Podcast appearances and mentions of jonathan farrington

Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. JONATHAN'S TIP FOR EMERGING SALES LEADERS: "All the economists that I speak to and everybody that I listen to that is a so-called financial expert are predicting a boom for the next two, three, four, maybe even five years. Beginning, they suggest, at the end of Q3 this year. If we're going to take advantage of all of this, we've got to be prepared. First of all, we've got to conduct an audit of ourselves, we've got to understand what we need to do to improve because the day we stop improving and the day we stop learning, we might as well pack up and go home, frankly. The next thing we have to do is to understand the people that report to us, and we do have a duty of care to them. We've got to make sure that they fully armed not just to win the occasional skirmish, but to win the war. Then third and probably the most important, think about customers. Get as close as you can to customers. Work across the line, work up, work down, understand their entire commercial objectives, understand their concerns, their fears and just get closer to them because they want you to. Stop selling, start understanding."

Buyers say they will do business with a seller that can best: 1) Understand their business 2) Prove value for money 3) Reliably follow-up and communicate This, the latest post-pandemic research revealed for the first time here, and discussed in great detail with Jonathan Farrington, Director of Sandler Research and founder of Top Sales World. Checkout what this research means and Jonathan's take on how to best enable sellers for post-crisis success. https://www.linkedin.com/in/jonathanfarrington/ #b2b #salesenablement #growthmindset #digitalselling

In this interview with Top Sales World, Jonathan Farrington and I discuss the ongoing reactive scramble companies are experiening as they desperately try to reinvent themselves. But it begins with your people. Here's What Top Managers Are Doing to Lead Successful Teams in a Remote Workplace.

Brian Sullivan Interviews Jonathan Farrington to bring you more information on The Hunt for New Clients   In this episode:   Intro to the topic Jonathan Farrington brief bio What makes Sandler sales research unique Hunting the good, the bad, and the ugly Targeting relative opportunities Strategizing growth within existing clients Hunting in packs How to participate in the next survey  

Brian Sullivan Interviews Jonathan Farrington about the Sandler Research Center survey on The Hunt For New Clients In this episode: What’s in the survey and what makes it different The Hunt for Clients in 2020 The good, the bad, and the ugly How much does your lead generation actually cost you - per customer? Prospect profiling is key to the most profitable use of a sales person’s time Targeting relevant opportunities – instead of chasing everything Three questions to ask to determine if you want their business Strategizing growth within existing clients Great stats on how much you can save and earn with existing clients Team selling – Hunting in packs Final thoughts and how you can participate in The Hunt For New Clients Survey

We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.” And yet, according to recent research by the Sandler Research Center: *43% of sales managers do not receive effective training prior to taking up the role. *1 in 3 sales managers last 3 years or less in the role. *32% replied that the ongoing training that sales managers receive is “Not Effective” or “Not Very Effective” *34% said that sales management is not effective or not very effective at coaching and *Only 12% are “very effective” and yet this is THE most critical SM skill *38% said that sales management is not effective or not very effective at recruitment/onboarding skills and only 6% are “very effective” *(1 in 16) The sales leader’s role has never been more critical. In our opinion the paucity of qualified, inspirational, experienced leaders, is one of the main reasons why sales achievement levels continue to plummet. Conclusion: Most sales managers are not receiving the support and guidance they need. What’s to be done? Hosted by Jonathan Farrington, the expert panel of Dave Mattson, George Brontén, Mike Esterday and Keith Rosen discussed and debated this significant topic.

In this episode: Why this sales research is different than other sales research The journey begins with the first sale It’s no longer just about the product or service, it’s about the entire experience Identifying Critical Moments Good customer service is no longer enough The importance of regular feedback from your clients Clients remember their last interaction with you A.B.C. Always Be Closing Caring Look after your employees and they will look after your clients What is Sustaining Symbiotic Value, and how do you do it? What’s coming in the next survey and how you can participate in it Brian Sullivan is VP of Sandler Enterprise Selling. Jonathan Farrington is the Director of Research for the Sandler Research Center.

Brian Sullivan, VP of Sandler Enterprise Selling and Jonathan Farrington, Director of Research for the Sandler Research Center share highlights of the Center’s inaugural survey: “The Essential Components for Sustaining Overachieving Sales Performance.” Included in the discussion are findings on the five critical elements that drive success within a typical sales environment: Strengths of Sales Leadership Current Levels of Sales Achievement Successful Utilization of Sales Technology Commitment to Client Retention Effective Collaboration of Sales and Marketing Functions To download an Abbreviated Sandler Research Center Report, visit www.sandler.com/research The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Jonathan Farrington, Director of Research of the Sandler Research Center and CEO of JF Initiatives, about the Sandler Research Center and the first survey titled "Sales Performance, the Search for Sustainable Sales Overachievement".

Jonathan Farrington, Founder of Top Sales World and renowned author interviewed me on the unfortunate status of management and sales leadership today and why my book is the new standard for all sales leaders. WARNING: You’ll need a strong stomach to digest these shocking statistics, as you learn why more salespeople will not hit quota this year. The good news? My new book, Sales Leadership changes everything and gives you the tools, coaching framework, and strategy to become an elite leader who develops world-class sales champions who crush their quota every year.

In this podcast, we chat about how to grow a following of sales pros. Our guest is Jonathan Farrington, a globally recognized business coach, mentor, author, keynote speaker, and consultant, who has guided hundreds of companies and thousands of individuals around the world towards optimum performance levels. He is also the creator and CEO of Top Sales World and the editor of Top Sales Magazine

Jonathan Farrington: Jonathan har lång erfarenhet av att arbeta med säljutveckling av säljorganisationer. Han har sålt sitt konsultbolag och är idag CEO för Top Sales World och chefredaktör för deras tidning som han startat då han brinner för att utveckla säljorganisationerna i världen. Han säger att 80% av försäljningscheferna är inkompetenta för sin uppgift, bl a beroende hur de tillsätts. Intervjun handlar mycket om synen på säljorganisationen som behöver ändras om företag ska lyckas överleva och nå sina budgetar. Jonathan Farrington is a globally recognized keynote speaker, business coach, mentor, author, consultant, and sales futurist who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels. He is the CEO of Top Sales World and the Executive Editor of Top Sales Magazine. 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. In this Conversations that makes a difference we are talking about the necessary changes in sales that needs to be done. If sales are important for you this is worth listening to.

CEO of Top Sales World, Executive Editor of Top Sales Magazine, Author, Customer Experience Evangelist, Sales FuturistLearn more: www.topsalesworld.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

CEO of Top Sales World, Executive Editor of Top Sales Magazine, Author, Customer Experience Evangelist, Sales FuturistLearn more: www.topsalesworld.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Ready for this year's 2nd half of the game? This is the time of the year when sales professionals get themselves all prepped up to have a great second half. Today's awesome guest is Jonathan Farrington who brings us a lot of great value, especially with our discussion today. An international sales celebrity, Jonathan is […] The post TSE 154: How To Close Out The Quarter Strong! appeared first on The Sales Evangelist.

One of the challenges company presidents face is maintaining the balance of having an effective sales force that is also efficient. Having made it through the Great Recession, this issue is back on the table due to rising sales costs. Jim Lobaito, BizTalk Host, invites Jonathan Farrington, one of the leading sales strategists, back to share insights from his recent article in Top Sales World Magazine, “The Future of Professional Selling - There is No Way Back Now,” and to discuss Jonathan’s predictions for sales over the next 3 - 5 years.

I‘m not a professional salesperson. Chances are, you're not a professional salesperson. Yet if we're consultants, lawyers, accountants, coaches or business owners of any type then the reality is that we have to sell if we want to grow our business. In this podcast, leading sales trainer and someone who made the leap from salesperson to board level executive, Jonathan Farrington talks about what it takes for a non-salesperson to succeed at sales. Over the years Jonathan has both bought from and trained professionals of every flavour, and I can't think of anyone better to share their views on how […]

I‘m not a professional salesperson. Chances are, you're not a professional salesperson. Yet if we're consultants, lawyers, accountants, coaches or business owners of any type then the reality is that we have to sell if we want to grow our business. In this podcast, leading sales trainer and someone who made the leap from salesperson to board level executive, Jonathan Farrington talks about what it takes for a non-salesperson to succeed at sales. Over the years Jonathan has both bought from and trained professionals of every flavour, and I can't think of anyone better to share their views on how […]

From finding new opportunities to retaining current clients - professional selling just got a lot tougher. Jonathan Farrington, globally recognized business coach and sales strategist, returns to BizTalk and talks with Jim Lobaito about the five critical challenges sales organizations will face this year. Jonathan shares with Jim his insights and advice for sales organizations as they develop their sales strategy for the ever changing marketplace.

By the year 2020, it is predicted 80% of sales professionals in North America will be out of a job. The top 10% of sales professionals will be moved to inside sales positions. Do you and your sales force have the skills needed to be successful? Jonathan Farrington, globally recognized business coach and sales strategist, talks with Jim Lobaito about the future of professional selling and the death of the traditional sales model. Jonathan shares with Jim what it will take to survive and thrive in this new selling landscape.

About Today's Guest Jonathan Farrington on The Sales Podcast ( https://www.flickr.com/photos/thesaleswhisperer/14166689037 ) *Jonathan Farrington* is a globally recognized business coach, mentor, author and consultant, who has guided hundreds of companies and more than ninety thousand frontline salespeople and sales leaders towards optimum performance levels. As well as acting as the Senior Partner for JFA, he is Chairman of The JF Corporation and CEO of Top Sales Associates ( http://www.topsalesassociates.com/ ) , based in London & Paris. Formerly, Jonathan was the CEO of The jfa Group, which he established in 1994 and sold in 2005. Prior to that, he earned his spurs in some of the most demanding and competitive market sectors – i.e. IT, Telecommunications and Finance. Outstanding achievement at an early stage in his career provided a ‘fast-track' passage to several board level appointments, working with a number of the largest and most successful international corporations including: IBM, Wang, Legal and General, Andersen Consulting, Litton Industries and The Bank of Tokyo. 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 twenty influential sales and marketing experts, and his highly popular daily blog, which he first published in 2006 for dedicated business professionals can be found at www.thejfblogit.co.uk ( http://www.thejfblogit.co.uk/ ) Hear the rest of his story on The Sales Podcast Session ( http://thesaleswhisperer.com/session70/ ) 70 ( http://thesaleswhisperer.com/session70/ ). Rubber-Meets-The-Road Tip * “I'm never satisfied.” Perfection is a journey, not a destination. * Came out of Anderson Consulting in 1991 to do his own thing. * Called in lots of favors to get started and it worked. * Wanted to have a 10 year run and it went 11 years. * He sold it and needed something to do but he had a non-compete. * He wanted to get online and experiment. * He reached out to 10 people he admired and told them there was room in the sales space to collaborate and he expected them to tell him “no.” But all came back and were on board. Jill Konrath was hiking in New Zealand and was checking email every 48 hours and was thrilled to work with him. Those 10 are still together. * Called ourselves the “top sales experts” and bought the URL Top Sales World ( http://topsalesworld.com ). * Ended up with a lot of sites but it was diluted so he brought it all under one roof. * 9 strategic areas of selling - relaunching his site to address these segments. * Creating the largest library for sales people ever created and it's free. * Launching his first convention - TSW14 - in Philadelphia in November 19-20, 2014 ( http://topsalesworld.com/top-sales-world-convention/ ). * Launching their awards of top 50 sales influencers. * Small businesses have a very level playing field. The only differentiator is price and that's tough. The marketplace is being commoditized. In the next 5 years 80% of the current sales population will be changed or replaced because of the internet. * But *personal selling is not going to disappear*. The top 5% achievers will become the top 20% because they will sell consultatively. * You must differentiate yourself with your marketing. * Our knowledge is what differentiates us. Our clients don't care about us or our brains. They want to know what we can do for them. * *Gain. Save. Improve. Increase. Reduce. 5 key words*. Prove this and you'll have their attention. Then prove it and back it up. * Relationship selling isn't dead. But too many sales people think it happens too quickly. It takes time to develop. It's based on mutual respect and integrity. Then it will endure. Being liked is not that important. * The greatest compliment is that they respect you and tell others they respect you. * People buy from people they believe can help them. * It's a bonus if people like you. * We talk WITH clients. We don't talk up or down to prospects. * We have something in common with everyone we meet. We just have to take the time to get to know them. * In the 80's PCs were selling like mad. He started helping people connect PCs via network. He called on a major private bank after the sales guys had been in 5-6 times. It was a huge opportunity. The prospect was a golfer. Jonathan was, too. The first thing they did was set a tee time. Jonathan put off business talk until they were golfing. The deal was done on the course. * You need deep pockets to launch a new venture and you need to be in it for the long haul. * For 4.5 years they were in the red with Top Sales World. * Top Sales Awards but not like the Stevies now in its 5th year. * Top Sales Academy. * His blog is a constant source of new opportunities. Top Sales World is not. * He wants to raise the bar and the level of standards in the sales world. Sales skills are declining rapidly. * *“Nothing happens until somebody buys something.”* * Sales managers aren't getting trained. The average tenure of a sales manager is 16 months, down from 18 months just a couple of years ago. 80% of sales people are under qualified to be in sales. * Individuals today don't have to wait for someone to make you successful. “If it's to be, it's up to me.” * Be committed to improving on a daily basis. * *Somebody has to be #1. Why not you?* * Be discerning. Experiment with sales concepts and ideas. Dive in and test some things. * Material stuff is reward for achievement. Money is not the motivator for the top achievers. It does pay your bills but we want to know we did a job well. * He is a crusader for sales. The rate of change is increasing. Solutions are becoming commoditized. We don't need sales people or even order takers. The bottom line is driving people out of business. There are 100 million sales people in the world today. You'll thrive if you're totally committed to sales. Be focused. Know what you want. Surround yourself with people that can help you achieve your objectives. You're the CEO of your own destiny. * Launching 5 major initiatives and then leaves for a month. Blitz and then break. Gets more done. Links Mentioned * Jonathan Farrington's home on the web ( http://www.jonathanfarrington.com ) * Jonathan Farrington's Blog ( http://www.thejfblogit.co.uk/ ) * Connect with Jonathan Farrington on LinkedIn ( https://www.linkedin.com/in/jonathanfarrington ) * Visit Jonathan Farrington's Top Sales World ( http://topsalesworld.com ) * Visit Jonathan Farrington's Top Sales Experts ( http://www.topsalesexperts.com ) Get all of the show notes for every episode of The Sales Podcast ( https://www.thesaleswhisperer.com/podcasts/ ) with Wes Schaeffer, The Sales Whisperer® ( https://www.thesaleswhisperer.com/ ). Order a signed copy of Wes's new book, *" The Sales Whisperer® Way ( https://info.thesaleswhisperer.com/way-book ) "* Use these resources to grow your sales: * Sell More This Month ( https://www.thesaleswhisperer.com/30-day-sales-growth ) * Hire Better Salespeople ( https://talentgenius.simplybook.me/v2/ ) * Hire The Best Keynote Speaker ( https://www.wesschaeffer.com/ ) * Find Your Best CRM ( https://info.thesaleswhisperer.com/best-crm-quiz ) * Join the Free Facebook Group ( https://www.facebook.com/groups/theimplementors/ ) Check out earlier episodes of The Sales Podcast: * Episodes 1 to 10 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-one-to-ten ). * Episodes 11 to 20 ( https://www.thesaleswhisperer.com/blog/the-sales-podcast-episodes-11-20 ). * Episodes 21 to 30 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-21-30 ). * Episodes 31 to 40 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-31-40 ). * Episodes 41 to 50 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-41-50 ). * Episodes 51 to 60 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-51-60 ). * Episodes 61 to 70 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-61-70 ). 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