Jonathan Farrington

Jonathan Farrington is the CEO of Top Sales World and the editor of Top Sales Magazine. TSW is a unique, international online community dedicated exclusively to the profession of sales, bringing together the industry’s best-known sales experts to provide information in the form of how-to-guides, articles, webinars, podcasts and so much more.
https://topsalesworld.com

How Much Did That Lead Cost You – Honestly?

By Jonathan Farrington / August 23, 2019

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…

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Tried & Tested Tips for Lead Generation

By Jonathan Farrington / August 23, 2019

Use of ‘Pareto Thinking’ is highly relevant and important when applied to sales people. For example, 20% of sales people’s activities will create 80% of sales achieved, which has enormous consequences on how to optimise and manage lead generation activities. Generating leads is an important sales activity that plants the seeds of growth for sustainable…

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Isn’t It Time We Re-Defined Selling?

By Jonathan Farrington / August 23, 2019

What we do know is that in today’s world of selling, there is less and less room for apprenticeship. Selling has become an exclusive club of highly skilled professionals, where product knowledge, time management skills, objection-handling, cold calling techniques, and the ability to distinguish between features and benefits for instance, are the cost of membership,…

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The “Problem” With Referral Selling

By Jonathan Farrington / August 23, 2019

We all understand that generally speaking referred prospects will accelerate through the sales pipeline at a much faster rate than other types of opportunities, and they will also be more receptive towards providing future referrals. Did you know that? 40% of salespeople are failing in their sales careers. 45% of all salespeople earn the average…

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Yes, But Can You Sell?

By Jonathan Farrington / July 24, 2019

Dear Jonathan, I am looking for some guidance, and I hope you can help me. We have just been presented with our sales results for Q1 to date, and for the fifth quarter running, I am going to miss quota – by quite a long way. In fact, only two of our team are over-achieving…

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Customer Retention: The Huge Gap Between Intention and Reality

By Jonathan Farrington / July 23, 2019

When it comes to looking after our customers, quite often there’s a gap – a huge gap – between theory and practice. There are books about customer relations; there are videos about customer relations; there are Gurus (mostly self-appointed) about customer relations. None of them actually have to deliver customer relations. That chore is left…

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The Don Quixote Approach to Opportunity Assessment

By Jonathan Farrington / July 13, 2019

It would be very easy to be seduced into believing that in today’s selling environment the need to rigorously qualify every opportunity at the front end of the sales/buying cycle is becoming irrelevant: Competition is tougher than ever before; customers are choosing us, rather than the other way round; quotas are being missed by a…

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The Importance of Building Brick Walls Around Your Best Clients

By Jonathan Farrington / December 21, 2017

One of the most obvious reasons you should be building brick walls around your existing clients is to reduce the impact of aggressive competitor activity. While you are off flirting with seemingly more attractive and exciting new opportunities, your competitors will be targeting your “home base.” The motivation to keep your clients should be strong.…

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