Jonathan Farrington — Page 46 — CEO, Editor, Author, Keynote Speaker, Customer Experience Evangelist, Sales Futurist

Is it Time to get rid of a Few Salespeople?

02.24.2016 by Jonathan Farrington //

“So Jonathan, are there too many salespeople in the world?” That’s not really a question one expects to be confronted with at a private dinner party. Unfortunately, like those poor medical practitioners who are regaled with requests for advice on everything from ingrowing toenails to haemorrhoids, I have kind of accepted that if any of […]

How Much Did That Lead Cost You – Honestly?

02.17.2016 by Jonathan Farrington //

Here’s an interesting question for you: How much is it costing your company to generate one lead? Here’s another equally interesting question: How many leads does your company need to generate to create one sale? I have spent the past two weeks asking those two questions of friends, colleagues, fellow sales commentators, clients, and prospects […]

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