Jonathan Farrington's Blog ? My Epiphany of Almost ?Damascus.

Jonathan Farrington

My Epiphany of Almost “Damascus Highway” Proportions. Whilst I cannot claim to have experienced an epiphany of “Damascus Highway” proportions, it did cause me to make fundamental changes to the way I conducted business.

Reflection Is Not Just on 9/11

Increase Sales

For this generation of the early 21st century, this terrible day will “live in epiphany” as the bombing of Pearl Harbor did for those in the mid 20th century. Inspirational 9/11 impact memory liberty and freedom live in epiphany reflection

How to Craft a Proposal that Won’t Get Rejected

The Center for Sales Strategy

I had an epiphany pretty early in my sales career. "The end depends on the beginning (and everything in between).". Yes, we have heard this a thousand times, but no truer words have been said when it comes to developing proposals.

Content Marketing May Be Your Sales Achilles Heel

Increase Sales

Last month I had an epiphany when listening to Ari Galper ask this question about content marketing: If you are providing the answer for free in your postings, why would anyone buy from you? Now another epiphany happened.

Sales Tips: Losing Slowly – 6 Signs That All Is NOT Well

Customer Centric Selling

During a workshop I taught, a CEO had an epiphany he shared with his team: Most of his salespeople had an annoying habit of losing slowly. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Have You Spotted the Golden Egg(s) Nestling in Your Basket?

Jonathan Farrington

From quite early on in our sales careers, we are encouraged to explore every sale opportunity that presents itself. In fact, in some companies, the sales teams are “brainwashed” into believing that “all business is good business.”

Want to Get More from Your Best Accounts?

Jonathan Farrington

For a long time, the only objectives I used for major accounts were very specific business objectives: “ We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y% ” Then, one day, I had what could only be described as a “minor epiphany” – I began to understand that these business objectives were simply not enough.

Lead Nurturing: Triple Your Marketing Return

Pointclear

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.

The First Step to Being a Great Leader

Increase Sales

After his own personal epiphany, he came to the next and all future customer service training sessions hair washed and combed, uniform pressed and he walked straight with an almost bounce in his step.

Big Ego Sales Managers and Small Business Owners Are Still Too Many

Increase Sales

The small business owner will have an epiphany. Recently, I had lunch with a salesperson I had trained over 25 years ago.

Is the Fear of Being Naked Keeping You from Where You Want to Be?

Increase Sales

Then when things appear to be the bleakest, some of us have an epiphany and realize nakedness is part of the process to reach where we want to be. Fear is within all of us. We hold onto things we know that are not good for us because to let go may cause us to be naked, to be exposed, to be vulnerable. There is incredible emotional security in the past. So we continue to wear all those old, ill fittings clothes that represent our past failures, our past sins, our past emotional baggage.

The Golden Egg(s) Nestling in Your Basket

Jonathan Farrington

From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact in some companies, they are brainwashed into believing that “all business is good business.”

Jonathan Farrington's Blog ? A Week in View ?

Jonathan Farrington

Whilst I cannot claim to have experienced an epiphany of “Damascus Highway” proportions, it did cause me to make fundamental changes to the way I conducted business. 2011. A Week in View … Published by Jonathan Farrington at 2:56 pm under General.

True innovators identify the spaces in between

Velocify

After this epiphany moment, I begin to more actively listen and found that there is so much chatter in the world around us from mainstream media, social media, and casual interactions with co-workers, friends and family. Driving change that truly has an impact requires an objective look.

Why Sales Stupidity is not a Competitive Professional Option

Babette Ten Haken

When that epiphany happens, sales stupidity is no longer a viable, competitive, professional option. Sales stupidity is not a competitive, professional option. In fact, sales stupidity never was a viable professional or organizational option.

5 Psychology Tips From An FBI Hostage Negotiator That Will Make You Sell Better

Sales Hacker

Voss had an epiphany of sorts upon leaving the Bureau; he realized that several of the skills he’d learned and honed ‘in the wild’ during hostage negotiations were directly relevant – and essential – to the business arena. Chris Voss served as a hostage negotiator at the FBI for close to a quarter of a century. During a portion of the time, he was the Bureau’s lead international hostage negotiator.

The Golden Egg(s) Nestling in Your Basket

Jonathan Farrington

From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact in some companies, they are brainwashed into believing that “all business is good business.” ” And of course, we/they do not challenge this fallacy, simply because we/they don’t know any better. We/they are on the first rung of the ladder.

A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck

DiscoverOrg Sales

But as soon as the acquisition happened – the very next week – I had an epiphany: The world of B2B data is filled with poor providers. As a business grows, the role of the CEO changes.

2 Ways to Dominate 2014 on Your Current Budget

Sales Benchmark Index

Revelations and epiphanies that seem so promising to start. We’ve all had moments where we get great business ideas. You see visions of making your 2013 and 2014 sales number. These are ideas that will change the course of the organization. They’ll undoubtedly yield success. Then reality hits.

Salary 157

Pro Tips on Scaling an Enterprise Sales Organization

Openview

When you’re on the phone with a new prospect, which discovery questions will open the customer to you and give them an epiphany about how your solution can help solve their problem? Scaling a sales organization is both exciting and a little terrifying.

Winning Big Deals - Everything You Need to Know

Tony Hughes

He'd read my book three months earlier but didn't seem to have any kind of epiphany. Back in 2005, Tiger Woods was the biggest winner in the world and he cracked more than $10 million in prize-money earnings alone for the first time in a single year.

7 Ways Salespeople Can Avoid Burnout During Q4

Hubspot Sales

Epiphanies occur to an open mind. Do something you love, and you'll never work a day in your life. People ask, " Tony, how do you consistently 15+ hours every day? After three decades, how are you not beyond burnt out on selling, calling, and incessantly traveling across continents? ".

Sales Tip: Understand the Value of Your Offering to Your Prospect

Customer Centric Selling

They had an epiphany! Sales Tip: Understand the Value of Your Offering to Your Prospect. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Image courtesy of MisterMong at FreeDigitalPhotos.net.

How to Get More from Your “Best Accounts”

Jonathan Farrington

Companies Must Care How Revenue is Earned

Pipeliner

Few realize that some bucks are toxic, though I’m certain that the CFO’s at 21st Century and VW have already experienced that epiphany. If you search online for the phrases crush your quota or outstanding revenue growth , you’ll get about 4,500 and 8,000 results, respectively. We adore not only revenue, but its fast and furious capture. Revenue is king! As my district manager used to say, “I don’t care how you make your number, as long as you make it!”.

Bring Out The Diamond Brilliance Within High Performing Sales Teams

Increase Sales

When sales management, small business owners to C Suite executives understand change must first come from within they will understand my client’s epiphany: Change is about where I am inside, about me.”. Picture for a moment high performing sales teams with diamond brilliance. Credit www.sxc.hu. What does that team look like? What does each team member look like? What does each salesperson of the team do each day to cast that dazzling brilliance found within a high quality diamond?

Sales Tips: Making Sense Of Vague Advice

Customer Centric Selling

Some scotch was involved and ultimately the epiphany came. Sales Tips: Making Sense of Vague Advice. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stock Images at FreeDigitalPhotos.net.

I’m Not That Good of a Salesperson

Adaptive Business Services

A prospecting epiphany. I started B2B selling in 1977. As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo. Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps. As a manager (and as a salesperson), I had my pluses and minuses.

How Proactive Listeners Sell More, Coach Better and Win Big – Part 1

Keith Rosen

Okay, maybe not the epiphany you’re looking for yet, right? Authentic, clear, collaborative communication is the conduit to greater success.

A Leadership Manifesto: You Don’t DO Leadesrhip

Keith Rosen

Every time I share this thought with a new group of leaders, I can literally see epiphanies in action on their faces. Being a leader is distinct from doing what leaders do.

Managers, Experiencing Coaching Resistance? How To (Re) Introduce Coaching To Your Team That Creates Buy In and a Safe Environment for Employees – And For You. Part One

Keith Rosen

Given this insight, some comments and questions that follow in the wake of this epiphany are as follows. As a manager, you may believe in the importance of coaching. And in my line of work, I know lots of managers who see the value in coaching their direct reports. However, there’s another population of managers who not only see the value of coaching their team but also realize how important it is to deliver effective coaching, which means learning how to do it right.

Managers, Experiencing Coaching Resistance? How To (Re) Introduce Coaching To Your Team That Creates Buy In and a Safe Environment for Employees – And For You. Part One

Keith Rosen

Given this insight, some comments and questions that follow in the wake of this epiphany are as follows. As a manager, you may believe in the importance of coaching. And in my line of work, I know lots of managers who see the value in coaching their direct reports. However, there’s another population of managers who not only see the value of coaching their team but also realize how important it is to deliver effective coaching, which means learning how to do it right.

Managers, Experiencing Coaching Resistance? How To (Re) Introduce Coaching To Your Team That Creates Buy In and a Safe Environment for Employees – And For You. Part One

Keith Rosen

Given this insight, some comments and questions that follow in the wake of this epiphany are as follows. As a manager, you may believe in the importance of coaching. And in my line of work, I know lots of managers who see the value in coaching their direct reports. However, there’s another population of managers who not only see the value of coaching their team but also realize how important it is to deliver effective coaching, which means learning how to do it right.

Managers, Experiencing Coaching Resistance? How To (Re) Introduce Coaching To Your Team That Creates Buy In and a Safe Environment for Employees – And For You. Part One

Keith Rosen

” Given this insight, some comments and questions that follow in the wake of this epiphany are as follows. As a manager, you may believe in the importance of coaching. And in my line of work, I know lots of managers who see the value in coaching their direct reports. However, there’s another population of managers who not only see the value of coaching their team but also realize how important it is to deliver effective coaching, which means learning how to do it right.

This Is How I Work (Series)

Partners in Excellence

The Four Steps To The Epiphany by Steve Blank. Charlie Green asked me to follow his and Anthony Iannarino’s posts on the same topic, so here goes: Location: Varies, at the moment it’s a desk in my room at the Radisson Hotel in Sao Paulo, Brazil.

Account Planning is V.I.T.A.L.

A Sales Guy

I must have learned something along the way, however, as I still remember the day my growth-challenge epiphany occurred. This post from Donal Daly of the TAS Group is fantastic. It was originally posted on the Selling Power Blog. You can read it here.

Managers Don’t Know What Their People Are Doing. Powerful Observation Techniques to Better Coach Your Team to Excel

Keith Rosen

However, the upside is, managers now have a clear and valuable epiphany as to the real reason why their people aren’t closing more sales, what their salespeople have to do to change for the best and what the manager has to provide (additional coaching, training, resources, and so on) in order to help facilitate these necessary changes. Do you know what your people are doing in the field? Really? Are you sure?

Is My Team Uncoachable? The Top Ten Reasons Why Coaching Fails When Managers Attempt to Coach Their Team

Keith Rosen

” Can you envision the salesperson walking out of that conversation with a powerful epiphany? “I’ve tried coaching my team. It didn’t work.” ” Really? Was it the coaching that didn’t work, the manager’s coaching that didn’t work or was it more about how the coaching was delivered that didn’t work?