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The Questions to Ask
So many sales issues can be avoided or overcome if we just do a thorough job of learning everything we need to know up front. Let’s talk about the quote process and conversations with new customers plus other sales situations where knowing what to ask is critical.
Find out more »Landing the Big Fish: How to Go After (and Win) Larger Accounts
Big accounts can feel intimidating — but they're within reach. This workshop tackles the hesitation that comes with pursuing larger clients and shows you how to approach big opportunities with confidence and a clear strategy.
Find out more »Selling to Buyers Who Don’t Want to Be Sold To
Today's buyers want efficiency, not a sales pitch. This session explores how buyer behavior is changing and how you can adapt your approach to connect with modern buyers who prefer speed, independence, and minimal interaction.
Find out more »
A Program for New Sales Reps & Selling Owners
90 Day New-To-Sales Program
On-Demand Courses
All Courses | Video-based learning with worksheets, downloads, and quizzes to reinforce subject matter.
Selling to Hospitals: Big Fish Sales in a High-Rules Environment
Hospitals buy a ton of print, signage, and promo—yet they can be notoriously hard to break into because decisions run through committees, compliance, vendor approval, and long budget cycles. This course teaches you how to research healthcare trends, identify revenue-driving opportunities, find the right stakeholders, and frame your offering in the language hospitals care about: safety, outcomes, efficiency, and patient experience.
Selling to Banks: Cracking the Code of Financial Institution Sales
Banks and credit unions buy plenty of print, signage, and promo—but profitable work comes from understanding how they make money, what’s changing in the industry, and what priorities your target institution is pushing right now. This course shows you how to build value-driven pitches, research like a pro, and walk into the conversation sounding like a partner—not another vendor begging to be put on the bid list.
Selling to Colleges: Win the Big Fish Without Becoming Bait
Colleges and universities are a massive, price-sensitive market with scattered buying circles—which means real opportunity… and real complexity. In this 6-lesson course, Bill breaks down what colleges buy, why they buy it, and who’s doing the buying, then shows you how to sell beyond “submit a bid” by tying print, signage, and promo to what schools are trying to accomplish right now.
Sustainable Productivity
Busy isn’t the same as productive. This course gives experienced reps a simple, repeatable system to plan their week, protect their best sales activities, and end every day with tomorrow ready to go. Learn how to stack appointments, manage opportunities, and sell more in less time—without burning out.
Landing the Big Fish
Big accounts don’t get “won.” They get pursued, mapped, and earned—over time, with patience, creativity, and a strategy that goes way beyond “just checking in.” This course gives you the mindset, structure, and contact tactics to break into large organizations, stay relevant during long sales cycles, and build a repeatable Big Fish pipeline.
Taming the Nuisance Customer
Learn how to identify, manage, and—when necessary—fire time-sucking, profit-draining clients. Learn practical strategies for dealing with bullies, slow payers, price-checkers, and chronic complainers so you can protect your time, your team, and your best customers.
Getting to YOUR Next Level
Explore this practical, no-drama framework to figure out where you are, where you want to go, and exactly what has to change in your mindset, skills, and activity to get there. This isn’t motivational fluff. It’s a working blueprint you’ll use to evaluate, review, plan, and execute your way to real growth.
A Sustainable Productivity Plan for New Sales Reps
Build consistency and focus with a repeatable productivity system for sales reps. Learn how to plan smarter, execute better, and stay on track — every day, every week.
Objection Mastery: Turning Resistance into Revenue
Master the art of handling objections. Learn to recognize, reframe, and respond to resistance with strategies that convert hesitation into opportunity.
Effective Sales Presentations
Turn your next meeting into a masterclass in preparation, presentation, and persuasion. In this course, Bill Farquharson walks you through every step of an effective sales presentation — from preparation to delivery to securing the next meeting. You’ll learn how to research your client, structure your message, and communicate with clarity and confidence.
Making Contact with Decision Makers
This course is about mastering one of the hardest parts of selling: gaining access to the person with the power to say “yes.” You’ll learn why diligence beats talent, how to craft powerful conversations, and how to reset your mindset so you stop feeling like a pest and start acting like a trusted advisor.
Marketing is the New Sales
Marketing is the New Sales helps you stand out in a crowded market, generate steady leads, and strengthen client relationships. By the end, you’ll have practical strategies to drive growth and keep your pipeline full—without relying on old-school sales tactics.
Lead Generation for Legacy Sales Reps: Sharpening Your Edge
Sharpen your edge and win better business. This advanced course helps seasoned sales reps refine their Ideal Customer Criteria, apply smarter prospecting strategies, and leverage AI to save time and uncover high-value opportunities. Stop chasing volume and start focusing on the clients who deliver the most profit and loyalty.
Lead Generation for New Sales Reps: Build Your Funnel, Build Your Future
Build your funnel, build your future. This course gives new sales reps the confidence and tools to find their first great customers. Learn how to combine traditional prospecting methods with modern AI strategies so you can keep your pipeline full and your sales career growing strong.
Pre-Call Research
Learn how to uncover what matters most to your prospects before you ever pick up the phone. This course teaches you to research smarter, find the right decision-makers, and transform generic sales calls into meaningful, solution-focused conversations.
The Prospecting Playbook
Turn cold calls into opportunities with a proven prospecting system. This course shows you how to build a pipeline, stay organized, and consistently generate new business.
Diligence
Build consistency, stay motivated, and outwork your competition with Bill Farquharson’s 6-part video course on the sales skill that beats talent every time. Perfect for print, promo, packaging, labels, and signage professionals who want lasting success.
New to Sales in the Graphic Arts?
Build confidence, avoid costly mistakes, and hit the ground running with Bill Farquharson’s 8-part video course for sales newcomers in print, promo, packaging, labels, and signage.
Time Management for Salespeople in the Graphic Arts: Do More, Stress Less, Sell Smarter
Master your day, reduce stress, and sell smarter: This course teaches salespeople in the graphic arts how to prioritize, plan, and build time habits that actually stick.
- The Latest
Sales Tip & Blog Article
The Short Attention Span Sales Tip
Every Monday — 3 min Video
Sales is NOT a Numbers Game
There is little that drives Bill Farquharson to biblical-level teeth gnashing more than the oft-quoted statement, “Sales is a numbers game.” So, before he lets the locusts loose, tune in to his Short Attention Span Sales Tip and his take.
The Sales Challenge Blog
Every Tuesday — 1 min Read
How Often Should You Really Be Reaching Out?
It’s hard for sales people when you can’t see the sales needle move. You are putting in the efforts but think it’s failing because there is no result to hang their hat on. If you only knew the value of your efforts. After reading Bill Farquharson’s Blog, you will.
- Most Recent Insider Replays
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Insider Replays: Get the Recap & Watch the Video
Recap & Replay | Managing Growth Without Losing Momentum
When business picks up, prospecting is often the first thing to disappear — and that is exactly how sales momentum gets lost. In this Sales Vault workshop, Bill Farquharson leads a practical discussion on protecting selling time, managing customer demands, delegating more effectively, and keeping new opportunities moving even when your schedule is packed.
Recap & Replay | Finding and Reaching the Decision-Maker
Learn how to identify the real decision-maker, move beyond the buyer, ask better questions, and position yourself as a business resource instead of just another vendor looking for a quote.
Recap & Replay | Standing Out in a Crowded Market
In this Sales Vault workshop, Bill Farquharson leads a practical discussion on how salespeople and companies can stand out in a crowded market by defining what makes them different, showing real value, building trust, and avoiding the trap of competing on price alone.
- Recent Downloadable Content
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AI Prompts for Presentation Prep
Smart AI prompts to help you use ChatGPT effectively for planning and refining your next sales presentation.
Already an Insider? Please login for immediate access.
Tips for Delivering an Effective Presentation
A one-page guide to help you deliver more persuasive, confident, and client-focused sales presentations.
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Effective Sales Presentation: Pre-Call Readiness Checklist
A practical checklist to confirm you’re ready for your next presentation — from prospect research and objective setting to visuals and follow-up planning.
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- Most Recent Learn by Sales Challenge
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Learn by Sales Challenge
“How do I stay in touch with a prospect but not overdo it?”
How do you stay top of mind with a prospect without crossing the line into being a nuisance? After multiple outreach attempts with no response, it can be tough to know when to keep pushing and when to step back. The key is delivering valuable, relevant messages that show you’re persistent, not annoying. But how much follow-up is too much? And how do you strike the perfect balance?
“I want new business”
File this one under, “No kidding. Who doesn’t?” Okay, so you want to open some new accounts but you don’t know where to start. You likely fall into one of two categories: “New Reps” or “Legacy Reps”. The Sales Vault has options for both.
“I want to improve my time management”
There is a big difference between busy and productive. Most likely, if you have clicked on this category, you find yourself busy all the time. Equally likely is the fact that the only way you believe you can grow is by working even harder. So, let’s talk ideas for improving your productivity, starting with some lessons on time management.
- Searchable Archives
- Visit Resources Page
Search by topic for past tips, blogs, articles, whitepapers, downloads, replays and more.
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Should You ‘Drink on the Job’?
I was 21 years old and just out of college. Two weeks after graduation, just before my flight out to Chicago for one week of
The Importance of Pushing the August Print Sales Reset Button
I love my job. I bound out of bed every morning and often times find that I’ve been at my desk for several hours tinkering
The Lazy Print Sales Rep’s Phone Script
My youngest daughter, Madeline, recently took a job working for Hibooks, a start-up competitor to Audible that’s using the Netflix model to build a following.
Meet Bill Farquharson
Your Sales Coach, Industry Expert, and Growth Partner
With decades of hands-on selling experience and a passion for helping others succeed, Bill has guided countless professionals to remarkable growth. Discover how his proven strategies and no-nonsense approach can transform your sales career.
