If you asked anyone in any given profession, “What’s your plan to succeed?” and the answer came back, “I’m just going to wing it,” what

When is it a bad idea to fill your day with quote requests and problem-solving and incoming phone calls? It feels like the right thing

Asking for a referral is like asking someone for a date. Who doesn’t remember the awkwardness of that experience? Let’s make the referral request easier

Sadly, we can’t control the actions of our clients. For some strange reason, our priorities are not their priorities. So, when we send an email

It’s hard for sales people when you can’t see the sales needle move. You are putting in the efforts but think it’s failing because there

Most new sales reps see prospecting and trying to make a sale. But that definition comes with a lot of unnecessary pressure. After reading Bill

When “I’ll do it first thing” becomes “I’ll do it at lunch” becomes “I’ll do it before I leave” becomes “I’ll do it in the

What’s more awkward than asking an existing account for more work? You might have to think back to an 8th grade dance for the answer.

Sales magic happens when the rep says something that gets the customer talking. In this week’s blog, Bill Farquharson shares the magic words that lead

While it’s great to be the owner, without someone telling you want to do, your sales efforts can wane to the point where they don’t