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jonathan farrington

Sales Training: 12 Obstacles We Must Overcome

December 16, 2009 by Dave Stein with 503 views

Back in October I delivered the keynote at SMT’s conference. I shared with the audience ESR’s list of 12 obstacles that must be overcome for sales training to begin to have the degree of impact that a few the leading sales training companies are having with every client. Sales training is most often reactive. We ask VP of sales... [read more]

Is There a Future for Professional Selling?

May 6, 2009 by Niall Devitt with 195 views

Btb Guest Author Christian Maurer Yes, but not in the form we know and practice selling today. This is one of my takeaways from the round table discussion between Nigel Edelshain, Jonathan Farrington, Jill Konrath, Linda Richardson and Dave Stein over at the Top Sales Experts. Especially “order takers” and ‘glib talkers” will have a... [read more]

The New Social Media (Wars)

March 26, 2009 by Dave Stein with 117 views

I’ve been involved in a number of posts on The Customer Collective where there have been some personal attacks by a few social media zealots against some of us that have a more balanced view of the capabilities and tools required for effective B2B selling going forward in this new(est) economy.  Jonathan Farrington1, Dave Brock,... [read more]

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