Recap & Replay: Objection Handling Mastery
December 1, 2025
This fast-moving session drills the objections you hear most—price, lead time, “we already have a vendor,” “I buy online,” and “call me after the holidays.”
Author: Bill Farquharson
Overcome the Price Objection
December 1, 2025
While researching a new Sales Vault training course, Bill Farquharson came across a new way to overcome the price objection and shares it in this
Good Rep vs. Great Rep – Which One Are You?
November 25, 2025
Watching a tennis tournament, there’s amazing play in the early rounds and then the top ten show up and take the game to a whole
Recap & Replay: The Courage to Call: Overcoming Call Reluctance and Sales Anxiety
November 24, 2025
Motivation comes and goes. Discipline is hard. In this replay, Bill walks you through real-world ways to reset your mindset, plan around your energy, and
Prospecting? Do This, Not That
November 24, 2025
What’s the key to a good voicemail message? In this week’s Short Attention Span Sales Tip, Bill Farquharson says something relevant about being relevant.
Recap & Replay: Motivation, Momentum & the Midweek Slump – Sales Mindset Replay
November 18, 2025
Motivation comes and goes. Discipline is hard. In this replay, Bill walks you through real-world ways to reset your mindset, plan around your energy, and
Confidence: The Sales Skill That Sells
November 18, 2025
Ever looked at someone and thought, “That one is special”? What you might be seeing is a wearable trait that can grow your sales. Find
Ruthless Time Management
November 17, 2025
While most sales reps are busy, the best of the best are productive. In this week’s Short Attention Span Sales Tip, Bill Farquharson shows you
Sales Is a Sport. Train Like It.
November 11, 2025
There are the natural-born sales reps and then there are the rest of us. You can beat the schmoozers by following Bill Farquharson’s advice in
Recap & Replay: Selling with a Boss Who Doesn’t Get Sales: How to Stay Sane (and Hit Quota Anyway)
November 10, 2025
Bad leadership shouldn’t tank your numbers. This session shows how to manage up: set clear expectations, communicate activity that actually moves deals, earn trust, negotiate