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	<title>Jonathan Farrington</title>
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	<link>https://www.jonathanfarrington.com</link>
	<description>CEO, Editor, Author, Keynote Speaker, Customer Experience Evangelist, Sales Futurist</description>
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		<title>Jonathan Farrington 1951 &#8211; 2021</title>
		<link>https://www.jonathanfarrington.com/jonathan-farrington-1951-2021/</link>
		
		<dc:creator><![CDATA[Admin]]></dc:creator>
		<pubDate>Thu, 18 Jan 2024 16:36:12 +0000</pubDate>
				<category><![CDATA[Uncategorized]]></category>
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					<description><![CDATA[In memory of Jonathan Farrington. A book of condolences can be found on Top Sales World. He was inducted into the Top Sales Awards, Hall of Fame in recognition of his tireless work to promote the sales profession and sales professionals no matter where they were in their career. He always had an open door [&#8230;]]]></description>
		
		
		
		<post-id xmlns="com-wordpress:feed-additions:1">3048</post-id>	</item>
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		<title>The Future of Meetings in a Semi-Virtual World</title>
		<link>https://www.jonathanfarrington.com/the-future-of-meetings-in-a-semi-virtual-world/</link>
		
		<dc:creator><![CDATA[Jonathan Farrington]]></dc:creator>
		<pubDate>Wed, 08 Sep 2021 10:16:30 +0000</pubDate>
				<category><![CDATA[Sales]]></category>
		<category><![CDATA[Sales Trends]]></category>
		<guid isPermaLink="false">https://www.jonathanfarrington.com/?p=2957</guid>

					<description><![CDATA[Apparently, guests at the building housing the New York headquarters of Jefferies, an investment bank, were once greeted by a section of the Berlin Wall purchased from the East German government. In the London office of Slaughter and May, a law firm, water trickles down an atrium wall into a shallow pool made of natural [&#8230;]]]></description>
		
		
		
		<post-id xmlns="com-wordpress:feed-additions:1">2957</post-id>	</item>
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		<title>What Buyers Want &#038; How Buyers Work</title>
		<link>https://www.jonathanfarrington.com/what-buyers-want-how-buyers-work/</link>
		
		<dc:creator><![CDATA[Jonathan Farrington]]></dc:creator>
		<pubDate>Wed, 18 Aug 2021 07:41:45 +0000</pubDate>
				<category><![CDATA[Sales Trends]]></category>
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					<description><![CDATA[It’s obvious that the pandemic forced the buyer/seller relationship online. The organizations that survived this transition and thrived are the ones who quickly adapted to fit this new world. The reality is that digitization was always going to happen – it has been anticipated for quite some time. COVID simply accelerated its arrival by about [&#8230;]]]></description>
		
		
		
		<post-id xmlns="com-wordpress:feed-additions:1">2952</post-id>	</item>
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		<title>Your Best Accounts – Getting More from Less</title>
		<link>https://www.jonathanfarrington.com/your-best-accounts-getting-more-from-less/</link>
		
		<dc:creator><![CDATA[Jonathan Farrington]]></dc:creator>
		<pubDate>Wed, 07 Jul 2021 07:39:17 +0000</pubDate>
				<category><![CDATA[Account management]]></category>
		<category><![CDATA[Sales Strategy]]></category>
		<guid isPermaLink="false">https://www.jonathanfarrington.com/?p=2936</guid>

					<description><![CDATA[For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%&#8221; Then, one day, I had what could only be described as a &#8220;minor epiphany&#8221; &#8211; I began to understand that [&#8230;]]]></description>
		
		
		
		<post-id xmlns="com-wordpress:feed-additions:1">2936</post-id>	</item>
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		<title>The Definition of Sales Discernment</title>
		<link>https://www.jonathanfarrington.com/the-definition-of-sales-discernment/</link>
		
		<dc:creator><![CDATA[Jonathan Farrington]]></dc:creator>
		<pubDate>Wed, 23 Jun 2021 09:32:07 +0000</pubDate>
				<category><![CDATA[Sales]]></category>
		<category><![CDATA[Sales Pipeline]]></category>
		<category><![CDATA[Sales Prospecting]]></category>
		<guid isPermaLink="false">https://www.jonathanfarrington.com/?p=2931</guid>

					<description><![CDATA[From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself &#8211; in fact, in some companies, they are brainwashed into believing that &#8220;all business is good business.&#8221; And of course, we do not challenge this fallacy, simply because we don&#8217;t know any better – we are on [&#8230;]]]></description>
		
		
		
		<post-id xmlns="com-wordpress:feed-additions:1">2931</post-id>	</item>
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		<title>Does Professional Selling Have a Future? Most Definitely!</title>
		<link>https://www.jonathanfarrington.com/does-professional-selling-have-a-future-most-definitely/</link>
		
		<dc:creator><![CDATA[Jonathan Farrington]]></dc:creator>
		<pubDate>Wed, 02 Jun 2021 15:48:48 +0000</pubDate>
				<category><![CDATA[Sales]]></category>
		<category><![CDATA[Sales Trends]]></category>
		<guid isPermaLink="false">https://www.jonathanfarrington.com/?p=2923</guid>

					<description><![CDATA[Obviously, the pandemic forced the buyer/seller relationship online and the organizations who survived the best, and are even beginning to now thrive again, are the ones who most quickly adapted and transitioned. The reality is that digitisation was always going to happen &#8211; it has been a long anticipated inevitably &#8211; and COVID simply accelerated [&#8230;]]]></description>
		
		
		
		<post-id xmlns="com-wordpress:feed-additions:1">2923</post-id>	</item>
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		<title>Sales Leaders, the Cavalry Has Arrived!</title>
		<link>https://www.jonathanfarrington.com/sales-leaders-the-cavalry-has-arrived/</link>
		
		<dc:creator><![CDATA[Jonathan Farrington]]></dc:creator>
		<pubDate>Wed, 05 May 2021 09:15:40 +0000</pubDate>
				<category><![CDATA[Sales Leadership]]></category>
		<category><![CDATA[Sales Management]]></category>
		<guid isPermaLink="false">https://www.jonathanfarrington.com/?p=2911</guid>

					<description><![CDATA[We all totally get it (at least I hope we do) that the skills required for managing, mentoring and developing a sales team are totally different from those required for selling – sounds obvious, but it is a point which must be re-iterated. As a result, it’s not uncommon to find newly promoted sales managers [&#8230;]]]></description>
		
		
		
		<post-id xmlns="com-wordpress:feed-additions:1">2911</post-id>	</item>
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		<title>Have We Entered the &#8220;Era of Buyer Ambivalence?”</title>
		<link>https://www.jonathanfarrington.com/have-we-entered-the-era-of-buyer-ambivalence/</link>
		
		<dc:creator><![CDATA[Jonathan Farrington]]></dc:creator>
		<pubDate>Wed, 07 Apr 2021 15:23:07 +0000</pubDate>
				<category><![CDATA[Purchasing]]></category>
		<guid isPermaLink="false">https://www.jonathanfarrington.com/?p=2893</guid>

					<description><![CDATA[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 commentary – some of it bordering on hysteria, I might add – informing us of a dramatic decrease in the importance that buyers place on salespeople. In fact, [&#8230;]]]></description>
		
		
		
		<post-id xmlns="com-wordpress:feed-additions:1">2893</post-id>	</item>
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		<title> Is Your Sales Process a Help or a Hindrance?</title>
		<link>https://www.jonathanfarrington.com/is-your-sales-process-a-help-or-a-hindrance/</link>
		
		<dc:creator><![CDATA[Jonathan Farrington]]></dc:creator>
		<pubDate>Wed, 17 Mar 2021 14:31:57 +0000</pubDate>
				<category><![CDATA[Sales Process]]></category>
		<guid isPermaLink="false">https://www.jonathanfarrington.com/?p=2879</guid>

					<description><![CDATA[Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals [&#8230;]]]></description>
		
		
		
		<post-id xmlns="com-wordpress:feed-additions:1">2879</post-id>	</item>
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		<title>The Definition of Great Leadership</title>
		<link>https://www.jonathanfarrington.com/the-definition-of-great-leadership/</link>
		
		<dc:creator><![CDATA[Jonathan Farrington]]></dc:creator>
		<pubDate>Tue, 02 Mar 2021 23:16:11 +0000</pubDate>
				<category><![CDATA[Sales Leadership]]></category>
		<guid isPermaLink="false">https://www.jonathanfarrington.com/?p=2867</guid>

					<description><![CDATA[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 secrets &#8211; quite the reverse. Of course, there must be almost as many theories on leadership as there are leaders themselves and models for the best kind of leadership [&#8230;]]]></description>
		
		
		
		<post-id xmlns="com-wordpress:feed-additions:1">2867</post-id>	</item>
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