Jonathan Farrington — Page 6 — CEO, Editor, Author, Keynote Speaker, Customer Experience Evangelist, Sales Futurist

Post-Mortems Are Not the End, But Rather the Beginning

02.16.2021 by Jonathan Farrington //

I wanted to share some thoughts on what should occur every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when you win a bid/potential order etc. So, let’s begin by considering what happens when you lose – or should I say you fail to win: The most common “excuse” […]

Creating a Sales Environment That Promotes Problem-Solving

02.05.2021 by Jonathan Farrington //

Salespeople have their own unique sets of beliefs, some of which limit their potential in sales. For instance, as we are witnessing now, during a pandemic, some members of a sales force may believe that strong sales are impossible. But if one person increases their sales, what seemed an inevitable fact will suddenly appear more […]

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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