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Jonathan Farrington

About Jonathan Farrington

Jonathan is the creator of JF Initiatives (Top Sales World, Top Sales Magazine, Top Sales Futurists, Top Sales Library, Top Sales Awards, Top Sales Articles and Top Sales Leadership)

Jonathan’s written work has been republished by a host of journals including The New York Times, The Washington Post and The London Times. He is consistently named amongst the top most influential sales and marketing experts in the world and he is also Director of Research for the Sandler Research Center

Effective Telemarketing Techniques

30 May 2014 by Jonathan Farrington

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

Filed Under: Article, Sales Strategy, Sales Training

Funnel Management is Customer Lead

18 July 2014 by Jonathan Farrington

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

Filed Under: Pipeline Management, Podcast

Getting it Right at the Front End

25 June 2014 by Jonathan Farrington

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

Filed Under: Podcast, Recruitment & Retention

Getting to YES at Every Stage of the Buying Cycle

28 May 2014 by Jonathan Farrington

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

Filed Under: Pipeline Management, Podcast

Has Empathy Become More Relevant in Professional Selling?

13 August 2014 by Jonathan Farrington

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Filed Under: Article, Sales Leadership

In Search of the “Sales Holy Grail”

29 August 2014 by Jonathan Farrington

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

Filed Under: Article, Sales Leadership

Insights

25 June 2014 by Jonathan Farrington

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

Filed Under: Podcast, Sales Strategy

Is it Time to Get Rid of a Few Salespeople?

8 July 2012 by Jonathan Farrington

“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

Filed Under: Article, Sales Leadership

Isn’t Selling Both an Art AND a Science?

1 August 2014 by Jonathan Farrington

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Filed Under: Article, Sales Leadership

It’s “Time to Get Close To Your Pipeline” Season – And Stay Close!

30 October 2014 by Jonathan Farrington

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

Filed Under: Article, Pipeline Management

Making the Transition from Sales Manager to Sales Leader

19 April 2013 by Jonathan Farrington

“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

Filed Under: Sales Leadership, Webinar

PowerViews Episode 1 – Jonathan Farrington of Top Sales Associates

1 August 2013 by Jonathan Farrington

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.

Filed Under: Sales Strategy, Video

Pregnant Pipelines Do NOT Win Prizes!

5 August 2014 by Jonathan Farrington

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Filed Under: Article, Pipeline Management

The Changing Face Of Professional Management

19 May 2014 by Jonathan Farrington

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

Filed Under: Article, Sales Leadership

The Rapidly Changing Face Of Professional Management

6 December 2013 by Jonathan Farrington

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

Filed Under: Article, Sales Leadership

Transforming Sales Coaching into Sales Results

28 May 2014 by Jonathan Farrington

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

Filed Under: Podcast, Sales Coaching

Two Tips for Finishing the Quarter Strongly

13 September 2012 by Jonathan Farrington

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

Filed Under: Article, Sales Leadership, Sales Metrics

What Will Distinguish The Top Sales Professionals of Tomorrow?

11 November 2014 by Jonathan Farrington

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

Filed Under: Article, Sales Strategy, Sales Training

Why Selling is Going Inside – the Obvious Reasons

29 July 2016 by Jonathan Farrington

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

Filed Under: Article, Sales Leadership

Why So Many Salespeople Are Failing So Badly …

11 August 2014 by Jonathan Farrington

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Filed Under: Article, Sales Leadership

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