Jonathan Farrington

JUNE 10, 2012

As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and of course the competition. But even all these elements together are not sufficient to ensure optimum performance levels and profitable sales.

Webinar Metrics 35

Webinar Metrics InsideView Margin Quota 35

Pipeliner

AUGUST 24, 2018

Embracing Sales Mastery with Insight, Value, and Technology. Salespeople need to fund themselves from the value they create rather than from the margins that the product or service delivers. Salespeople need to fund themselves from the value they create rather than from the margins that the product or service delivers.

Sales Enablement 60

Sales Enablement Lead Rank Ideal Customer Profile Lead Scoring 60

Tony Hughes

MARCH 13, 2018

It's being done right now in the field by a sales team near you [perhaps a competitor], it's remarkable and it's not for the faint of heart. 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. May the 'first in' win!

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63