Jonathan Farrington
JULY 7, 2021
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 […]. (..)
SalesLoft
JUNE 13, 2016
For instance, the CRM salesman used as an example in the book had two major epiphanies. It’s hard to break the habit of cringing and critiquing those moments that spark “I should’ve said this…” or “I should’ve done that…” epiphanies. Codifying your winning behaviors beyond call times and basic objections takes practice.
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Increase Sales
MARCH 22, 2012
Rushing through we must address these five learning objectives covering specific sales skills such as overcoming objections, negotiating price, identifying stalls, etc. Reflection is a time consuming process because it involves high order thinking skills. Share on Facebook.
Jonathan Farrington
AUGUST 3, 2014
I then discovered that multi-level objectives were a very powerful way to both win and retain business. Within my strategy, there are four levels of objectives and together they create overall “grand” objectives that excite and motivate the team and which are also very practical. Let me explain.
A Sales Guy
OCTOBER 26, 2012
I must have learned something along the way, however, as I still remember the day my growth-challenge epiphany occurred. I was struck sometimes by how insightful some of these authors were, and in the haze of boundless self-belief found only in youth, I favored those whose views echoed mine.
Velocify
MAY 31, 2012
Driving change that truly has an impact requires an objective look. Objectivity can be obtained in many ways, through data, through observation, through deep probing questions, by talking to someone outside your industry, but often true opportunity for change is in what isn’t being said and done.
Keith Rosen
JULY 8, 2017
Okay, maybe not the epiphany you’re looking for yet, right? They are hypersensitive to the importance of getting to the root cause of a challenge or the objectives and goals that are most important to to the other person. Ironically, proactive listening is the least developed skill that needs to be mastered. Keep reading.
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