This column first appeared in Printing Impressions December 2016 © Bill Farquharson Working from home, the salesman faithfully (but not always enthusiastically) makes his calls day after day. His selling efforts ebb and flow, as does his motivation, drive, attention span, interest…and success. On the days that he is reaching clients and prospects, life is […]

This column first appeared in Printing Impressions July 2016 © Bill Farquharson Before leaving for any vacation, most of us make a list of things that need to get done so that we can make the most of our time away: Cancel the paper; Stop the mail; Put the living room lights on a timer […]

This column first appeared in Printing Impressions June 2016 © Bill Farquharson Note from Bill:  The idea for this column came after coaching two salespeople in a 24-hour time period. It was amazing and somewhat alarming that the same issues were raised but they were handled completely differently. It reminded me of an old story […]

This column first appeared in Printing Impressions April 2016 © Bill Farquharson Hi, Al. It’s me. How are you? Hey, I’ve got a problem rep and I’m thinking about letting her go. Since you were my sales manager and mentor all those years ago, I thought you might be able to provide some clarity. Do […]

This column first appeared in Printing Impressions February 2016 © Bill Farquharson Quick! Name an event that contains time for reflection, consideration, forgiveness, peace, community, renewal, and a powerful message. It is a tradition. It is a regular occurrence. You are always welcome and, in some cases, required to attend. If you do, you will […]

This column first appeared in Printing Impressions January 2016 © Bill Farquharson As a sales rep, you struggle to sell print at YOUR price. Instead, you heavily discount your products and win only when your number is the lowest bid present. When faced with the “Your price is too high” objection, you crumble like a […]

This column first appeared in Printing Impressions July 2015 © Bill Farquharson As the business fable goes, in a breakfast of ham and eggs, the chicken is involved but the pig is committed. Ask an older couple, such as my parents, the secret to a successful marriage and you are sure to hear the word, […]

This column first appeared in Printing Impressions June 2015 © Bill Farquharson “Oh. Well, I guess someone has to do it.” Those were the words uttered to a young print sales rep at a party, early in his career. He recoiled a bit at the biting commentary from a woman who delivered a better-than-you judgment […]

This column first appeared in Printing Impressions June 2015 © Bill Farquharson Welcome to Top Gun. I’m Bill Farquharson. Call-sign, um, “Bill.” People, you are the top 1% of all sales people. The elite. The best of the best. We’ll make you better. Many of you are probably wondering who the best sales rep here […]

This column first appeared in Printing Impressions June 2015 © Bill Farquharson In a world of Reality shows and B-List made-for-TV competition, just about every idea worth watching has been pitched. We’ve got sharks and dancing and chefs. There’s The Donald and islands and races around the world. It’s all been done before, or so […]

This column first appeared in Printing Impressions March 2015 © Bill Farquharson It’s no wonder more and more people are “cutting the cord” and getting rid of cable. Aside from the expense and a typical customer service experience that makes a trip to the Department of Motor Vehicles feel like a ride at Walt Disney […]

This column first appeared in Printing Impressions February 2015 © Bill Farquharson As a sales professional, what opinion do you have of yourself? If you’re any good at what you do, the same confidence/cockiness that has made you successful carries with it a dark side, a downside. In other words, you probably think that you […]

This column first appeared in Printing Impressions January 2015 © Bill Farquharson Expectations. What does this guy want from me? Salespeople scratch their collective heads and ask this question as they walk out of off-putting encounters with the boss. Sure, you are well aware of his or her expectations regarding sales volume. That number was […]

This column first appeared in Printing Impressions October 2014 © Bill Farquharson It is 5:30 PM and your sales day is now behind you. But this one was not a typical sales day. It has been the Ideal Sales Day. You look down at a clear desk. You look up at an empty computer screen. […]

This column first appeared in Printing Impressions August 2014 © Bill Farquharson Oil and vinegar. Red Sox and Yankees. Tastes great and less filling. Some things will just never get along. They will never understand each other. They see the world only through their eyes. You can add salespeople and sales managers to that list. […]

This column first appeared in Printing Impressions June 2014 © Bill Farquharson As salespeople, we would all like to believe that we mean what we say, that we are impeccable with our word and live by the highest standards of character and integrity. In addition, it is hoped that the meaning of our words are […]

This column first appeared in Printing Impressions May 2014 © Bill Farquharson Wait. What? A column about how to go on vacation? Why’s that? Oh, that’s right, because we typically suck at it.  Americans are crazy. We work crazy hard and we are crazy devoted to our crazy customers. We have crazy fears that whisper […]

This column first appeared in Printing Impressions January 2014 © Bill Farquharson If you asked a politician or a pathological liar (sorry, that’s redundant) or Two Face, one of Batman’s rivals, whether or not to leave voice mail during a prospecting call, the answer would be either a resounding yes-no or an equally convincing no-yes. […]

This column first appeared in Printing Impressions November 2013 © Bill Farquharson Good morning, everyone. On behalf of the entire Calendar family, thank you for coming to this remembrance service as we bid 2013 farewell. It was good of you to take the time as we look back on a year that ended much too […]

This column first appeared in Printing Impressions June 2013 © Bill Farquharson Sales whining is at an all-time high.  The CDC in Atlanta has put it on the “Watch” list as complaining by sales people (particularly in the printing industry) nears epidemic proportions.  But fear not, PI readers, as this national crisis has caught the […]

This column first appeared in Printing Impressions April 2013 © Bill Farquharson Today’s print sales reps grumble that it’s harder than ever to land new business. Decision-makers hide behind voicemail and caller ID. “No one ever calls me back,” they moan. Prices are all over the map and customer loyalty is a thing of the […]

This column first appeared in Printing Impressions February 2013 © Bill Farquharson You are mad at Dunkin’ Donuts (think “wicked light Starbucks”). Standing and waiting for your morning coffee, you notice a point of purchase tent piece proclaiming that you can get a free cup of coffee by signing up for their online loyalty program. […]

This column first appeared in Printing Impressions December 2012 © Bill Farquharson When did ordinary customer service become extraordinary? When did getting a client on the phone become akin to winning tickets in a radio station promotion (“Congratulations! You’re the 25th caller!”). Somewhere along the line what was once expected in everyday business disappeared. Perhaps […]

This column first appeared in Printing Impressions December 2012 © Bill Farquharson “My business is terrible. The buying environment is worse now than at any time I can ever remember. I leave messages but no one is returning my call. Clients are killing me on price and customer loyalty is a contradiction in terms. If […]

This column first appeared in Printing Impressions May 2012 © Bill Farquharson Memo to: Self Re: Your column idea Bill, your “Take no prisoners” column on sales compensation last month brought back a lot of memories and really got me thinking about the subject. As you know, the subject matter is a lightning rod for […]

This column first appeared in Printing Impressions October 2012 © Bill Farquharson Cynthia was trying to lose weight. Not enough time to eat right and too much Chipotle was putting the stress test on her clothing. having tried most of every option, she decided to jump in on a group bond deal that offered two […]