“We already have a vendor” cannot be unexpected, but it can be overcome. Check out Bill Farquharson’s Short Attention Span Sales Tip.

Don’t know anything about print? New to sales? After this week’s Short Attention Span Sales Tip, you will not see these as barriers to sales

Does a rush hour traffic jam take you by surprise? How about crazy-high service fees while buying concert tickets? If you have proper expectations for

Your phone rings, so you look at the Caller ID, groan, and let it go to voicemail. It’s probably from someone who never calls unless

Getting on the bid list of a company does not take a lot of work. Getting to speak to someone and bringing them a fresh

There is little that drives Bill Farquharson to biblical-level teeth gnashing more than the oft-quoted statement, “Sales is a numbers game.” So, before he lets

Amazing how shifting an expectation changes everything. When sales reps think about prospecting, they think about convincing someone to buy. But in this week’s Short

There’s busy and then there’s productive. Right now, if you are busy, you can be more productive once you are on the other side of

Have you ever walked into a client’s office only to find boxes and boxes of a product they could have bought from you but didn’t?

If you are the parent of a teen or older, you know sometimes kids don’t want a solution. They want a sympathetic ear. Why would