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 is. […]
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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, “Committed,” […]
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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 […]
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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 […]
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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 […]
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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. […]
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This column first appeared in Printing Impressions August 2013 © Bill Farquharson Hi! I just called a minute ago and you hung up on me. Just wanted to call back with a quick, “Thanks!”Yes, sir. Thanks. Thank you for hanging up on me.Why thanks? Well, I work very hard for my customers. When they need […]
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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 […]
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This is another classic read. There is a lot of time management and human behavior discussed in these pages. I found it rather stuffy and
When I was 38 years old and my oldest daughter was eight or nine, we found out that she had ADD. At the same time,
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