Tesla and Preparation
September 19, 2022
Before you head to a sales appointment, before you leave for a conference, and, as Bill Farquharson learned the hard way, before you drive a
Category: Short Attention Span Sales Tip
What Your CSR Thinks of You
September 12, 2022
Want to know what your CSR thinks of sales people? I asked one recently and got an earful of what the best are doing well
The Soft Follow Up
September 6, 2022
You call and you call. Nothing. More calls. More nothing. What do you do now? How much is too much? In this week’s Short Attention
Grow Your Sales by Growing Theirs
August 29, 2022
As you’ve heard Bill say every year, you need a sales plan for the next 3 months. In this Short Attention Span Sales Tip, Bill
Ask this question, earn a customer
August 22, 2022
Imagine your competition finally getting through to one of your top accounts. Think about that conversation. Worried? You won’t be if you answer the question
3 more reasons to prospect
August 15, 2022
As kids, we are warned not to cross our eyes, sit too close to the TV, and run with scissors. There are consequences, we
Get the management you need
August 8, 2022
Just like kids don’t come with instruction manuals, managing sales reps is not obvious. A team of 10 reps might require 10 different approaches. If
Sale-ing in August
August 1, 2022
In this week’s Short Attention Span Sales Tip, Bill Farquharson gets excited about the month of August and gives you three reasons why you should
Everyone loves me…right?
July 25, 2022
It takes strength to be in sales. We must gird for rejection, endless voicemail, and the hard work it takes to be a success. But
The Cure to “No one answers my calls”
July 18, 2022
If your calls and emails go unanswered and you are frustrated by the overall lack of response to your selling efforts, this week’s Short Attention