Jonathan Farrington — Page 45 — CEO, Editor, Author, Keynote Speaker, Customer Experience Evangelist, Sales Futurist

The New Era Of The Cold Call – How Natural Selection is Moving Sales from Outbound to Inbound

03.09.2016 by Jonathan Farrington //

The trend for inside sales is not coming—it has fully arrived at our doorstep. Rising fuel and labor costs have soared, and because of intense competition, the prices of our products and solutions have largely flat-lined—as have sales achievement levels. Companies have been forced to examine the complete cost of outbound sales and what they discovered […]

The Most Powerful Form of Sales in the World? I Think So!

03.02.2016 by Jonathan Farrington //

Customers and clients like to feel reassured that the purchase they are about to make will do everything that the sales person has told them it will do. Why? Because there is a principle based around social proof that effectively confirms, “If other customers like this, it must be good”. The power of using testimonials […]

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