Jonathan Farrington

DECEMBER 8, 2014

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.” They insulate themselves by developing strong allies within.

Epiphany 47

Epiphany Decision Maker Pipeline Buying Cycle 47

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Jonathan Farrington

MAY 5, 2014

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.” Finally, they are able to recognize fail-safe signals that indicate when a sale is in jeopardy.

Epiphany 34

Epiphany Decision Maker Pipeline Buying Cycle 34

Jonathan Farrington

AUGUST 3, 2014

By the end of this year we will have increased sales of product A by 25% on last year’s volumes and maintained our profit margins.” 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.

Account 45

Account Epiphany Scale Objections 45

Jonathan Farrington

FEBRUARY 19, 2013

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.” Finally, they are able to recognize fail-safe signals that indicate when a sale is in jeopardy.

Epiphany 37

Epiphany Decision Maker Buying Cycle Top of Funnel 37

Jonathan Farrington

AUGUST 8, 2012

By the end of this year we will have increased sales of product A by 25% on the last year’s volumes and maintained our profit margins. By the end of this year we will have increased sales of product A by 25% on the last year’s volumes and maintained our profit margins. These objectives are specific – very clear. “

Account 35

Account Epiphany Scale How To 35

Tony Hughes

MARCH 19, 2018

We were targeting large enterprises and the sales people that worked for me understood that sales success is largely derived from having the right relationships with people, and they also talked about strategy; but when I quizzed any of them about what 'strategy' actually meant in the real world, each was like a deer in the headlights.

Forecasting 70

Forecasting Epiphany Competition Lead Rank 70