Jonathan Farrington

JUNE 10, 2012

Lack of Direction : Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. The details of what goes wrong differs for each individual salesperson but the net result is always the same, a discouraged sales force, diminished sales efficiency (i.e.

Webinar Metrics 35

Webinar Metrics InsideView Margin Quota 35

Pipeliner

AUGUST 24, 2018

Salespeople need to fund themselves from the value they create rather than from the margins that the product or service delivers. For any sales person to prosper in their career they need to move beyond being good at building relationships to also embrace the holy trinity of sales mastery: Lead with insight as a domain expert.

Sales Enablement 60

Sales Enablement Lead Rank Ideal Customer Profile Lead Scoring 60

Tony Hughes

MARCH 13, 2018

Just reading Jonathan Farrington's statistic that, 'the average quota attainment in B2B sales is below 60%,' prompts me to lay out a blueprint on how to fix it. Build out a YouTube channel of customer testimonials. There's never been more data on your customers readily available in social channels.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63