The Learning Hour
January 20, 2026
What if you took an hour a week to get better? By the time you read this week’s blog by Bill Farquharson, he will have
Author: Bill Farquharson
Recap & Replay: How to Sell Without Selling: Education-Based Marketing for Warmer Leads
January 19, 2026
People hate being sold to—but they love learning. In this Sales Vault replay, discover how to shift from pitching to educating, position yourself as the
Your Sales Face is Your Sales Force
January 19, 2026
Want to know why no one is returning your emails? Or why your voicemails fall into the abyss? Bill Farquharson knows and he tells all
Stop Lobbing My Groceries
January 13, 2026
Two recent interactions with entry-level workers serve as the source for Bill Farquharson’s blog this week. Do you remember your first/worst job? You will after
Recap & Replay: Selling Value When the Customer Just Wants Price
January 12, 2026
Customers who only want price will treat you like a quote machine. This replay shows you how to shift the conversation to value with better
The Upside of Sales Chaos
January 12, 2026
The next time you are working at a 100mph pace, remember the words from this week’s Short Attention Span Sales Tip: This is a good
SpeedPro Replay: Overcoming Call Reluctance & Sales Anxiety
January 7, 2026
An honest, practical conversation on call reluctance—why it happens, how to stop taking rejection personally, and simple ways to build confidence and momentum on prospecting
When a Client Meeting Makes a Statement
January 6, 2026
As you read these words, Bill Farquharson is headed to a client meeting so important, he is taking the unnecessary step of flying 6 hours
Recap & Replay: Stop Quoting & Start Selling
January 5, 2026
Stop sending quotes into the void. In this workshop, Bill shares how to qualify the job and the customer, ask smarter questions, and use speed,
New Rep Sales Guarantee
January 5, 2026
There are few guarantees in life (other than death and taxes), but in this first Short Attention Span Sales Tip of 2026, Bill Farquharson offers