This column first appeared in Printing Impressions December 2017 © Bill Farquharson Years ago, Joe Davis, the CEO of Consolidated Graphics pulled me aside to discuss a problem: “50% of my sales team does not respond to any form of outside stimuli. I cannot get them off of the dime. That is, I cannot figure […]
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This column first appeared in the Titanic’s in house magazine © Bill Farquharson I wrote this piece back when I worked as a steward on the Trade Association Titanic and it caused quite a stir. One member called the captain of the ship to vigorously complain. I ended up calling him directly and we agreed […]
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This column first appeared in Printing Impressions September 2017 © Bill Farquharson Sales were slow. Very slow. The salesman sat at his desk and festered. He was frustrated by his lack of results and wondered what he was doing wrong. “Well,” he thought to himself, “there’s only one thing I can do: I’m going fishing!”So, […]
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This column first appeared in Printing Impressions November 2017 © Bill Farquharson Based on a true story…An RFP arrived in the mail (or, RFQ if you prefer, “Request for Quote” over “Request for Proposal”). The sales rep looked it over and gave it quick consideration before choosing his response: He wrote, “No, thank you” across […]
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This column first appeared in Printing Impressions February 2017 © Bill Farquharson No one answers their phone anymore. And yet, there’s a message in that. Did you get it? Calls are not returned. That, too, should tell you something. Does it? What does it say when the customer doesn’t say anything; when you hear nothing […]
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This column first appeared in Printing Impressions October 2017 © Bill Farquharson Imagine holding on to a customer for 30 years. That amount of time could span an entire sales career. Back in the day, young salespeople just starting out were in awe of the veteran reps who had built a book of business made […]
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This column first appeared in Printing Impressions May 2017 © Bill Farquharson No one ever tells you the truth about high school and the fact that there is no Permanent Record that follows you. No one told you that the Apple stock your grandparents bought you would grow 5000% in 15 years. While it’s too […]
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This column first appeared in Printing Impressions March 2017 © Bill Farquharson Once upon a time, there was a print sales rep named Horton. After three years of hard work, Horton had built up a modest book of business but neither it nor he were particularly spectacular. Or profitable. The work he pulled in was […]
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This column first appeared in Printing Impressions June 2017 © Bill Farquharson A better title for this column might be, “Top Ten (I Didn’t Know That Was a Mistake) Mistakes (That Were 100% Preventable, You Know) Make with (Future Ex) Customers” but the editors felt the font would be too small to be readable, so…First, […]
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This column first appeared in Printing Impressions December 2017 © Bill Farquharson Welcome to CSI Print Sales. We’re a small micro-unit of the big city crime-solvers who investigate wrongs and make them right. Today, we will do a forensic study on a sales subject that frequently causes the death of an order: “Your price is […]
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