk/2014/march/Kevin-Davis-Hardtalk.mp3
Getting it Right at the Front End
Poor decisions can cost a company thousands, even hundreds of thousands of dollars in salary, expenses and of course underachieved revenue. https://s3.amazonaws.com/TopSales/SalesHardTalk/rec_davekurlan_23_May_2013.mp3
Getting to YES at Every Stage of the Buying Cycle
Colleen Francis discusses the importance of gaining a commitment from prospects and customers at every stage of the buying cycle. https://s3.amazonaws.com/TopSales/SalesHardTalk/rec_cfrancisvoice_29_May_2013.mp3
Has Empathy Become More Relevant in Professional Selling?
In Search of the “Sales Holy Grail”
Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities… Read More
Insights
Forget features and benefits, today’s buyers want “insights” Jonathan Farrington and Linda Richardson discuss what that means for today’s frontline sales professionals. https://s3.amazonaws.com/TopSales/Linda_Richardson_Feb_Insights_2013.mp3
Is it Time to Get Rid of a Few Salespeople?
“So Jonathan, are there too many salespeople in the world?” That’s not really a question one expects to be confronted with at a private dinner party. Unfortunately, like those poor medical practitioners who are regaled with requests for advice on everything from ingrowing toenails, to hemorrhoids, I have kind of accepted that if any of… Read More
Isn’t Selling Both an Art AND a Science?
It’s “Time to Get Close To Your Pipeline” Season – And Stay Close!
We are already well into the final “selling phase” of 2014 and, at this time of the year, I always urge a total focus on “closable opportunities” for a really big finish. It takes courage, and a real sense of realism to focus in on what is probable – not just possible. This is not… Read More
Making the Transition from Sales Manager to Sales Leader
“There is a difference between leadership and management. Leadership is of the spirit, management is of the mind. Managers are necessary, but leaders are essential. We must find managers who are not only skilled organizers, but inspired and inspiring leaders.” – Field Marshall Slim The most successful sales teams in the world are led not… Read More
PowerViews Episode 1 – Jonathan Farrington of Top Sales Associates
PowerViews is pleased to have Jonathan Farrington, CEO of Top Sales Associates and the Managing Director of Jonathan Farrington & Associates as our very first guest. Jonathan is also the man behind the Top Sales & Marketing Awards. Jonathan is globally recognized as a business coach, mentor, author, consultant, and sales strategist.
Pregnant Pipelines Do NOT Win Prizes!
The Changing Face Of Professional Management
Old ways of doing business no longer work. The increasingly intense competitive challenges of the world economy force everyone, everywhere, to adapt in order to prosper under new rules. In the old economy, hierarchies pitted labor against management, with workers paid wages depending on their skills, but that is eroding as the rate of change… Read More
The Rapidly Changing Face Of Professional Management
Old ways of doing business no longer work… The increasingly intense competitive challenges of the world economy force everyone, everywhere, to adapt in order to prosper under new rules. In the old economy, hierarchies pitted labor against management, with workers paid wages depending on their skills, but that is eroding as the rate of change… Read More
Transforming Sales Coaching into Sales Results
Linda Richardson discusses why Sales Coaching is the single most important thing you can do to increase productivity. https://s3.amazonaws.com/TopSales/SalesHardTalk/rec_linda.richardson_16_May_2013.mp3
Two Tips for Finishing the Quarter Strongly
Just four weeks to go until the end of Q3, and there is still time to hit your quota – or even surge through it: Not only do you have the opportunity to do that, but you can also lay some strong foundations for that all-important Q4. Here then are two tips, which should help… Read More
What Will Distinguish The Top Sales Professionals of Tomorrow?
It is common knowledge that even today in most industries, a very high percentage of training budgets are spent on product knowledge workshops and training sessions. This is understandable to a degree, particularly in the more technical sectors, but what about all the other types of “knowledge?” That statement is guaranteed to produce a lot… Read More
Why Selling is Going Inside – the Obvious Reasons
I have been discussing this phenomenon for more than three years, so what is taking place now is not a surprise. So, having posed the question, let me provide some answers – why is selling really going inside? The most obvious reason is pure economics: After the recent financial meltdown, companies have been forced to… Read More