Jonathan Farrington

JANUARY 23, 2013

I don’t know about you, but as a young sales professional – yes, that was an awfully long time ago – I used to dread sales meetings: Typically, they were boring, uninspiring and a total waste of my precious selling time. Location: In relation to cost, facilities and transport.

Sales Meeting 42

Sales Meeting Meeting Commence Transportation 42

Pipeliner

JULY 26, 2018

Following decades of complaining and handwringing ad nauseum over forecast accuracy, after countless hours in sales meetings dedicated to telling reps that forecast inaccuracy is tantamount to failure, it’s time to take a step back to ask a different question. Eight attributes of quality sales forecasts: Intelligent.

Sales Forecasts 75

Sales Forecasts Forecasting Hiring Transportation 75

Your Sales Management Guru

SEPTEMBER 20, 2010

When we are consulting with organizations not performing up to expectations or working with sales teams struggling to succeed we normally find sales management lacking in discipline. You may have heard of Lombardi time: if a player showed up on time, he was already 10 minutes late!

Travel 63

Travel Transportation Film Sales Leadership 63

The Pipeline

NOVEMBER 28, 2011

People buy from people, not automated sales training programs or high technology CRMs. The market place today is the same as over 2,000 plus years ago just a little more crowded and with the ability to transport using technology half way across the world. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Buyer 219

Buyer Pipeline Twitter Hiring 219

Jonathan Farrington

DECEMBER 11, 2011

Oh No, Not Another B *y Sales Meeting! I don’t know about you, but as a young sales professional – yes, that was an awfully long time ago – I used to dread sales meetings: Typically, they were boring, uninspiring and a total waste of my precious selling time. Location: In relation to cost, facilities and transport.

Commence 35

Commence Sales Meeting Transportation SAP 35

Insight Demand

SEPTEMBER 5, 2017

Sure the driver may have a great car, but the passenger just wants to be transported from point A to B. Product marketing tried to help sales, but what they produced was too far removed from real customer interactions. The 2-hour product training webinars or the 47-page product PDF flooded the sales team with too much information.

Pipeline 20

Pipeline Case Study Engineering Transportation 20

Insight Demand

SEPTEMBER 18, 2017

They virtually transport customers to a concrete point in time when another customer realized the status quo was broken and could no longer be duct taped together. Not only will peer feedback improve each individual story, the group will also gain from their pooled knowledge when Change Stories are shared in sales meetings.

Transportation 24

Transportation Motivation Call-back Up-Sell 24