When a sales rep sizes up a potential customer on looks alone, bad things can happen. In this week’s blog, Bill Farquharson shares three true stories. Two are from years ago —the third one took place just weeks ago—that one stings.

Sales and Production are on the same team, technically. But looking at the way they work together and hearing what they say about each other, that might not be obvious. So, let’s everyone just calm down, join hands, and read what Bill Farquharson has to say on the subject.

Phone call. Email. Phone call. Voice mail. Email….all prospecting approaches are the same. But inside you is a different message and in this week’s blog, Bill Farquharson encourages you to listen to your inner John Keating and let it out.

Since when is an 80% failure rate a good thing? Since even poor results like that will keep you commanding top pricing with your existing client base. Read more in this week’s blog by Bill Farquharson.

When a client challenges your price, you have two choices: Justify or lower. In this week’s blog, Bill Farquharson exemplifies that statement with a story about a client who asked him to cut his price in half.

They come in weekly and sometimes daily. Non-profits want free stuff and, hey, you don’t get if you don’t ask. In this week’s blog, Bill Farquharson offers up an idea for dealing with the requests while still being kind and accommodating.

LinkedIn’s algorithms are closely-guarded secrets. They don’t want you to know how to get your Post listed first. What they don’t hide are the rules to get a Post punished. In this week’s blog, Bill Farquharson shares a key tip.