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Jonathan Farrington

Have We Entered the “Era of Buyer Ambivalence?”

Jonathan Farrington - 7 April 2021

Well, no, not in my humble opinion, but unless you have been exiled in a cave, somewhere in Outer Mongolia, you will have read the plethora of … [Read more...] about Have We Entered the “Era of Buyer Ambivalence?”

 Is Your Sales Process a Help or a Hindrance?

Jonathan Farrington - 17 March 2021

Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. … [Read more...] about  Is Your Sales Process a Help or a Hindrance?

The Definition of Great Leadership

Jonathan Farrington - 2 March 2021

Defining just what makes a leader effective remains as difficult today as it ever was. But that does not prevent us from seeking to distil their … [Read more...] about The Definition of Great Leadership

Creating a Sales Environment That Promotes Problem-Solving

Jonathan Farrington - 5 February 2021

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 … [Read more...] about Creating a Sales Environment That Promotes Problem-Solving

Holding Back the Years (Or the Inevitable?)

Jonathan Farrington - 26 January 2021

Ten years ago, I wrote this article …. “Far too many companies have devalued selling for far too long and some business leaders have even … [Read more...] about Holding Back the Years (Or the Inevitable?)

Leading from the Front in Challenging Times

Jonathan Farrington - 7 January 2021

The Sandler Research Center is pleased to present the findings from our most recent research, “Leading from the Front in Challenging Times.” Our … [Read more...] about Leading from the Front in Challenging Times

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