Thank You, Sir, May I Have Another?
October 6, 2026
A prospect goes to your website but leaves wondering exactly what you do. Customer frustration with your response time means she’ll be looking for a
Author: Bill Farquharson
Let’s Talk AI: Find Your Best Customer
October 5, 2026
The best sales pitch will not work if it is aimed at the wrong prospect. In this Sales Vault replay, Bill Farquharson launches a new
Sales Thoughts and Sunscreen
October 5, 2026
What do dermatology, orthopedics, and creating a path to your next sales level have in common? They are all featured in this week’s Short Attention
Stop Asking for Their Time
September 29, 2026
Do you remember free time? It might have been when you were in high school or perhaps college, but no doubt it has been a
Vertical Markets: Selling to Colleges
September 28, 2026
Colleges and universities buy a wide range of print, signage, promo, mail, and branded merchandise — but the buying process can be scattered, price-sensitive, and
Why New Reps Fail
September 28, 2026
Hiring a new sales rep is a long process, full of risk and work and questions and hope. To ensure his/her success, Bill Farquharson hopes
The Fourth Quarter Sales Sprint
September 22, 2026
There is still time to finish the year strong, but Q4 will not reward wishful thinking. In this Sales Vault replay, Bill and the Vault
Set the Right Goals and You’ll Always Win
September 22, 2026
Where sales people see failure, Bill Farquharson sees success. It’s all in how you set up your goals. Read more in his blog.
The First Order is an Audition
September 21, 2026
Congratulations on that first order from a new client. Quick question before you move on: Is this the first of many or the last of
3 Sales Lessons From Buying a Fence
September 15, 2026
Ideas for blogs come from many sources. This week, Bill Farquharson draws from his personal experience of dealing with fencing contractors, a group of knuckleheads