Self-Improvement

Do You Know What You Don’t Know?

08.27.2019 by Jonathan Farrington //

It has been suggested that “ignorance is bliss” but I am afraid that I do not subscribe to that viewpoint in any way. This is particularly true in the harsh and sometimes unforgiving sales arena, where careers can be destroyed overnight, and lives changed forever In the old days, long before the Internet was even […]

The Power of Failure

07.30.2019 by Jonathan Farrington //

There is no such thing as failure – right? Wrong: Of course there is failure. For example, if we take a driving test or an exam we either pass or fail. Salespeople will either succeed in achieving their monthly/quarterly/annual sales targets or fail to meet them. The key is how we perceive “failure” Every failure […]

How to Manage Your Key Accounts More Effectively

“Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do, and it is not always enjoyable to do, but when a key account works well, it is extremely satisfying. Key Account Management is a broad subject and this paper is designed to help make the management of key accounts easier, more effective and dare I say, more enjoyable …” Read Here