Jonathan Farrington

DECEMBER 8, 2014

But most important of all, they are rigorous in tracking account progress and are able to accurately forecast future sales, because they use a proven methodology which allows them to realistically weight every opportunity in the pipeline. This comes from experience, but also information supplied by their “allies”.

Epiphany 47

Epiphany Decision Maker Pipeline Buying Cycle 47

Jonathan Farrington

AUGUST 3, 2014

They must be realistic – other people will be depending on our forecasts. I then discovered that multi-level objectives were a very powerful way to both win and retain business. .” ” They are also measurable (if we cannot measure them, how will we know if we are progressing?) Finally, they must have a time-scale.

Account 45

Account Epiphany Scale Objections 45

Jonathan Farrington

MAY 5, 2014

But, most important of all, they are rigorous in tracking account progress and are able to accurately forecast future sales because they use proven methodology, which allows them to realistically weight every opportunity in the pipeline. This comes from experience, but also information supplied by their allies.

Epiphany 34

Epiphany Decision Maker Pipeline Buying Cycle 34

Jonathan Farrington

FEBRUARY 19, 2013

But most important of all, they are rigorous in tracking account progress and are able to accurately forecast future sales because they use proven methodology, which allows them to realistically weight every opportunity in the pipeline. This comes from experience but also information supplied by their allies.

Epiphany 37

Epiphany Decision Maker Buying Cycle Top of Funnel 37

Jonathan Farrington

AUGUST 8, 2012

They must be realistic – other people will be depending on our forecasts. I then discovered that multi-level objectives was a very powerful way to both win and retain business. These objectives are specific – very clear. “ They are also measurable (if we cannot measure them, how will we know how we are progressing?).

Account 35

Account Epiphany Scale How To 35

Vengreso

JANUARY 13, 2023

While a Vice President at Salesforce, David Priemer had an epiphany: the very sales tactics his team was using were not working on him. #DigitalSelling #SocialSelling Click To Tweet Buy the Book Here #34 Sell the Way you Buy by David Priemer When was the last time you enjoyed talking to a salesperson?

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Tony Hughes

MARCH 19, 2018

The reason most sales people miss their forecast numbers is that they don’t understand the buyer’s process. Men forecast based often on their own testosterone fueled needs to hit a number at the end of the financial year or the end of the quarter. He'd read my book three months earlier but didn't seem to have any kind of epiphany.

Forecasting 70

Forecasting Epiphany Competition Lead Rank 70