Jonathan Farrington — Page 32 — CEO, Editor, Author, Keynote Speaker, Customer Experience Evangelist, Sales Futurist

Using Pareto’s Principle to Highlight the Current Malaise Within the Sales Space

02.19.2019 by Jonathan Farrington //

I have to confess that I was 25 years old before I discovered Vilfredo Pareto and whilst I cannot claim that I experienced an epiphany of “Damascus Highway” proportions, it did cause me to make fundamental changes to the way I organized myself. I think even at that young age, I knew precisely what I […]

The FIVE Critical Sales Challenges Facing Every Company, Everywhere ….

02.19.2019 by Jonathan Farrington //

I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. Challenge One: Finding Opportunities I am continually surprised to discover just how few companies have a formal business development strategy. The norm appears to be “If we throw […]

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