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# The Sales Vault

Sales Education & Community for the Graphic Arts

## Sitemaps

- [XML Sitemap](https://salesvault.pro/sitemap.xml): Contains all public & indexable URLs for this website.

## Posts

- [The Value of Selling Promo](https://salesvault.pro/the-value-of-selling-promo/) - Impossible to land a multi million dollar account because you dropped off some promo items? Tell that to the rep who did it. Read the story in Bill Farquharson's blog.
- [Recap & Replay | Reading the Room in Sales](https://salesvault.pro/recap-replay-reading-the-room-in-sales/) - Learn how to improve sales emotional intelligence by reading body language, spotting buying signals, uncovering hidden objections, and adapting to different buyers.
- [Selling Promotional Products](https://salesvault.pro/selling-promotional-products/) - It's a simple idea: Sell more to existing accounts. In this week's Short Attention Span Sales Tip, Bill Farquharson offers up a no-brainer idea.
- [Recap & Replay | The Art of Asking for Referrals](https://salesvault.pro/recap-replay-the-art-of-asking-for-referrals/) - Learn how to create a referral process, ask at the right time, turn happy customers into introductions, and build referral-worthy relationships without sounding desperate.
- [Just Do It…Any of It](https://salesvault.pro/just-do-itany-of-it/) - Do you take an "All or nothing" approach to prospecting? Learn the value of what's in between those two extremes in Bill Farquharson's Short Attention Span Sales Tip.
- [Why You’re Not Getting Second Dates](https://salesvault.pro/why-youre-not-getting-second-dates/) - 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 with this week's blog by Bill Farquharson.
- [Recap & Replay | How to Sell Without Feeling Like a Salesperson](https://salesvault.pro/recap-replay-how-to-sell-without-feeling-like-a-salesperson/) - Learn how to sell naturally and authentically by listening better, asking stronger questions, building trust, using stories, and guiding buyers without sounding pushy.
- [Recap & Replay | What to Do During Slow Sales Periods](https://salesvault.pro/recap-replay-what-to-do-during-slow-sales-periods/) - Slow sales happen. Learn how to use downtime to reconnect with customers, build your pipeline, improve marketing, and prepare for future growth.
- [Already Have a Vendor? Great News!](https://salesvault.pro/already-have-a-vendor-great-news/) - "We already have a vendor" cannot be unexpected, but it can be overcome. Check out Bill Farquharson's Short Attention Span Sales Tip.
- [The Secret to a Productive Day](https://salesvault.pro/the-secret-to-a-productive-day/) - A productive sales day is not a fluke. It is also not hard to create. Productivity is the result of a simple discipline. It is also the subject of Bill Farquharson's Short Attention Span Sales Tip.
- [SpeedPro Replay: 5 Sales Actions to Take Right Now](https://salesvault.pro/speedpro-replay-5-sales-actions-to-take-right-now/) - Watch this SpeedPro-exclusive Sales Vault replay for five practical sales actions to take now so your studio is ready for a stronger September, October, and November.
- [Recap & Replay | Selling to Buyers Who Don’t Want to Be Sold To](https://salesvault.pro/recap-replay-selling-to-buyers-who-dont-want-to-be-sold-to/) - Learn how to sell to modern buyers who value speed, transparency, independence, and insight over traditional sales tactics. Watch the Sales Vault replay.
- [90-Day New-to-Sales Program — Participant Hub Month One](https://salesvault.pro/members-90-day-new-to-sales-month-one/) - This is your 90 Day New-to-Sales Program participant hub for Month One where you'll find updates and links to course curriculum. Want to join the program? You can jump in at any time!
- [Recap & Replay | Landing Larger Sales Accounts](https://salesvault.pro/recap-replay-landing-larger-sales-accounts/) - Learn the critical sales questions to ask during quoting, prospecting, follow-up, onboarding, and new customer conversations so you can qualify better, avoid price objections, and close stronger.
- [Proper Sales Expectations](https://salesvault.pro/proper-sales-expectations/) - 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 they need something from you. Sales has that same issue. But if you follow the advice in this week's Short Attention Span Sales Tip, you'll find yourself talking to a decision-maker.
- [How to Sell Without Knowledge](https://salesvault.pro/how-to-sell-without-knowledge/) - 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 success...if you listen to Bill Farquharson's advice.
- [Go Deep With Your Questions](https://salesvault.pro/go-deep-with-your-questions/) - 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 with this week's blog by Bill Farquharson.
- [You’re Doing Too Much That Doesn’t Matter](https://salesvault.pro/youre-doing-too-much-that-doesnt-matter/) - 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 with this week's blog by Bill Farquharson.
- [Your Sales System Is Incomplete](https://salesvault.pro/your-sales-system-is-incomplete/) - 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 with this week's blog by Bill Farquharson.
- [The Hidden Cost of Being Sales-Reactive ](https://salesvault.pro/the-hidden-cost-of-being-sales-reactive/) - 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 to do. After all, you are busy. But not all sales actions are the best use of your time, as Bill Farquharson points out in this week's blog.
- [Recap & Replay | The Questions to Ask](https://salesvault.pro/recap-replay-the-questions-to-ask/) - Learn the critical sales questions to ask during quoting, prospecting, follow-up, onboarding, and new customer conversations so you can qualify better, avoid price objections, and close stronger.
- [Recap & Replay | Managing Growth Without Losing Momentum](https://salesvault.pro/recap-replay-managing-growth-without-losing-momentum/) - Learn how to manage growth without losing sales momentum. This Sales Vault replay covers prospecting, delegation, time management, customer expectations, and keeping your pipeline full when business gets busy.
- [Sales is NOT a Numbers Game](https://salesvault.pro/sales-is-not-a-numbers-game/) - 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 the locusts loose, tune in to his Short Attention Span Sales Tip and his take.
- [SpeedPro Replay: Turning SpeedPro Leads into Sales](https://salesvault.pro/speedpro-replay-turning-speedpro-leads-into-sales/) - Watch this SpeedPro-exclusive Sales Vault replay to learn how to qualify inquiries, respond faster, filter tire-kickers, and turn better SpeedPro leads into sales.
- [The #1 Networking Misstep](https://salesvault.pro/the-1-networking-misstep/) - 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 they need something from you. Sales has that same issue. But if you follow the advice in this week's Short Attention Span Sales Tip, you'll find yourself talking to a decision-maker.
- [How to Ask for Referrals Without Making It Weird](https://salesvault.pro/how-to-ask-for-referrals-without-making-it-weird/) - 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 with this week's blog by Bill Farquharson.
- [How Often Should You Really Be Reaching Out?](https://salesvault.pro/how-often-should-you-really-be-reaching-out/) - 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 is no result to hang their hat on. If you only knew the value of your efforts. After reading Bill Farquharson's Blog, you will.
- [Why Your Emails Aren’t Getting Responses (And How to Fix It)](https://salesvault.pro/why-your-emails-arent-getting-responses-and-how-to-fix-it/) - 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 and get no response, it's a little frustrating. While we can't reach through the computer and change that, there are changes we can make on our end that just might make a difference.
- [OMG Someone Picked Up The Phone](https://salesvault.pro/omg-someone-picked-up-the-phone/) - 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 idea requires the one element Bill Farquharson talks about in this week's Short Attention Span Sales Tip.
- [What Prospecting Is and Isn't](https://salesvault.pro/what-prospecting-is-and-isnt/) - 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 Farquharson's blog, you'll have a different definition and a different viewpoint.
- [Recap & Replay | Finding and Reaching the Decision-Maker](https://salesvault.pro/recap-replay-finding-and-reaching-the-decision-maker/) - Watch this Sales Vault replay to learn how to identify decision-makers, navigate buyers and gatekeepers, ask stronger questions, and reach the people who can say yes.
- [Prospecting is Not What You Think It Is](https://salesvault.pro/prospecting-is-not-what-you-think-it-is/) - 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 Attention Span Sales Tip, Bill Farquharson changes the definition to something easier and more attainable.
- [Recap & Replay | Standing Out in a Crowded Market](https://salesvault.pro/recap-replay-standing-out-in-a-crowded-market/) - Watch this Sales Vault replay to learn how to differentiate yourself in sales, communicate unique value, build trust with prospects, and avoid competing on price alone.
- [Your Time Management Isn't About Time Management](https://salesvault.pro/your-time-management-isnt-about-time-management/) - 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 Bill Farquharson's Short Attention Span Sales Tip.
- [Recap & Replay | Sales Productivity: Where Your Time Really Goes](https://salesvault.pro/recap-replay-sales-productivity-where-your-time-really-goes/) - Watch the Sales Vault replay and learn how to reduce distractions, protect selling time, and focus on the activities that actually drive revenue.
- [Why Your Customers Aren't Buying More From You](https://salesvault.pro/why-your-customers-arent-buying-more-from-you/) - 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? This avoidable problem is the subject of Bill Farquharson's Short Attention Span Sales Tip.
- [Recap & Replay: What Buyers Actually Care About](https://salesvault.pro/recap-replay-what-buyers-actually-care-about/) - Watch the Sales Vault replay of What Buyers Actually Care About and learn how to earn trust, improve follow-up, communicate with relevance, and sell the way today’s buyers want to buy.
- [Recap & Replay: Turning Small Orders Into Big Accounts](https://salesvault.pro/recap-replay-turning-small-orders-into-big-accounts/) - Watch Bill Farquharson’s Sales Vault workshop on turning small orders into big accounts by following up, building trust, creating momentum, and growing client relationships over time.
- [Solo Sellers Seeks Simple Sales System](https://salesvault.pro/solo-sellers-seeks-simple-sales-system/) - If you are a selling owner, you ARE the sales force. No manager means no goals, no accountability, and ultimately, no new sales. In this week's Short Attention Span Sales Tip, Bill Farquharson shows you how a sales system solves those issues.
- [Recap & Replay: Getting the First Meeting](https://salesvault.pro/recap-replay-getting-the-first-meeting/) - Watch Bill Farquharson’s Sales Vault workshop on getting the first meeting. Learn how to improve outreach, overcome objections, offer value, and book more sales appointments.
- [Why Your Sales Conversations Die](https://salesvault.pro/why-your-sales-conversations-die/) - 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 sales be any different? In this week's Short Attention Span Sales Tip, father-stepfather-of-six-YES-six-girls, Bill Farquharson shares his expertise on how to get from problem to sale.
- [The One Question That Changes Every Sales Conversation](https://salesvault.pro/the-one-question-that-changes-every-sales-conversation/) - 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 to that moment.
- [I Hate Selling...But I Need Sales](https://salesvault.pro/i-hate-selling-but-i-need-sales/) - Sales growth comes from a lot of different actions, but there is a way to grow sales casually and to the point where opportunities find you. Interested? Read on in this week's blog.
- [Sell Hard, Sell Nothing](https://salesvault.pro/sell-hard-sell-nothing/) - You work hard but have no sales to show for it. Selling owners can relate to that. Being busy but not productive is often the rule, not the exception. This week's Short Attention Span Sales Tip changes that.
- [How to Ask for More Business Without Feeling Awkward](https://salesvault.pro/how-to-ask-for-more-business-without-feeling-awkward/) - 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. But to get around any hesitation, follow Bill Farquharson's advice in this week's blog.
- [You're Not Inconsistent. You Just Need a Trigger.](https://salesvault.pro/youre-not-inconsistent-you-just-need-a-trigger/) - 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 morning," you've got more than a consistency problem. You've got a problem Bill Farquharson solves in this week's blog.
- [What to Do Every Day When You Don’t Have a Sales Manager](https://salesvault.pro/what-to-do-every-day-when-you-dont-have-a-sales-manager/) - 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 exist. In this week's blog, Bill Farquharson has some sales advice for the one-person sales force.
- [Recap & Replay: Diligence and Motivation](https://salesvault.pro/recap-replay-diligence-and-motivation/) - Watch Bill Farquharson’s Sales Vault workshop on how to stay diligent, disciplined, and productive in sales with better structure, accountability, and activity goals.
- [A Job-Saving Sales Action](https://salesvault.pro/a-job-saving-sales-action/) - The minute a sales rep leaves the office, the questions begin: Is my rep doing their job? In this week's Short Attention Span Sales Tip, Bill Farquharson shares how to answer that question before it is asked.
- [Recap & Replay: An Effective Prospecting Process](https://salesvault.pro/recap-replay-an-effective-prospecting-process/) - Learn how to create a simple, repeatable prospecting process that fits your sales style. Bill Farquharson shares practical outreach steps, cadence tips, tracking advice, and ways to stay consistently in front of prospects.
- [Your Pipeline is Emotional](https://salesvault.pro/your-pipeline-is-emotional/) - It's the difference between the successful rep and the struggling rep. And it's the topic of Bill Farquharson's blog this week.
- [What New Reps Get Wrong](https://salesvault.pro/what-new-reps-get-wrong/) - It's 5pm and you accomplished very little. No sales, just busy work. What's missing? The answer is in Bill Farquharson's blog this week.
- [The Non-Salesy Sales Call](https://salesvault.pro/the-non-salesy-sales-call/) - It's hard not to sound salesy when you are, you know, in sales. In this week's Short Attention Span Sales Tip, Bill Farquharson gives you the words to be effective but not pushy.
- [Recap & Replay: Knowing What to Say](https://salesvault.pro/recap-replay-knowing-what-to-say/) - Watch The Sales Vault replay on pre-call research and learn how to use LinkedIn, company websites, trigger events, and AI tools to make smarter prospecting calls and emails.
- [Phone Phobia](https://salesvault.pro/phone-phobia/) - Most print and promotional product reps are still trying to figure out how to overcome price objections — when price isn’t the real problem. The real problem is...what Bill Farquharson writes about in this week's blog.
- [Name It. Defeat It.](https://salesvault.pro/name-it-defeat-it/) - You are ready to make the calls. You are set to make the calls. But you just can't get to go? Is it laziness, procrastination, or something else? It's important to know what Bill Farquharson has to say on the subject in this week's Short Attention Span Sales Tip.
- [SpeedPro Replay: That Nuisance Customer](https://salesvault.pro/speedpro-replay-that-nuisance-customer/) - Watch the SpeedPro Owner Exclusive workshop replay, "Seasonal Selling Mastery," and uncover fresh strategies to align your signage services with seasonal opportunities, industry cycles, and vertical-specific campaigns.
- [SpeedPro Replay: Run the Room, Run the Deal](https://salesvault.pro/speedpro-replay-run-the-room-run-the-deal/) - Replay this SpeedPro-exclusive Sales Vault workshop and learn how to take control of first sales appointments. Discover how to prepare effectively, lead conversations with confidence, qualify decision-makers, and establish next steps that keep deals moving forward.
- [SpeedPro Replay: How to Get Ready to Hire a Sales Rep](https://salesvault.pro/speedpro-replay-how-to-get-ready-to-hire-a-sales-rep/) - Learn how SpeedPro studio owners can prepare to hire a sales rep with the right expectations, lead flow, KPIs, and onboarding plan. Watch the replay and join the April 7 live session.
- [SpeedPro Replay: Overcoming the Price Objection](https://salesvault.pro/speedpro-replay-overcoming-the-price-objection/) - Price pushback is one of the toughest challenges in sales. In this SpeedPro-exclusive Sales Vault workshop, Bill Farquharson and fellow SpeedPro members share practical tactics to handle price objections with confidence, shift the conversation to value, and protect your margins.
- [SpeedPro Replay: Overcoming Call Reluctance & Sales Anxiety](https://salesvault.pro/speedpro-replay-overcoming-call-reluctance-sales-anxiety/) - Prospecting anxiety is real. Watch this SpeedPro-exclusive Sales Vault workshop to learn practical techniques to overcome call reluctance, handle rejection, and build an authentic, doable call plan.
- [SpeedPro Replay: From Paralyzed to Productive](https://salesvault.pro/speedpro-replay-from-paralyzed-to-productive/) - Stop feeling overwhelmed and start selling smarter. Watch this SpeedPro-exclusive replay to learn practical time management tactics to protect selling time, cut distractions, prioritize ruthlessly, and stay productive—even in studio chaos.
- [Recap & Replay: Finding the Right Prospect](https://salesvault.pro/recap-replay-finding-the-right-prospect/) - Stop wasting time on low-probability leads. Learn how to mine existing accounts, map a customer’s ecosystem, and use simple research + AI tools to build a smarter prospect list.
- [How to Sell Print Without Competing on Price](https://salesvault.pro/how-to-sell-print-without-competing-on-price/) - Most print and promotional product reps are still trying to figure out how to overcome price objections — when price isn’t the real problem. The real problem is...what Bill Farquharson writes about in this week's blog.
- [A Twist on Sales Failure](https://salesvault.pro/a-twist-on-sales-failure/) - When is a sales failure a success? When a light bulb goes off over your head (thank you, Thomas Edison) and you change your perspective.
- [Recap & Replay: Overcoming Sales Call Fear](https://salesvault.pro/recap-replay-overcoming-sales-call-fear/) - Fear is wrecking your sales activity—rejection, interrupting prospects, not having answers, and dealing with pushy personalities. Watch this replay to reframe fear, get a simple “control vs. can’t control” mindset, and walk away with practical openers and follow-up tactics you can use immediately.
- [Insider Replay: Mastering Sales: The Elite Edge Strategies for Success](https://salesvault.pro/insider-replay-mastering-sales-the-elite-edge-strategies-for-success/) - Discover practical insights and innovative sales strategies from industry leaders. Learn about building authentic client relationships, overcoming sales challenges, motivating teams, and planning for a successful sales year.
- [Recap & Replay: The Big Fish Blueprint](https://salesvault.pro/recap-replay-the-big-fish-blueprint/) - Learn how to pursue and win larger accounts with confidence. This Sales Vault replay covers what big prospects care about (risk, efficiency, brand consistency, scalability, process), how to research targets, overcome the “you’re too small” objection, and build a repeatable big-account pursuit plan.
- [Recap & Replay: The Weekly Sales Plan: Think Ahead, Win Ahead](https://salesvault.pro/recap-replay-the-weekly-sales-plan-think-ahead-win-ahead/) - Stop starting Mondays in “oh no” mode. Learn Bill Farquharson’s simple weekly sales plan to protect selling time, prioritize must-do activities, reduce interruptions, and keep deals moving—without overcomplicating your system.
- [Surely, You Can’t Be Serious, Tim](https://salesvault.pro/surely-you-cant-be-serious-tim/) - At the ASI show in Orlando, Bill Farquharson sat down with Tim Andrews, ASI President and CEO, for a quick conversation. The chat almost didn't get past Tim's first comment, as outlined here in this week's blog.
- [Ditch Selling. Cue Curiosity.](https://salesvault.pro/ditch-selling-cue-curiosity/) - On a recent call with a selling owner, the man lamented over a lack of formal sales trainer. Bill Farquharson, a formally trained sales professional told him not to worry, that there was something far more useful. Read about in this week's blog (1 min read).
- [Recap & Replay: What the Groundhog Can Teach Us About Time Management](https://salesvault.pro/recap-replay-what-the-groundhog-can-teach-us-about-time-management/) - Groundhog Day nailed it: repeat the day until you get it right. In this replay, Bill shares a simple weekly + daily planning system (plus built-in accountability) to boost productivity, protect your time, and sell more in fewer hours.
- [A Radical Approach to Lead-Gen](https://salesvault.pro/a-radical-approach-to-lead-gen/) - If you are looking for leads, there are AI tricks. But the best customers are found using an entirely different technique. Check out Bill Farquharson's Short Attention Span Sales Tip for more.
- [Back to Your Sales Future](https://salesvault.pro/back-to-your-sales-future/) - They say the best indicator of the future is the past. A visit to the past can also help your sales future, as explained in Bill Farquharson's Short Attention Span Sales Tip this week.
- [The Key to a Great Sales Pitch](https://salesvault.pro/the-key-to-a-great-sales-pitch/) - They say you have 8 seconds to grab someone's attention. THAT'S IT! For salespeople, that means you'd better get to the point quickly. But what point? In this week's Short Attention Span Sales Tip, Bill Farquharson tells you how to create a great sales pitch.
- [Beating Sales Fraud](https://salesvault.pro/beating-sales-fraud/) - The Imposter Syndrome affects 70% of sales people. While time and experience will eventually help, there is a quicker path to confidence. It's the subject of Bill Farquharson's Short Attention Span Sales Tip this week.
- [Recap & Replay: The Persistence Advantage: Smart Follow-Up That Wins More Deals](https://salesvault.pro/recap-replay-the-persistence-advantage-smart-follow-up-that-wins-more-deals/) - Most reps stop after 1–2 tries. Learn Bill Farquharson’s “diligence” playbook for consistent, value-based follow-up—what to say, when to call, and how to stay top-of-mind without being annoying.
- [Recap & Replay: How to Sell Without Selling: Education-Based Marketing for Warmer Leads](https://salesvault.pro/recap-replay-how-to-sell-without-selling-education-based-marketing-for-warmer-leads/) - Learn how education-based marketing helps you sell without pitching. Get practical ideas for LinkedIn teaching posts, tip emails, and trust-building content that turns prospects into warmer leads. Watch the replay.
- [Recap & Replay: Selling Value When the Customer Just Wants Price](https://salesvault.pro/recap-replay-selling-value-when-the-customer-just-wants-price/) - Stop competing on price. Learn how to reframe the “best price” request, ask stronger qualifying questions, position yourself as an ideas-led partner, and win higher-quality deals—without racing to the bottom.
- [The What Then the Who. That's How.](https://salesvault.pro/the-what-then-the-who-thats-how/) - Want to land a Big Fish account? In this week's Short Attention Span Sales Tip, Bill Farquharson gives you a step-by-step plan.
- [Your Sales Face is Your Sales Force](https://salesvault.pro/your-sales-face-is-your-sales-force/) - Want to know why no one is returning your emails? Or why your voicemails fall into the abyss? Bill Farquharson knows and he tells all in this week's Short Attention Span Sales Tip
- [The One Sentence Email Challenge](https://salesvault.pro/the-one-sentence-email-challenge/) - Want to get a client to respond to your email? Try the innovative approach outlined in Bill Farquharson's blog.
- [You Screwed Up an Order!](https://salesvault.pro/you-screwed-up-an-order/) - The premise of Bill Farquharson's blog is bizarre: The goal of the screwed up order is to come away better off than if everything went smoothly.
- [The Upside of Sales Chaos](https://salesvault.pro/the-upside-of-sales-chaos/) - The next time you are working at a 100mph pace, remember the words from this week's Short Attention Span Sales Tip: This is a good thing! Keep it up!
- [The Learning Hour](https://salesvault.pro/the-learning-hour/) - What if you took an hour a week to get better? By the time you read this week's blog by Bill Farquharson, he will have done just that for half of January. Find out what he is up to and then come back next month to hear the results.
- [Sales Lessons From the Mouse That Ate My Car](https://salesvault.pro/sales-lessons-from-the-mouse-that-ate-my-car/) - When a mouse did thousands of dollars of damage to Bill Farquharson's car, one benefit was a sales lesson. Read more in his blog this week.
- [Stop Lobbing My Groceries](https://salesvault.pro/stop-lobbing-my-groceries/) - Two recent interactions with entry-level workers serve as the source for Bill Farquharson's blog this week. Do you remember your first/worst job? You will after this quick read.
- [Recap & Replay: Stop Quoting & Start Selling](https://salesvault.pro/recap-replay-stop-quoting-start-selling/) - Tired of sending quotes and getting ghosted? Learn how to qualify better, uncover the story behind the specs, and turn quote requests into real sales conversations—and real revenue.
- [When a Client Meeting Makes a Statement](https://salesvault.pro/when-a-client-meeting-makes-a-statement/) - As you read these words, Bill Farquharson is headed to a client meeting so important, he is taking the unnecessary step of flying 6 hours in one day when he could have clicked a Zoom link instead. The difference? One makes a statement reserved for Big Fish. Read more in Bill's blog.
- [Recap & Replay: Creating a Prospecting Process You’ll Actually Stick To](https://salesvault.pro/recap-replay-creating-a-prospecting-process-youll-actually-stick-to/) - Learn how to build a simple prospecting process you can stick to—even on busy days. Get practical routines, accountability ideas, and easy outreach steps. Watch the replay.
- [Recap & Replay: Breaking Out of a Sales Slump](https://salesvault.pro/recap-replay-breaking-out-of-a-sales-slump/) - Feeling stuck in a sales slump? Learn practical strategies to rebuild confidence, reset routines, and create momentum with controllable daily actions. Watch the replay.
- [New Rep Sales Guarantee](https://salesvault.pro/new-rep-sales-guarantee/) - There are few guarantees in life (other than death and taxes), but in this first Short Attention Span Sales Tip of 2026, Bill Farquharson offers new sales people an iron clad guarantee for success.
- [My "Best of" 2025 Memories](https://salesvault.pro/my-best-of-2025-memories/) - While 2025 was a deeply flawed year for the world, Bill Farquharson still has some good thoughts to share in this, his final blog of the year. Here are Bill's "bests" from a year that seemed a lot longer.
- [Recap & Replay: Just Checking In Isn't a Follow-Up Strategy](https://salesvault.pro/recap-replay-just-checking-in-isnt-a-follow-up-strategy/) - Stop sending “just checking in” follow-ups that get deleted. Learn how to add value, follow up with purpose, and stay pleasantly assertive. Watch the replay.
- [The One Trait That Matters Most Right Now](https://salesvault.pro/the-one-trait-that-matters-most-right-now/) - In Bill Farquharson's blog this week you'll hear a message you need to hear every day. In fact, that's the point (1 min read).
- [Recap & Replay: From Paralyzed to Productive](https://salesvault.pro/recap-replay-from-paralyzed-to-productive/) - Feeling overwhelmed and distracted? Watch this Sales Vault replay to learn practical time management strategies, daily planning habits, and focus techniques designed for busy salespeople.
- [Recap & Replay: Objection Handling Mastery](https://salesvault.pro/recap-replay-objection-handling-mastery/) - This fast-moving session drills the objections you hear most—price, lead time, “we already have a vendor,” “I buy online,” and “call me after the holidays.” You’ll get the discovery questions, sample phrasing, and timing plays to reframe pushback without discounting by default—plus a year-end budget tactic that can land orders now.
- [Unhappy Customer? Make it Free!](https://salesvault.pro/unhappy-customer-make-it-free/) - In Bill Farquharson's blog this week you'll hear a message you need to hear every day. In fact, that's the point (1 min read).
- [Mindset Is the Message](https://salesvault.pro/mindset-is-the-message/) - A client can hear every emotion you are having, so in this week's blog you'll find out the most important ones to have (1
- [What Was Once Optional](https://salesvault.pro/what-was-once-optional/) - It takes more than ever to earn an appointment with a decision-maker. Learn the new "musts" in Bill Farquharson's blog this week (1 min read).
- [How to Grab a Prospect's Attention](https://salesvault.pro/how-to-grab-a-prospects-attention/) - What do the first ten seconds of this week's Short Attention Span Sales Tip have in common with the first 10 seconds of your voicemail? Answer: One word.
- [Useful Marketing](https://salesvault.pro/useful-marketing/) - The computer cursor blinks on and off as you struggle to find something to post on LinkedIn. But after this week's Short Attention Span Sales Tip, the words will flow!
- [Good Rep vs. Great Rep – Which One Are You?](https://salesvault.pro/good-rep-vs-great-rep-which-one-are-you/) - Watching a tennis tournament, there's amazing play in the early rounds and then the top ten show up and take the game to a whole new level. Reach your top level by taking the advice in this week's blog (1 min read).
- [Recap & Replay: The Courage to Call: Overcoming Call Reluctance and Sales Anxiety](https://salesvault.pro/recap-replay-the-courage-to-call-overcoming-call-reluctance-and-sales-anxiety/) - Motivation comes and goes. Discipline is hard. In this replay, Bill walks you through real-world ways to reset your mindset, plan around your energy, and pull yourself out of a sales slump. Perfect for the days when you’re staring at the phone and not feeling it.
- [100 Sales Calls in a Week](https://salesvault.pro/100-sales-calls-in-a-week/) - Any idiot who says "You must make 100 sales calls a day" has never made 100 sales calls a day. In this week's Short Attention Span Sales Tip, Bill Farquharson shows you how to make 100 sales calls a week. Combine this info with his ideas for making quality sales calls and now you really have something!
- [Sales Productivity](https://salesvault.pro/sales-productivity/) - Why does Bill Farquharson dedicate so many Short Attention Span Sales Tips to the subject of productivity? Because selling more in less time is a shared goal...or at least it should be.
- [Overcome the Price Objection](https://salesvault.pro/overcome-the-price-objection/) - While researching a new Sales Vault training course, Bill Farquharson came across a new way to overcome the price objection and shares it in this week's Short Attention Span Sales Tip.
- [Prospecting? Do This, Not That](https://salesvault.pro/prospecting-do-this-not-that/) - What's the key to a good voicemail message? In this week's Short Attention Span Sales Tip, Bill Farquharson says something relevant about being relevant.
- [Recap & Replay: Motivation, Momentum & the Midweek Slump – Sales Mindset Replay](https://salesvault.pro/recap-replay-motivation-momentum-the-midweek-slump-sales-mindset-replay/) - Feeling stuck midweek? Watch this Sales Vault replay to learn practical ways to reset your sales mindset, plan around your energy, and use simple “resets” to get motivated again—without cheesy clichés or toxic positivity.
- [Ruthless Time Management](https://salesvault.pro/ruthless-time-management/) - While most sales reps are busy, the best of the best are productive. In this week's Short Attention Span Sales Tip, Bill Farquharson shows you how.
- [Confidence: The Sales Skill That Sells](https://salesvault.pro/confidence-the-sales-skill-that-sells/) - Ever looked at someone and thought, "That one is special"? What you might be seeing is a wearable trait that can grow your sales. Find out more in Bill Farquharson's blog.
- [Recap & Replay: Selling with a Boss Who Doesn’t Get Sales: How to Stay Sane (and Hit Quota Anyway)](https://salesvault.pro/recap-replay-selling-with-a-boss-who-doesnt-get-sales-how-to-stay-sane-and-hit-quota-anyway/) - Manage up without losing your mind. Learn how to align expectations, prove productive activity, set boundaries, and hit quota—even with a non-sales boss.
- [Sales Is a Sport. Train Like It.](https://salesvault.pro/sales-is-a-sport-train-like-it/) - There are the natural-born sales reps and then there are the rest of us. You can beat the schmoozers by following Bill Farquharson's advice in this week's blog. (1 min read)
- [No Idle Hands](https://salesvault.pro/no-idle-hands/) - Whenever Bill Farquharson and his sister were picked up from school, their mom was busy writing a note, reading a book, or creating a recipe. This taught Bill and his now-retired brother a valuable sales lesson he shares with you in this week's blog.
- [New to Sales? Here's Good News!](https://salesvault.pro/new-to-sales-heres-good-news/) - The persistent thought of a new sales rep is, "I am not doing my job if I am not landing orders." In this week's Short Attention Span Sales Tip, Bill Farquharson disagrees.
- [Recap & Replay: Why They're Not Calling You Back](https://salesvault.pro/recap-replay-why-theyre-not-calling-you-back/) - Prospects go dark for predictable reasons. Learn how to re-engage stalled deals, set better expectations up front, and keep momentum after the quote.
- [90-Day New-to-Sales Program — Participant Hub Month Three](https://salesvault.pro/members-90-day-new-to-sales-program-month-three/) - This is your 90 Day New-to-Sales Program participant hub for Month Three where you'll find updates and links to course curriculum. Want to join the program? You can jump in at any time!
- [Recap & Replay: What to Do When Sales Slow Down](https://salesvault.pro/recap-replay-what-to-do-when-sales-slow-down/) - Slow patch? Use this playbook to re-ignite demand: revive dormant orders, mine existing accounts, sharpen skills, and plan smart for year-end and Q1.
- [Recap & Replay: What Would Primo Do?](https://salesvault.pro/recap-replay-what-would-primo-do/) - Sales the Primo way: plan months ahead, choose better clients, add value over price, and use smart touches that win business without the stress. Watch the replay.
- [Recap & Replay: Sales Activities That Actually Move the Needle](https://salesvault.pro/recap-replay-sales-activities-that-actually-move-the-needle/) - Stop busywork. Learn the specific daily and weekly sales activities that produce results—and how to prioritize them for consistent growth. Watch the replay.
- [Sales Challenges: Cross That Line](https://salesvault.pro/sales-challenges-cross-that-line/) - Want Sales Success? Get in Line!
- [90-Day New-to-Sales Program — Participant Hub Month Two](https://salesvault.pro/members-90-day-new-to-sales-month-two/) - This is your 90 Day New-to-Sales Program participant hub for Month Two where you'll find updates and links to course curriculum. Want to join the program? You can jump in at any time!
- [Be the Wizard (No Curtain Required)](https://salesvault.pro/be-the-wizard-no-curtain-required/) - You are who you say you are. That's Social Marketing 101. In this week's blog, Bill Farquharson shows you how to follow your own Yellow Brick Road to sales success.
- [The LinkedIn Handshake](https://salesvault.pro/the-linkedin-handshake/) - Imagine working hard to get an appointment and then, after "Hello," you have no idea what to say. That's what making a LinkedIn connection feels like. If you want a plan for what to do, check out this week's Short Attention Span Sales Tip.
- [Effective Sales Presentation: Pre-Call Readiness Checklist](https://salesvault.pro/effective-sales-presentation-pre-call-readiness-checklist/) - Download this Pre-Call Readiness Checklist from The Sales Vault to ensure every sales presentation starts strong. Prepare, align, and present with confidence.
- [Tips for Delivering an Effective Presentation](https://salesvault.pro/tips-for-delivering-an-effective-presentation/) - Download this quick guide from The Sales Vault to improve your delivery, storytelling, and confidence in every sales presentation.
- [AI Prompts for Presentation Prep](https://salesvault.pro/ai-prompts-for-presentation-prep/) - Use these AI prompts from The Sales Vault to plan, structure, and refine your sales presentations with ChatGPT and other AI tools.
- [AI & Time Management Prompts for Sales Professionals](https://salesvault.pro/ai-time-management-prompts-for-sales-professionals/) - Improve your productivity and focus with AI-powered time management prompts designed for salespeople. Download this free guide to prioritize smarter, sell more, and stress less.
- [Recap & Replay: Selling When You're Crazy Busy](https://salesvault.pro/recap-replay-selling-when-youre-crazy-busy/) - Replay this Sales Vault workshop and learn how to keep your sales pipeline full even when customer demands and production tasks overwhelm your time. Discover time management strategies, preparation techniques, and mindset shifts that help you sell under pressure.
- [Someone's Calling Your Customer](https://salesvault.pro/someones-calling-your-customer/) - Two reps read Bill Farquharson's blog this week. One panics. One yawns. Be the yawner by taking Bill's advice/warning to heart.
- [Profit Silos](https://salesvault.pro/profit-silos/) - We all get 24 hours in a day. Some of use those hours better than others. In this week's blog, Bill Farquharson gives a high level lesson on sales focus.
- [Sales Road Kill](https://salesvault.pro/sales-road-kill/) - While you are delivering your sales pitch, the client is receiving an entirely different message from an unexpected source. Find out more in this week's Short Attention Span Sales Tip.
- [A Successful Sales Thought](https://salesvault.pro/a-successful-sales-thought/) - Can you think your way to sales success? Bill Farquharson thinks not. But there is a way to use thought to get you there and Bill shares those thoughts in this week's Short Attention Span Sales Tip.
- [65 and Selling...](https://salesvault.pro/65-and-selling/) - Not just one, but three sales tips is Bill Farquharson's birthday gift to you. Find them all in this week's Short Attention Span Sales Tip.
- [Recap & Replay: Turning One Order into Many](https://salesvault.pro/recap-replay-turning-one-order-into-many/) - Learn how to transform a single sale into lasting client relationships. Bill Farquharson shares practical strategies for repeat business, cross-selling, referrals, and long-term customer growth.
- [January 2025 – Time Management Mastery](https://salesvault.pro/january-2025-time-management-mastery/) - Learn how to improve focus, productivity, and planning with our Time Management Mastery module. Build better sales habits and reach your goals faster.
- [Climbing Out of the Sales Slump](https://salesvault.pro/climbing-out-of-the-sales-slump/) - It's coming. It's going to happen to you. A lot. You will need a strategy. The "It" in this equation is a sales slump. The strategy is what Bill Farquharson has in mind in this week's blog (1 min read).
- [Recap and Replay: “Overcoming Objections in Sales: Strategies for What Clients Say (and Don’t Say)”](https://salesvault.pro/recap-and-replay-overcoming-objections-in-sales/) - Learn practical tactics to handle price, vendor loyalty, and hidden hesitations in your sales process. Discover proven strategies when you watch the replay of the March 10th workshop about overcoming objections to confidently close more deals.
- [October 2025: Selling Skills Upgrade](https://salesvault.pro/october-2025-selling-skills-upgrade/) - October in The Sales Vault is all about growth. Join Bill Farquharson and fellow members for workshops and resources designed to elevate your selling skills, sharpen your process, and transform your results.
- [Fully Promoted Exclusive: Selling the Value, Not the Product](https://salesvault.pro/fully-promoted-exclusive-selling-the-value-not-the-product/) - Replay this Fully Promoted Sales Vault workshop to learn how to shift sales conversations from price and products to value and outcomes. Discover strategies to highlight solutions, relationships, and expertise that set you apart from online competitors.
- [Fully Promoted Exclusive: How to Follow Up Without Being Annoying](https://salesvault.pro/fully-promoted-exclusive-how-to-follow-up-without-being-annoying/) - Replay this Fully Promoted Sales Vault workshop and learn how to master the art of follow-up. Discover timing strategies, value-added messaging, and persistence techniques that keep you top-of-mind without crossing into pestering
- [Recap & Replay: Selling to Banks](https://salesvault.pro/recap-replay-selling-to-banks/) - Learn how to sell to banks with confidence. In this Sales Vault replay, Bill Farquharson shares strategies to identify banking trends, connect with decision-makers, and build a repeatable sales process for success in the financial sector.
- [Recap & Replay: How to Get More Referrals](https://salesvault.pro/recap-replay-how-to-get-more-referrals/) - Learn proven strategies to earn more client referrals without sounding pushy. In this Sales Vault workshop replay, Bill Farquharson and members share practical tips for asking, giving, and managing referrals to grow your sales pipeline.
- [Fully Promoted Replay: What Buyers Are Thinking (But Won’t Tell You)](https://salesvault.pro/fully-promoted-replay-what-buyers-are-thinking-but-wont-tell-you/) - Replay this Fully Promoted Sales Vault workshop to uncover the hidden psychology behind buying decisions. Learn how to recognize silent objections, understand buyer fears, and adapt your sales approach to align with what decision-makers really want.
- [Recap & Replay: Marketing Without a Marketing Department](https://salesvault.pro/recap-replay-marketing-without-a-marketing-department/) - Replay this Sales Vault workshop with Bill Farquharson and marketing expert Patrick Whelan. Learn practical, low-cost marketing strategies salespeople and small business owners can use to generate leads, build credibility, and stay visible—without a dedicated marketing team.
- [A Complaint Challenge](https://salesvault.pro/a-complaint-challenge/) - How long can you go without complaining? And what does the answer have to do with sales? Find out in this week's Short Attention Span Sales Tip.
- [The Irony of the Sales Meeting](https://salesvault.pro/the-irony-of-the-sales-meeting/) - Most sales meetings are dull enough to put even the most caffeinated rep to sleep. And here's the irony...Find out more in this week's Short Attention Span Sales Tip.
- [Five Seconds of Negotiation](https://salesvault.pro/five-seconds-of-negotiation/) - Silence is one of the most underused tools in sales. Learn how to turn silence into a powerful method of persuasion in this week's Short Attention Span Sales Tip.
- [Your Bad (Internal) Reputation](https://salesvault.pro/your-bad-internal-reputation/) - Think you are mistreated by the Production team? Maybe you are. Want to know why? Find out in this week's Short Attention Span Sales Tip.
- [Fully Promoted Replay: Turning Conversations into Sales Gold](https://salesvault.pro/fully-promoted-replay-turning-conversations-into-sales-gold/) - Replay this Fully Promoted Sales Vault workshop and discover how to turn simple questions into powerful sales conversations. Learn how to lead with curiosity, dig deeper into client needs, and connect solutions to their goals without sounding “salesy.”
- [Recap & Replay: Prospecting Without Cold Calling](https://salesvault.pro/recap-replay-prospecting-without-cold-calling/) - Watch Bill Farquharson’s Sales Vault workshop on modern prospecting strategies that go beyond cold calling. Learn how to use AI, content marketing, referrals, and relationship-building to connect with high-value leads in print, promo, and beyond.
- [Forecast: Sales Headwind](https://salesvault.pro/forecast-sales-headwind-2/) - In this week's blog, Bill Farquharson sends out a special message of encouragement to all struggling sales reps.
- [I Sure Hope You've Been Hacked](https://salesvault.pro/i-sure-hope-youve-been-hacked-2/) - A mind-bending email arrived in Bill Farquharson's inbox and it resulted in a blog warning to others.
- [Making the Dreaded Collections Call](https://salesvault.pro/making-the-dreaded-collections-call/) - "Collection calls are my favorite part of the job," said no sales rep ever. But in this week's blog, Bill affirms the thought that this, too, is what sales gets paid for.
- [The Best Differentiator](https://salesvault.pro/the-best-differentiator/) - When you're in grade school, it's all about fitting in. Get into sales and you want to stand out. In this week's blog, Bill Farquharson advises you to not overthink it.
- [To Get Ahead, Think Ahead](https://salesvault.pro/to-get-ahead-think-ahead/) - November 14, 2024 | Originally Published On Printing Impressions @piworld.org Sales is a job of do, do, do. It is a task-oriented endeavor, full of checklists, prioritizing, interruptions, procrastinations, have-to’s, want-to’s, could-do’s, should-do’s, and ultimately, results. Oftentimes, a sales rep’s daily agenda is self-generating: arrive in the morning, take on the first task that comes,
- [Sales Challenges: The Tsunami of AI](https://salesvault.pro/sales-challenges-the-tsunami-of-ai/) - December 1, 2024 | Originally Published On Printing Impressions Everything, everywhere, all at once. A strange, hard to follow Academy Award Best Picture winner (we shut off after the hot dog fingers scene) or the description of AI as it infiltrates our lives? Answer: both.You might have heard the phrase, “Drinking from a fire hose.”
- [Differentiation](https://salesvault.pro/differentiation/) - "Sure, I'll buy from you. But you have to tell me what's different about you first?" Multiple answers to that question...are found in this week's Short Attention Span Sales Tip.
- [Name-Dropping Danger](https://salesvault.pro/name-dropping-danger/) - "Who are some of your other clients?" is a common question for a prospect to ask. How you respond can make or break the opportunity. Learn the right way in Bill Farquharson's blog.
- [September 2025: Selling to Banks](https://salesvault.pro/september-2025-selling-to-banks/) - This September in The Sales Vault: Learn to Sell to Banks—From First Contact to Closed Deal. Selling to banks isn’t like selling to just any other client—it’s complex, competitive, and often intimidating. That’s why The Sales Vault is turning its full attention to this high-potential vertical all month long.
- [Recap & Replay: Marketing to a Niche Without Getting Stuck in a Rut](https://salesvault.pro/recap-replay-marketing-to-a-niche-without-getting-stuck-in-a-rut/) - Discover how to scale your sales without burning out or getting pigeonholed. Watch Bill Farquharson’s workshop on niche marketing risks, strategies for “big fish” accounts, and keeping your business message flexible.
- [Fully Promoted Replay: What Makes You Different](https://salesvault.pro/fully-promoted-replay-what-makes-you-different/) - Define and communicate a real USP. Learn simple, proven differentiators—responsive communication, expert guidance, expectation-setting, budget pre-commit, and “buy once vs. twice”—to stand out when products look the same.
- [Recap & Replay: Selling to Colleges](https://salesvault.pro/recap-replay-selling-to-colleges/) - Watch the replay of “Selling to Colleges,” a Sales Vault workshop led by Bill Farquharson and special guest Eric Nystrom. Learn proven strategies for navigating college purchasing, understanding decision-makers, and selling print, promo, and signage into higher education.
- [Fully Promoted Replay: From Dead Leads to Warm Starts](https://salesvault.pro/fully-promoted-replay-from-dead-leads-to-warm-starts/) - Your digital presence is often your first impression. In this Fully Promoted–exclusive Sales Vault workshop, Bill Farquharson guides members through a fun but focused exploration of how your website, email signature, and LinkedIn profile can make — or break — your credibility. Learn how to audit your online presence, personalize your messaging, and create a digital footprint that attracts the right prospects and builds trust.
- [Recap & Replay: Content Creation for Non-Creatives](https://salesvault.pro/recap-replay-content-creation-for-non-creatives/) - Learn easy ways to create sales content without being a writer or designer. Watch the Sales Vault replay with Bill Farquharson for AI tips, templates, and shortcuts.
- [Recap & Replay: How to Follow Up Without Being Annoying](https://salesvault.pro/recap-replay-how-to-follow-up-without-being-annoying/) - Learn smart follow-up strategies that keep you top-of-mind without pestering prospects. Watch the replay of this Sales Vault workshop with Bill Farquharson.
- [Recap & Replay: What Makes You Different](https://salesvault.pro/recap-replay-what-makes-you-different/) - Discover how to define and communicate your Unique Selling Proposition (USP). Watch the Sales Vault replay with Bill Farquharson and sales pros.
- [Quit Running That Play](https://salesvault.pro/quit-running-that-play/) - If a football team ran the same play over and over, the defense would probably figure it out, right? And if you don't change your ways, you, too, will be tackled to the ground. Check out Bill Farquharson's Short Attention Span Sales Tip for more.
- [How Sales Entrepreneurs Think Differently](https://salesvault.pro/how-sales-entrepreneurs-think-differently/) - Can you name three things top sales reps do differently? You will after reading Bill Farquharson's blog this week.
- [Best Case Assumptions](https://salesvault.pro/best-case-assumptions/) - Ever talk yourself out of picking up the phone to make a sales call? They're probably busy. Or gone. Never mind. In this week's 1 minute read blog, Bill Farquharson changes those thoughts.
- [The Confidence Myth](https://salesvault.pro/the-confidence-myth/) - When it comes to selling with confidence, we have it all wrong...so says Bill Farquharson in this week's Sales Blog.
- [Distracted Selling](https://salesvault.pro/distracted-selling/) - A defensive driving course teaches young drivers about distractions. This week's Short Attention Span Sales Tip approaches the subject from a different angle.
- [Your Digital Story](https://salesvault.pro/your-digital-story/) - Everyone has a story to tell. But, we also have stories told about us...stories that affect our sales. In this week's Short Attention Span Sales Tip, Bill Farquharson challenges you to take charge of your online persona so your customers see you in the best possible light.
- [Recalculating: Your Route Around the Price Objection](https://salesvault.pro/recalculating-your-route-around-the-price-objection/) - You quote, you lose. You quote, you lose. You quote, you lose. Are we having fun yet? In this week's Short Attention Span Sales Tip, Bill Farquharson offers up a different approach.
- [Fully Promoted Replay: Your Website, Email Signature, and LinkedIn Profile Walk into a Bar…](https://salesvault.pro/fully-promoted-replay-your-website-email-signature-and-linkedin-profile-walk-into-a-bar/) - Your digital presence is often your first impression. In this Fully Promoted–exclusive Sales Vault workshop, Bill Farquharson guides members through a fun but focused exploration of how your website, email signature, and LinkedIn profile can make — or break — your credibility. Learn how to audit your online presence, personalize your messaging, and create a digital footprint that attracts the right prospects and builds trust.
- [Recap & Replay: AI RX: Automating Access & Accelerating Sales in Hospitals](https://salesvault.pro/recap-replay-ai-rx-automating-access-accelerating-sales-in-hospitals/) - Watch this advanced Sales Vault workshop to learn how AI can streamline your hospital sales strategy. Get tools, prompts, and downloadable guides for selling print, signage, and promo to healthcare buyers.
- [Fully Promoted Replay: Run the Room, Run the Deal](https://salesvault.pro/fully-promoted-replay-run-the-room-run-the-deal/) - The first sales appointment can make—or break—the deal. Learn how to prepare, guide, and close like a pro in this Fully Promoted Sales Vault workshop replay. Perfect for franchisees looking to own the conversation from hello to follow-up.
- [Recap & Replay: What Buyers Are Thinking (But Won’t Tell You)](https://salesvault.pro/recap-replay-what-buyers-are-thinking-but-wont-tell-you/) - Buyers rarely say what they’re really thinking—but their silence speaks volumes. In this Sales Vault replay, learn how to uncover hidden objections, minimize risk concerns, and align with your buyer’s real decision-making mindset.
- [August 2025: Back to School...Selling to Colleges](https://salesvault.pro/august-2025-back-to-school-selling-to-colleges/) - Unlock the higher ed market this August with The Sales Vault. Learn how to sell print, signage, and promotional products to colleges through webinars, AI workshops, and live weekly sales trainings. Join the full “Selling to Colleges” series now.
- [Git ‘er Done: How to Avoid Distractions](https://salesvault.pro/git-er-done-how-to-avoid-distractions/) - Got distractions? Here's some thoughts on how to carve out a little quiet time. Read Bill Farquharson's blog.
- [Recap & Replay: Selling to Hospitals Webinar with special guest Peter Holden](https://salesvault.pro/recap-replay-selling-to-hospitals-webinar-with-special-guest-peter-holden/) - Unlock proven strategies to sell print, promo, and signage to hospitals with insider tips from Peter Holden, a former hospital CEO. Learn how to navigate vendor approval, identify decision-makers, and stand out in a regulated industry.
- [Fully Promoted Replay: How to Double Your Bidding "Win" Success](https://salesvault.pro/fully-promoted-replay-how-to-double-your-bidding-win-success/) - Replay this interactive Fully Promoted Sales Vault workshop where Bill Farquharson and fellow franchise members discuss how to improve bid follow-up strategies, stand out from the competition, and boost proposal win rates using psychology, structure, and brand storytelling.
- [Recap & Replay: Tell Me About Your Business: Turning Conversations into Sales Gold](https://salesvault.pro/recap-replay-tell-me-about-your-business-turning-conversations-into-sales-gold/) - Replay this interactive Sales Vault workshop where Bill Farquharson and members explore how to lead with curiosity and transform casual conversations into real sales opportunities. Learn how to go deeper, ask better questions, and overcome common sales objections.
- [An Odd Sales Compliment](https://salesvault.pro/an-odd-sales-compliment/) - When a prospective client rewards your diligent sales efforts with these words, it is high praise indeed. Read more in Bill Farquharson's blog.
- [A New Sales Rep's Journey](https://salesvault.pro/a-new-sales-reps-journey/) - Do you remember when you first started out? Remember the fear? The anxiety? The rejection? In this week's blog, take a walk down Memory Lane with Bill Farquharson.
- [One Less Thing](https://salesvault.pro/one-less-thing/) - You know you need to post on LinkedIn but don't have any idea what to write. In this week's Short Attention Span Sales Tip, Bill Farquharson shares his thought process.
- [The Wimbledon Difference](https://salesvault.pro/the-wimbledon-difference/) - You've probably never noticed this key differentiator before, but once you look for it and compare, nothing comes close. Even non-tennis fans will get something out of Bill Farquharson's Short Attention Sales Tip this week.
- [Hitting the Content Bullseye](https://salesvault.pro/hitting-the-content-bullseye/) - You know you need to post on LinkedIn but don't have any idea what to write. In this week's Short Attention Span Sales Tip, Bill Farquharson shares his thought process.
- [Recap & Replay: From Dead Leads to Warm Starts: Resurrecting Cold Accounts with AI](https://salesvault.pro/recap-replay-how-to-use-ai-to-revive-dead-leads-and-cold-accounts/) - Learn how to breathe new life into old leads using AI tools like ChatGPT and CRM automation. This Sales Vault workshop explores smart re-engagement strategies, from crafting irresistible subject lines to setting up automated follow-ups.
- [Sell Past the Close: The New Rule That Works](https://salesvault.pro/sell-past-the-close-the-new-rule-that-works/) - Bill Farquharson broke one of the golden rules of sales—don’t sell past the close—and it worked. In this Short Attention Span Sales Tip, find out why following up after the deal is done might be your smartest move yet.
- [Recap & Replay: Run the Room, Run the Deal](https://salesvault.pro/recap-replay-run-the-room-run-the-deal/) - Learn how to take control of your first sales appointment with confidence and clarity. This Sales Vault workshop walks you through preparation, opening strategies, discovery questions, and how to avoid getting ghosted. Perfect for print, promo, and signage sales reps.
- [Fully Promoted Replay: Overcoming the "Price" Objection](https://salesvault.pro/fully-promoted-replay-overcoming-the-price-objection/) - Watch this exclusive Sales Vault workshop for Fully Promoted members to learn how to confidently overcome the price objection. Gain practical rebuttals, value-based strategies, and real-world tactics to close more sales without discounting.
- [Selling by Their Rules](https://salesvault.pro/selling-by-their-rules/) - A post-golf conversation over a beer planted a thought in Bill Farquharson's head: Whose rules are we following when we sell? Get it right and you have a client for life. Read more in this week's blog.
- [Recap & Replay: Your Website, Email Signature, and LinkedIn Profile Walk into a Bar…](https://salesvault.pro/recap-replay-your-website-email-signature-and-linkedin-profile-walk-into-a-bar/) - Your digital footprint speaks before you do. In this interactive Sales Vault session, members dissected websites, LinkedIn profiles, and email signatures to uncover common pitfalls and smart upgrades that increase credibility, trust, and alignment with your brand.
- [LinkedIn Anomalies: Why Some Posts Go Viral](https://salesvault.pro/linkedin-anomalies-why-some-posts-go-viral/) - Four of Bill Farquharson’s LinkedIn posts unexpectedly went viral. In this Short Attention Span Sales Tip, Bill digs into one of those posts to spotlight a lesson in recognition, retention—and why your top sales rep might be getting ready to leave.
- [5 AI Lessons From the 6 Months of 2025](https://salesvault.pro/5-ai-lessons-from-the-6-months-of-2025/) - At the halfway point of 2025, Bill Farquharson challenges you to review not just your sales results, but also your progress with AI. In this Short Attention Span Sales Tip, discover 5 key lessons to sharpen your sales strategy and stay competitive in an AI-driven world.
- [July 2025: Sales Rx - Selling to Hospitals](https://salesvault.pro/july-2025-sales-rx-selling-to-hospitals/) - Join The Sales Vault this July for expert workshops and AI-driven strategies focused on selling to hospitals. Get insights, tools, and scripts for breaking into the healthcare sector.
- [June 2025: Why Aren't You Selling More?](https://salesvault.pro/june-2025-why-arent-you-selling-more/) - The Sales Vault tackles one powerful question this June: “Why aren’t you selling more?” Join our community for weekly workshops and a June 17 AI webinar packed with smart solutions for sales growth—from lead-gen and time management to closing big deals.
- [April 2025: Systematic Selling](https://salesvault.pro/april-2025-sales-process/) - April 2025 in The Sales Vault is focused on Systematic Selling. This is your go-to resource hub for everything April—featuring 10 expert sales process tips, a worksheet to prep for Bill’s mid-month workshop, a special AI webinar to streamline your efforts, and weekly Marketing Workshops to keep your momentum going.
- [May 2025: Mastering the Art of Selling Signage](https://salesvault.pro/may-2025-selling-signs/) - May 2025 in The Sales Vault is focused on selling signage. This is your go-to resource hub for everything May—featuring 10 expert sign sales tips, a deep dive on selling signs at Bill’s mid-month workshop, a special AI webinar to streamline your efforts, and weekly Marketing Workshops to keep your momentum going.
- [March 2025: Win New Business!](https://salesvault.pro/march-2025-new-business/) - March is all about mastering the art of new business development! Throughout the month, we’ll be sharing actionable tips, insightful workshops, and fresh strategies designed to help you find, connect with, and win new customers and/or gain additional business from your existing accounts. Whether you’re looking to refine your prospecting process, leverage AI for outreach, or strengthen your sales approach, you’ll get practical ideas to drive real growth. Stay tuned for a month packed with valuable content to help you build your pipeline and close more deals!
- [February 2025: Find Your BEST Next Customer](https://salesvault.pro/february-2025-find-your-best-next-customer/) - Discover how February 2025 in The Sales Vault centered on proven lead generation strategies, an AI-focused webinar, and a live workshop with Bill—plus resources and replays to help you boost your pipeline. Stay tuned for March’s new business development tactics.
- [10 Things You Need to Know About Selling Signs](https://salesvault.pro/10-tips-on-selling-signs/) - Boost your signage sales with Bill Farquharson’s top 10 tips for selling signs. Learn how to position signage as essential, upsell with ease, and win more profitable projects. Read now and start selling smarter!
- [April 2025: Sales by Design Workshop](https://salesvault.pro/april-2025-sales-by-design-workshop/) - Learn how to build a repeatable, scalable sales process that wins new business and grows existing accounts. Replay this hands-on workshop packed with creative outreach strategies, CRM tips, and real-world examples from top sellers.
- [May 2025: Sign Language for Sales Reps](https://salesvault.pro/may-2025-sign-language-for-sales-reps/) - Learn how to grow your signage sales with smart strategies from Bill Farquharson. Watch the replay of “Sign Language for Sales Reps” to discover how to position signs as solutions, create signage packages, and close deals faster.
- [Recap & Replay: How to Build a Repeatable 12-Week Marketing Campaign That Actually Works](https://salesvault.pro/recap-replay-how-to-build-a-repeatable-12-week-marketing-campaign-that-actually-works/) - Stop winging it. Learn how to build a sustainable, repeatable 12-week marketing plan that keeps you visible without burning out. Real strategies, campaign formats, and AI tools included.
- [Recap & Replay: Bill Says Marketing is the New Sales. So, Why Aren’t You Doing It?](https://salesvault.pro/recap-replay-bill-says-marketing-is-the-new-sales-so-why-arent-you-doing-it/) - Discover why consistent marketing is essential for sales success—and what’s holding you back. In this interactive Sales Vault replay, Bill Farquharson and peers unpack practical strategies to overcome inertia and create sustainable marketing habits.
- [Recap & Replay: From Cold to Warm, How to Open More Doors](https://salesvault.pro/recap-replay-from-cold-to-warm-how-to-open-more-doors/) - Learn how to turn cold outreach into warm connections using LinkedIn, email sequences, and value-based selling. Replay this Sales Vault workshop to hear what's working—and what's not—for real sales pros navigating today’s B2B landscape.
- [Recap & Replay: Sales and Marketing for Customer Retention (Not Just Acquisition)](https://salesvault.pro/recap-replay-sales-and-marketing-for-customer-retention-not-just-acquisition/) - Learn how to increase sales by strengthening client relationships. This Sales Vault workshop covers print, promo, and signage strategies that build loyalty, drive upsells, and keep your brand top-of-mind with existing customers.
- [Recap & Replay: Selling the Value, Not the Product](https://salesvault.pro/recap-replay-selling-the-value-not-the-product/) - Learn how to shift your sales conversations from specs and price to outcomes and impact. In this Sales Vault workshop, Bill Farquharson and members discuss how to sell creativity, expertise, and results—not just stuff.
- [Prospect Small, Sell Big](https://salesvault.pro/prospect-small-sell-big/) - Bill Farquharson bristles at the common belief, sales is a numbers game. In this week's blog, he presents an alternate approach.
- [Differentiate Your Next Email Appointment Request](https://salesvault.pro/differentiate-your-next-email-appointment-request/) - You are emailing a prospect looking for an appointment. If your efforts aren't working, perhaps you could use the advice in Bill Farquharson's blog.
- [Marchand-Like Anticipation](https://salesvault.pro/marchand-like-anticipation/) - With the Stanley Cup Finals now over, Bill Farquharson examines the play of Brad Marchand and writes in this week's blog how you can score your next selling opportunity.
- [Solution Now, Anger Later](https://salesvault.pro/solution-now-anger-later/) - An order has gone wrong and the client is furious. They say it's your fault but you know it's not. Before you solve that mystery, there is something even more important to get to and Bill Farquharson writes about it in his blog this week.
- [SpeedPro Replay: Make Every Season Your Most Profitable](https://salesvault.pro/speedpro-replay-make-every-season-your-most-profitable/) - Watch the SpeedPro Owner Exclusive workshop replay, "Seasonal Selling Mastery," and uncover fresh strategies to align your signage services with seasonal opportunities, industry cycles, and vertical-specific campaigns.
- [Making a Good Post Great](https://salesvault.pro/making-a-good-post-great/) - When you bake a cake and want to make sure it is fully cooked, you are taught to stick a knife in it. Clean knife means done. When you are creating content to post, Bill Farquharson has a tip for you to know when it is not just good, but great.
- [Your Sales Swing Thought](https://salesvault.pro/your-sales-swing-thought/) - Just as a golfer needs to clear his head of all bad thoughts before hitting the ball, you can come up with your own "sales swing thought" or you can use the example Bill Farquharson gives in this week's Short Attention Span Sales Tip.
- [Get Better, Sell More](https://salesvault.pro/get-better-sell-more/) - In the front row of one Bill Farquharson's very first presentations ever sat a man who was already the top rep in the building. He could easily have skipped the presentation and sailed along as a multi-million dollar salesman, but there he was, trying to get better. Ideas to help YOU get better are in Bill's Short Attention Span Sales Tip this week.
- [Trust, Sales, and Time](https://salesvault.pro/trust-sales-and-time/) - Bill Farquharson's granddaughter appears to have the stranger-danger gene. Unfortunately, she demonstrates it any time he is around. His best tactic for winning her trust is akin to yours when it comes to a new account, and that is this week's Short Attention Span Sales Tip.
- [How to Get Your Point Across in Written Form](https://salesvault.pro/how-to-get-your-point-across-in-written-form/) - Are your customers excited to hear from you? When an email pops up in their inbox, do they rush to open it or roll their eyes? You'll do a better job at getting your point across in writing after reading Bill Farquharson's blog (which you are hopefully excited to read).
- [The Non-Sales Sales Factor](https://salesvault.pro/the-non-sales-sales-factor/) - "I'm no sales person" said the selling owner. But Bill Farquharson showed how 38 five-star Google Reviews reveal a different story. Learn an important part of sales you haven't thought twice about until now. See Bill's Short Attention Span Sales Tip.
- [Two Things to Say About Sales Objections](https://salesvault.pro/two-things-to-say-about-sales-objections/) - Why use 250 words when 50 will get your point across just fine? In this week's blog, Bill Farquharson goes with brevity to make two important points about sales objections.
- [Why Your Great Idea Didn't Sell](https://salesvault.pro/why-your-great-idea-didnt-sell/) - What just happened? You are walking out of a meeting where you presented the perfect solution to the client's need...but no sales was made. Don't you wish you'd seen Bill Farquharson's Short Attention Span Sales Tip ahead of time.
- [Recap and Replay: "How to Keep Your Marketing Personal in an Automated World"](https://salesvault.pro/recap-and-replay-how-to-keep-your-marketing-personal-in-an-automated-world/) - AI can make your marketing faster—but can it make it better? Learn how to use automation without losing your voice, and discover where the human touch really counts.
- [Recap and Replay: "Selling Without Selling: Using Education as Your Secret Marketing Weapon"](https://salesvault.pro/recap-and-replay-selling-without-selling-using-education-as-your-secret-marketing-weapon/) - Learn how to position yourself as a trusted expert. From tip sheets and checklists to videos and workshops, this replay explores practical ways to sell without selling.
- [The Positive of Negative Feedback](https://salesvault.pro/the-positive-of-negative-feedback/) - Haters gonna hate. The good news, you can use the anger to your advantage. And Bill Farquharson hopes you like this week's Short Attention Span Sales Tip.
- [A Sales Calendar Tip](https://salesvault.pro/a-sales-calendar-tip/) - Don't blink. Before you know it, summer will be here. Before time gets away from you even more, pull out your calendar and think beyond this week. Here, let Bill Farquharson spell it out for you in this week's Short Attention Span Sales Tip.
- [Never Close a Sale](https://salesvault.pro/never-close-a-sale/) - If you have a lot of quotes out there, you need to do two things. The first is to close, close, close. The second is to learn how to sell so you DON'T need to close, close, close. Find out more in Bill Farquharson's blog.
- [Fully Promoted Replay: Overcoming Sales Fear](https://salesvault.pro/fully-promoted-replay-overcoming-sales-fear/) - Discover practical techniques to conquer sales anxiety in this exclusive Fully Promoted Sales Vault workshop. Learn how to turn fear into focus and close more deals with confidence.
- [I Know I Know You, But...](https://salesvault.pro/i-know-i-know-you-but/) - You are at a mall when you see a familiar face. They look at you and smile, then walk towards you to say hello. In the interim, you panic and go through your Rolodex of names but nothing comes to you. There is an awkwardness that can be cured two ways: miraculous recall or...reading Bill Farquharson's blog.
- [SpeedPro Replay: What Sets You Apart?](https://salesvault.pro/speedpro-replay-what-sets-you-apart/) - Watch the May 2025 Sales Vault SpeedPro Owner Workshop replay to learn actionable ways to stand out in the signage industry. Topics include real-world differentiation strategies, customer education, high-touch service, and sales leadership insights.
- [SpeedPro Replay: The Future of Content Generation](https://salesvault.pro/speedpro-replay-the-future-of-content-generation/) - Discover how SpeedPro studio owners can leverage ChatGPT for content creation, marketing campaigns, LinkedIn visibility, and AI image generation in this Sales Vault workshop replay with guest AI expert Emma Farquharson.
- [Recap and Replay: “The Power of the First 30 Days: Marketing to New Clients After the Sale"](https://salesvault.pro/recap-and-replay-the-power-of-the-first-30-days-marketing-to-new-clients-after-the-sale/) - Learn how to make the most of the first 30 days after the sale. This replay shares real-world strategies for onboarding, follow-up, and delivering standout customer experiences that boost loyalty and long-term sales.
- [Sales Quiz](https://salesvault.pro/sales-quiz/) - Ever asked yourself, "What am I doing wrong?" Of course you have. In this week's Short Attention Span Sales Tip, Bill Farquharson gives sales people a way to find an answer.
- [Things You Can't Teach a New Rep](https://salesvault.pro/things-you-cant-teach-a-new-rep/) - The thing about starting up as a new sales person is you can take hours and hours of training classes to learn the do's and don't and how's, but there a few points which are completely untrainable, and that's what Bill Farquharson has on his mind in this week's blog.
- [Recap and Replay: “I didn't know you did that!"](https://salesvault.pro/recap-and-replay-i-didnt-know-you-did-that/) - Learn how to proactively educate your customers about your full range of products and services, build stronger client relationships, and grow your share of wallet. Discover strategies for storytelling, outreach, and cross-selling.
- [Recap and Replay: “The Loyalty Ladder: Turning One-Time Buyers into Lifelong Clients"](https://salesvault.pro/recap-and-replay-the-loyalty-ladder-turning-one-time-buyers-into-lifelong-clients/) - Discover proven strategies to create meaningful loyalty programs, automate personalized outreach, and increase repeat business. Learn how AI can scale your appreciation efforts and build long-term client relationships.
- [Top 10 Reasons to Have a Sales Process](https://salesvault.pro/systematic-selling-10-tips/) - The spotlight is on systematic selling this April 2025 in The Sales Vault. Check out these 10 thoughts from Bill Farquharson on the value of establishing a repeatable, reliable process that works for YOU, to grow with confidence and consistency.
- [See If You Can Spot the Problem](https://salesvault.pro/see-if-you-can-spot-the-problem/) - A print shop owner has a problem: He can't get a new sales hire to stick around. In this week's blog, Bill Farquharson shares the transcript of his conversation and asks, "Can you spot the problem?" Help Bill's customer by sharing your thoughts on why there is a revolving door of new sales hires.
- [Recap and Replay: “Marketing the Actually Works"](https://salesvault.pro/recap-and-replay-marketing-the-actually-works/) - Discover easy, effective marketing strategies from real Sales Vault members. Learn how busy print and promo shops generate leads, close deals, and build campaigns that convert—without overcomplicating the process.
- [Sell Like You Mean It, But You Don't Need It](https://salesvault.pro/sell-like-you-mean-it-but-you-dont-need-it/) - When Caddyshack's Judge Schmails said, "It's easy to grin when your ship comes in," he wasn't talking about sales. But when Bill Farquharson considers the Judge's words, he comes up with a compelling thought in this week's blog.
- [Check In. Keep Up.](https://salesvault.pro/check-in-keep-up/) - How do you keep it all straight? Your list of activities and opportunities can result in a dizzying amount of record-keeping and cause you to drop the ball now and then. This is Bill Farquharson's greatest fear and in this week's Short Attention Span Sales Tip, he shares a quick organization hack.
- [That Little Extra](https://salesvault.pro/that-little-extra/) - Differentiation comes in many forms. A printer is a printer is a printer. All transactions are the same. But every once in a while you come across a small difference-maker. Bill Farquharson saw one while his wife was hanging a picture and it turned into ideas that can help you stand out. Read Bill's blog.
- [Sales Fear](https://salesvault.pro/sales-fear/) - What do disruptive middle school kids, blood donation, and selling print have in common? Find out in this week's Short Attention Span Sales Tip.
- [Recap and Replay: “From Order Taker to Opportunity Maker" Marketing Workshop](https://salesvault.pro/recap-and-replay-from-order-taker-to-opportunity-maker-marketing-workshop/) - Discover how to move beyond transactional sales and into value-driven conversations. In this session, you'll learn real-world tactics to upsell, cross-sell, and build lasting client relationships — even in challenging times.
- [Sales Woulda, Coulda, Shoulda](https://salesvault.pro/sales-woulda-coulda-shoulda/) - If you could go back in time, you could buy Apple's stock after their IPO and correctly predict the Super Bowl. While time travel is not currently available, you can read this week's Short Attention Span Sales Tip and learn how to impact your sales future right now.
- [Best Things to Say to a Customer Right Now](https://salesvault.pro/best-things-to-say-to-a-customer-right-now/) - There are two types of people: Those who love roller coasters and those who don't. Both groups, however, are united in their feelings about a roller coaster economy. As sales people, we need to know what to say to our clients. In this week's blog, Bill Farquharson shares a few do's and don't's.
- [One Prospect, Four Sales Calls](https://salesvault.pro/one-prospect-four-sales-calls/) - Researching a company prior to making the sales call, while critical, is time-consuming. In this week's Short Attention Span Sales Tip, Bill Farquharson talks about how to turn one prospect into four opportunities to make a sale.
- [Weekly & Ongoing Tasks for Sales Growth](https://salesvault.pro/weekly-ongoing-tasks-for-sales-growth/) - Download this essential guide from Bill Farquharson to organize weekly and ongoing sales tasks, improve prospecting, pipeline management, and personal development, and unlock consistent growth in print, signage, and promo sales.
- [Growth Strategy Worksheet Download](https://salesvault.pro/growth-strategy-worksheet-download/) - Download this free strategic planning worksheet designed for print, signage, and promotional product sales reps and owners. Reflect on 40 essential questions to identify growth opportunities, overcome roadblocks, and scale your business.
- [Recap and Replay: “Why Aren't You Selling More" Marketing Workshop](https://salesvault.pro/recap-and-replay-why-arent-you-selling-more-marketing-workshop/) - Watch the replay of the March 31, 2025 Sales Vault workshop. Discover the real reasons your sales might be stuck—procrastination, fear, pricing issues, or lack of face time—and how to break through.
- [March 2025: Mastering New Business Development Workshop](https://salesvault.pro/march-2025-mastering-new-business-development-workshop/) - Watch the Replay Watch the Replay
- [March 2025 Sales Vault: New Business Worksheet Download](https://salesvault.pro/march-2025-sales-vault-new-business-worksheet-download/) - Download our New Business Worksheet to prepare for the March 17 and 25 Sales Vault workshops. Reflect on your sales strategy, accountability, and growth goals to boost your revenue.
- [Recap and Replay: “Essential Tasks for Managing and Growing Your Business" Marketing Workshop](https://salesvault.pro/recap-and-replay-essential-tasks-for-managing-and-growing-your-business-marketing-workshop/) - Watch the replay of the March 24, 2025 Sales Vault Marketing Workshop. Learn the overlooked daily, weekly, and monthly tasks that drive growth for print, promo, and signage businesses. Plus, discover how AI can save you time and boost sales.
- [AI-Powered Prospecting](https://salesvault.pro/ai-powered-prospecting/) - Referrals are every sales rep's best form of new business development. How can AI help? Listen in on a conversation between Bill and Emma Farquharson in this week's blog.
- [AI's Shortcut to Smarter Answers](https://salesvault.pro/ais-shortcut-to-smarter-answers/) - A Google search gives you results, but can also lead you down time-wasting chains of information. Save time with AI and Emma Farquharson's conversation with Bill on how AI can help get you better information, faster.
- [Recap and Replay: “Charting the Path Forward – Essential Questions for Growth" Marketing Workshop](https://salesvault.pro/recap-and-replay-charting-the-path-forward-essential-questions-for-growth-marketing-workshop/) - Unlock strategies to evaluate your market position, pinpoint opportunities, and craft a winning plan. In this March 17th Sales Vault workshop, Bill Farquharson reveals the essential questions every print, signage, and promo company must ask to fuel growth.
- [Opening Day for Sales](https://salesvault.pro/opening-day-for-sales/) - In a few days, Major League Baseball begins its 2025 season. This special event prompted long-time fan Bill Farquharson to bring an idea to this week's Short Attention Span Sales Tip.
- [AI Research = Better Sales](https://salesvault.pro/ai-research-better-sales/) - The single most important sales skill a rep can have? Pre-call research. In this week's blog, learn how to harness the power of AI to secure more appointments.
- [Dress to Express Success](https://salesvault.pro/dress-to-express-success/) - What do your shoes, clothes, car, hair, and handshake have in common? Find out by reading/watching this week's Short Attention Span Sales Tip.
- [Special Sales Tip for [Insert Name Here]](https://salesvault.pro/special-sales-tip-for-insert-name-here/) - Go ahead and automate your sales process. Engage AI wherever it will help you. But make sure to also follow Bill Farquharson's advice in this week's Short Attention Span Sales Tip.
- [Lemonade from Printing a Lemon](https://salesvault.pro/lemonade-from-printing-a-lemon/) - When is a printing error a GOOD thing? When you end up better off BECAUSE of the error! Not easy to do, but with help from AI, you can turn your lemons into, well, you know...
- [SpeedPro Replay: “Making Initial Contact & Maintaining Relationships](https://salesvault.pro/speedpro-replay-making-initial-contact-maintaining-relationships/) - Learn how fellow top SpeedPro owners and sales reps tackle today’s toughest relationship-building hurdles. Get real-world tips on networking, overcoming pricing objections, and creating a brand story that resonates. Watch the replay now!
- [The Creativity Reservoir](https://salesvault.pro/the-creativity-reservoir/) - A 3-year-old bounces around Bill Farquharson's house with seemingly limitless energy. But eventually, even he hits the wall. In this week's Short Attention Span Sales Tip, Bill talks about the importance of understanding your creative limits and planning for it with an eye towards making better use of your time.
- [Recap and Replay: “Getting the Meeting: How to Give Clients a Reason to Say Yes” Marketing Workshop](https://salesvault.pro/recap-and-replay-getting-the-meeting-how-to-give-clients-a-reason-to-say-yes-marketing-workshop/) - Struggling to get in front of key customers or prospects? Discover creative tactics from our March 3rd workshop—ranging from business reviews and new solutions pitches to gift boxes and virtual coffee chats—and learn how to transform your outreach into meaningful, revenue-boosting face time.
- [10 Quick Tips On New Business Development](https://salesvault.pro/10-quick-tips-on-new-business-development/) - March 2025 in The Sales Vault is all about mastering the art of new business development. Here are 10 quick tips to help you find, connect with, and win new customers and/or gain additional business from your existing accounts.
- [Own the Stage: Bill Farquharson’s Pro Tips for Knockout Live Presentations](https://salesvault.pro/own-the-stage-bill-farquharsons-pro-tips-for-knockout-live-presentations/) - Discover Bill Farquharson’s proven tactics to grab attention, engage your audience, and leave a lasting impression. Learn how to plan, practice, and ‘stick the landing’ in your next live presentation.
- [More Lead Gen Sources](https://salesvault.pro/more-lead-gen-sources/) - As we wrap up the February 2025 unit on Lead Generation, you'll find additional resources here to help you identify the right target market to get more leads.
- [Recap and Replay: Find Your Next Best Customer: Innovative Lead-Gen Strategies](https://salesvault.pro/recap-and-replay-find-your-next-best-customer-innovative-lead-gen-strategies/) - Discover innovative ways to attract and convert high-quality leads in the print, signage, promo, labels, and packaging industries. This workshop explores proven lead-generation strategies, including networking, referrals, social media, industry research, and AI-driven prospecting.
- [Recap and Replay: “Selling the Value: Highlighting the Benefits of Print, Signage, and Promo Products” Marketing Workshop](https://salesvault.pro/recap-and-replay-selling-the-value-highlighting-the-benefits-of-print-signage-and-promo-products-marketing-workshop/) - Discover proven tactics to showcase the real-world benefits of print, signage, and promotional products. Learn how to position your offerings, educate clients, and make physical marketing tools stand out in today’s digital landscape.
- [Get Perplexed by AI](https://salesvault.pro/get-perplexed-by-ai/) - As if AI isn't confusing enough, they had to go and name one important AI tool "Perplexity". Are they mocking us? In this week's blog, Bill and Emma banter about Perplexity and provide insight into how it can help you.
- [AI-Infused Wicked Smaht Research](https://salesvault.pro/ai-infused-wicked-smaht-research/) - Congratulations on getting that appointment with a top prospect. Now comes the arduous task of preparing for the sales call. But thanks to AI, what used to take hours can now take minutes....if you listen to the advice in Bill and Emma Farquharson's blog this week.
- [Recap and Replay: “Marketing Smarter: Budget-Conscious Strategies for Maximum Impact” Marketing Workshop](https://salesvault.pro/recap-and-replay-marketing-smarter-budget-conscious-strategies-for-maximum-impact-marketing-workshop/) - Discover cost-effective ways to elevate your marketing without overspending. Learn free and low-cost strategies to maximize visibility, strengthen client relationships, and drive growth in this exclusive Sales Vault workshop replay.
- [How to Communicate More Clearly](https://salesvault.pro/how-to-communicate-more-clearly/) - Steve Martin once said, "Some people have a way with words. Others not have way." True, but why do so many of the latter go into sales? In this week's Short Attention Span Sales Tip, Bill Farquharson gives tips for organizing ADD-laden thoughts into coherent information.
- [The Trade Show Sales Opportunity](https://salesvault.pro/the-trade-show-sales-opportunity/) - Most people see a trade show as a sensory overloading, noise inducing, germ spreading cacophony of people and products. You see it as the sales opportunity it really is...if you play your hand correctly. In this week's Short Attention Span Sales Tip, Bill Farquharson tells you how and when to make your move.
- [Landing the Big Fish | January 6th Insider Replay](https://salesvault.pro/landing-the-big-fish-january-6th-insider-replay/) - Watch the replay of the January 6th Landing the Big Fish Workshop with Bill Farquharson.
- [Landing the Big Fish | July 26 Insider Replay](https://salesvault.pro/landing-the-big-fish-july-26-insider-replay/) - Watch the replay of Bill's July 26th "Landing the Big Fish" workshop.
- [Landing the Big Fish | Jan 4 Insider Replay](https://salesvault.pro/landing-the-big-fish-jan-4-insider-replay/) - Watch the replay of Bill Farquharson's "Landing the Big Fish" January 4th workshop.
- [Landing the Big Fish | Sept. 28th Insider Replay](https://salesvault.pro/landing-the-big-fish-sept-28th-insider-replay/) - Watch the replay of Bill Farquharson's "Landing the Big Fish" September 28th workshop.
- [Innovative Lead Sources Workshop | Feb. 17 Insider Replay](https://salesvault.pro/innovative-lead-sources-workshop-feb-17-insider-replay/) - Watch the replay of the February 17th Innovative Lead Sources Workshop with Bill Farquharson.
- [Innovative Lead Sources | July 7 Insider Replay](https://salesvault.pro/innovative-lead-sources-july-7-insider-replay/) - Watch the replay of Bill's July 7th "Innovative Lead Sources" workshop.
- [Innovative Lead Sources | Nov. 8th Insider Replay](https://salesvault.pro/innovative-lead-sources-nov-8th-insider-replay/) - Watch the replay of Bill Farquharson's "Innovative Lead Sources" November 8th workshop.
- [Innovative Lead Sources | April 2023 Insider Replay](https://salesvault.pro/innovative-lead-sources-april-2023-insider-replay/) - Watch the replay of Bill Farquharson's April 2023 "Innovative Lead Sources" workshop.
- [Innovative Lead Sources | Oct 10th Insider Replay](https://salesvault.pro/innovative-lead-sources-oct-10th-insider-replay/) - Watch the replay of Bill Farquharson's "Innovative Lead Sources" workshop from October 10th.
- [Innovative Lead Sources | March 12th Insider Replay](https://salesvault.pro/innovative-lead-sources-march-12th-insider-replay/) - Watch the replay of Bill Farquharson's "Innovative Lead Sources" workshop from March 12th.
- [Using DeepSeek to Land an Appointment](https://salesvault.pro/using-deepseek-to-land-an-appointment/) - Have you heard of DeepSeek? This Chinese company shocked the world a few weeks ago and $1 Trillion in market value disappeared the next day. There is a lesson in this story you need to apply in order to gain a face-to-face with that stubborn prospect. Read all about it in this week's Short Attention Span Sales Tip.
- [Recap and Replay: “Storytelling That Sells: Creating Case Studies That Convert ” Marketing Workshop](https://salesvault.pro/recap-and-replay-storytelling-that-sells-creating-case-studies-that-convert-marketing-workshop/) - Discover how to craft powerful case studies that build trust and inspire new business. Learn from the Sales Vault workshop, "Storytelling That Sells," to elevate your marketing success with effective client stories and social proof.
- [Recap and Replay: “Seasonal Selling Mastery: Maximizing Impact Year-Round” Marketing Workshop](https://salesvault.pro/recap-and-replay-seasonal-selling-mastery-maximizing-impact-year-round-marketing-workshop/) - Ready to maximize your marketing success all year long?Watch this workshop replay to master seasonal selling strategies. Discover actionable tips to plan ahead, create timely promotions, and align your marketing with high-impact seasonal events.
- [Worksheet Download! Optimize Your Lead Gen Strategy](https://salesvault.pro/worksheet-download-optimize-your-lead-gen-strategy/) - New business is the key to sustained success. This Lead Generation Worksheet, designed as prep for the February 19th workshop, will help you evaluate your current lead-gen efforts, identify areas for improvement, and prepare a plan to attract high-quality prospects. Download the worksheet now and get ready to grow your sales pipeline!
- [Slow Down. Do Better.](https://salesvault.pro/slow-down-do-better/) - Quick! Read this teaser. Quick! Watch/Read the tip. Quick! Move on to the next task, then the next, the next. Then, go home. Then, make dinner. Then, hurry, hurry, hurry to bed and do it all again tomorrow. Or...you can take the advice in this week's Short Attention Span Sales Tip and take a different tactic.
- [Your Lead Gen Plan](https://salesvault.pro/your-lead-gen-plan/) - New reps need it. Legacy reps need it. You need it. I need it. "It" is critical to your growth, a must for every sales rep and selling owner and the subject of Bill Farquharson's Short Attention Span Sales Tip this week.
- [The Hole-in-One of Sales](https://salesvault.pro/the-hole-in-one-of-sales/) - There is nothing like a hole-in-one. Whether you witness it or accomplished it yourself, the feeling is one of exuberance matched only by the unique and rare sales accomplishment Bill Farquharson talks about in his blog this week.
- [10 Quick Tips On Lead Generation](https://salesvault.pro/10-quick-hits-on-lead-generation/) - Expand your reach and bring in high-value prospects. February 2025 in the Sales Vault features proven tactics and strategies to pinpoint your most promising leads, spark their interest, and convert them into long-term customers.
- [Your Best Lead Source](https://salesvault.pro/your-best-lead-source/) - Good morning! Many moons ago, when I was a street sales rep schlepping business forms in Worcester Massachusetts (pronounced, “Wuss-tah”), I drove with a handheld tape recorder (first cassette and then digital) on the shotgun seat next to me. If I came upon a potential opportunity, I would reach over, hit “Record,” and speak the
- [Why Do People Buy from You?](https://salesvault.pro/why-do-people-buy-from-you/) - Good morning! I have a very important question for you that I am quite confident that while you have an answer to my question, your answer is completely incorrect. You ready? Here it comes… “Why do people buy from you?” Sit with that question and make some notes. Why do you think people buy from
- [No Small Customers](https://salesvault.pro/no-small-customers/) - Good morning! Human nature is a funny thing. I read of a study that said 85% of people will drive 20 minutes to buy an item for $15 instead of the $20 price found locally but only 5% will drive those same 20 minutes to buy something for $1015, choosing instead to pay the $1020
- [The Lazy Print Sales Rep’s Phone Script](https://salesvault.pro/the-lazy-print-sales-reps-phone-script/) - My youngest daughter, Madeline, recently took a job working for Hibooks, a start-up competitor to Audible that’s using the Netflix model to build a following. She’s in customer service (no better place for Farquharson sarcasm, she tells me). Madi says this new job has given her a new appreciation for the patience necessary when working
- [How to Turn Trends Into Appointments](https://salesvault.pro/how-to-turn-trends-into-appointments/) - If I asked you to name one trend in the printing industry, chances are you would be up to the challenge. But what if I asked you to name a trend in, say, the banking industry? Now how prepared are you? One of the most powerful, credibility-building sales tools you’ve got is understanding the trends
- [Confidently Overconfident](https://salesvault.pro/confidently-overconfident/) - Good morning!I don’t need to tell you the difference between confidence and overconfidence. That’s a job for Wikipedia or your mother back when you got really full of yourself that time. But there is a conversation that needs to happen in the world of sales, one that allows you to understand where one belongs and
- [Where to Look for Leads](https://salesvault.pro/where-to-look-for-leads/) - As the first of a four-part of the Sales Fundamentals Series, this video-based course focuses on some innovative ways to find quality leads.
- [January 2025: Time Management Primer](https://salesvault.pro/january-2025-time-management-primer/) - The Sales Vault January 2025 Time Management Series Time Management Primer A Step-by-Step Time Management Primer Start choosing how to spend your time wisely, and watch your sales soar! In Greg McKeown’s book, Essentialism, I learned an essential truth: You can do anything, but you can’t do everything. Pair that with Pareto’s Principle—the 80/20 Rule:
- [Best Time Management Question To Ask](https://salesvault.pro/best-time-management-question-to-ask/) - Good morning! I firmly believe the root of good time management is preparation. As I have said countless times before, never leave today without having tomorrow planned. The last thing that you should do every day is to think through everything that’s coming up. What appointments do you have? Who should you be calling? What
- [Recap and Replay: “Evolve Your Customer Base” Marketing Workshop](https://salesvault.pro/recap-and-replay-evolve-your-customer-base-marketing-workshop/) - In this interactive session, the group tackled the challenge of knowing when—and how—to evolve your customer base. The conversation focused on analyzing existing client relationships, identifying high-potential vs. unprofitable customers, and strategically using face-to-face meetings, trade shows, and even AI tools to refine your portfolio. Attendees shared their personal experiences and practical tips for phasing
- [Ten Terrific Time Truths](https://salesvault.pro/ten-terrific-time-truths/) - This column first appeared in Printing Impressions October 2012 © Bill Farquharson When did life get so busy? Why must we Google “free time” in order to recall what it means? And why am on my email at 10pm feeling like a son of anarchy when I should be in a chair watching Sons of
- [10 Keys to Mastering Your Time](https://salesvault.pro/10-keys-to-mastering-your-time/) - Learn how to optimize every minute of your selling day. Discover Bill Farquharson’s top 10 time management tips, from strategic planning to smart delegation, and boost your productivity through The Sales Vault.
- [Recap and Replay: "Sell 50% More, Work 50% Less" January 2025 Time Management Workshop](https://salesvault.pro/recap-and-replay-sell-50-more-work-50-less-january-2025-time-management-workshop/) - Master the art of doing less, better! Discover Bill Farquharson’s proven strategies to amp up sales by focusing on high-impact tasks and freeing up your precious time. Learn how to apply the 80/20 Rule, streamline your schedule, and eliminate time-wasters to increase sales with less effort in this Sales Vault workshop recap.
- [Recap and Replay: “Know Thy Client” Marketing Workshop](https://salesvault.pro/recap-and-replay-know-thy-client-marketing-workshop/) - Deepen your client relationships by understanding their goals, challenges, and future direction. Learn effective research techniques to uncover what drives your clients and how to align your approach with their needs. This session empowers you to sell smarter and build lasting partnerships.
- [LinkedIn Workshop](https://salesvault.pro/1x0c10b8e61f21w0c10323x92/) - Free Workshop Replay The SALES VAULT LinkedIn Profile Workshop Replay & Recap. Learn how to use LinkedIn to make prospects feel like they’ve met you. Get Started today! Simple, Flexible Memberships Get unlimited access to our entire library, live workshops, and AI training—without breaking the bank. Monthly Membership: $69/month Annual Membership: $690/year (Save 2 Months!)
- [React, Recover, Resolve.](https://salesvault.pro/react-recover-resolve-2/) - The phone rings. There is a problem with an order and the client is not happy. What happens next can crush your customer relationship or solidify it. Read more in this week's blog.
- [January Sales Lessons](https://salesvault.pro/january-sales-lessons/) - Now that the month is over, Bill Farquharson has an important question for you and it might just allow him to deliver a smug, "Told ya so." But there is also a repeatable lesson to be found in this week's Short Attention Span Sales Tip.
- [Today’s Nobody, Tomorrow’s Decision-Maker](https://salesvault.pro/todays-nobody-tomorrows-decision-maker/) - Today's decision-maker was yesterday's coffee-fetcher. How can you keep track of movements and lay the foundation for a future sale? Get the answer in this week's blog.
- [Advice to New Sales Reps](https://salesvault.pro/advice-to-new-sales-reps/) - There is no question making contact with a prospect is harder now than ever before. That's why the advice in this week's Short Attention Span Sales Tip is so important to follow.
- [Webinar Replay—Sales & AI: Back to the Future January 2025](https://salesvault.pro/replay-sales-and-ai-back-to-the-future-january-2025-webinar/) - Watch the replay of the January 3, 2025 webinar titled "Sales & AI: Back to the Future" This exclusive bootcamp brings together Bill Farquharson’s “4 Fundamentals of Sales” with the transformative power of AI tools—presented by Dr. Emma Farquharson.
- [Applying Pareto: Work Less, Sell More](https://salesvault.pro/applying-pareto-work-less-sell-more/) - In this four-part video series, I give you a completely different way to think about how to spend your selling time. Some of my discussion points will challenge your long-held beliefs about time management as it relates to sales efficiency.
- [Basic Time Management: The Fundamentals](https://salesvault.pro/basic-time-management-the-fundamentals/) - This is the first of two video-based modules setting the stage for you to improve your time management skills. Learn the not so secret secrets to good time management: preparation and planning is key.
- [Basic Time Management: Strategies](https://salesvault.pro/basic-time-management-strategies/) - This course is a “strongly recommended” prerequisite to the Advanced Time Management Course: Applying Pareto. As you complete each section below, click on the course navigation buttons to progress through the course. This course is the second of two video-based modules setting the stage for you to improve your time management skills. Learn the not-so-secret
- [Digital Printing Sales Action Plan](https://salesvault.pro/digital-printing-sales-action-plan/) - In the following pages we will prepare you with the tools you need to successfully implement your digital print sales action plan. Consider this your do-it-yourself digital printing sales kit.
- [Selling to Verticals](https://salesvault.pro/selling-to-verticals/) - Learn how to look beyond the printed piece, specs and quantities and shine the spotlight on the industry itself. There you will find some fascinating tidbits of information that will help you achieve the goal of solving problems and earning orders, while creating a repeatable industry sales strategy.
- [Want to Sell More Digital Printing?](https://salesvault.pro/want-to-sell-more-digital-printing/) - Take your sales process to a whole new level! Follow Bill's sales fundamentals tenets and success will follow.
- [Digital Printing: Success Through Disruption](https://salesvault.pro/digital-printing-success-through-disruption/) - Selling inkjet is WAY out of the traditional sales rep's comfort zone. The inkjet print sale can be highly technical. And when you add the prospect of variable data printing, it becomes exponentially more complicated. But, there are pathways to success!
- [Identifying Digital Print Opportunities](https://salesvault.pro/identifying-digital-print-opportunities/) - Learn how to rapidly recognize the existence of a digital/inkjet print opportunity from circumstances that might include: A problem a client is trying to solve, A delivery requirement, or even… a need to convey multiple messages to multiple markets. Be able to quickly survey the landscape and identify the best places for digital/inkjet print opportunities.
- ['Dry January', Exercise, and Client Visits](https://salesvault.pro/dry-january-exercise-and-client-visits/) - What do these three things have in common: 'Dry January', Exercise, and Client Visits? Answer: All three appear both in the title and the body of Bill Farquharson's blog this week. Give it a read and find out more.
- [“How do I stay in touch with a prospect but not overdo it?”](https://salesvault.pro/how-do-i-stay-in-touch-with-a-prospect-but-not-overdo-it/) - How do you stay top of mind with a prospect without crossing the line into being a nuisance? After multiple outreach attempts with no response, it can be tough to know when to keep pushing and when to step back. The key is delivering valuable, relevant messages that show you’re persistent, not annoying. But how much follow-up is too much? And how do you strike the perfect balance?
- [Better Than 5 Stars](https://salesvault.pro/better-than-5-stars/) - You've done a great job and received yet another 5 star review. On one hand, that's great for business. But on another, it's next to useless. Bill Farquharson's 5 star Short Attention Span Sales Tip tells you more.
- [A Scientific Approach to AI](https://salesvault.pro/a-scientific-approach-to-ai/) - Like most of us, blogger Bill Farquharson has been curious about AI and, in particular, if it can be trusted. A few months ago, a scientist came along and pushed him in front of an AI train. In this week's blog, he asks a question about AI and integrity.
- [That Terrifying Networking Conversation](https://salesvault.pro/that-terrifying-networking-conversation/) - Given the choice between swimming with sharks and attending a networking event alone, most Short Attention Span Sales Tip recipients will choose the sharks, thankyouverymuch. That is, until they hear what Bill Farquharson has to say on the subject.
- [Pilates and Marketing](https://salesvault.pro/pilates-and-marketing/) - Pilates is the best exercise you can get, but no one gets ripped. The benefits are present but not visible. There is something else exactly like this that helps your sales and is absolutely mandatory. It's...the subject of Bill Farquharson's blog this week
- [Ten 2025 Sales Predictions](https://salesvault.pro/ten-2025-sales-predictions/) - Don't you wish you had a crystal ball and could see the future? Good news! Bill Farquharson does and in this week's Short Attention Span Sales Tip, he shares ten sales predictions with you.
- [Sales Challenges: Prospecting: The 90% Rule](https://salesvault.pro/prospecting-the-90-rule/) - May 1, 2020 | Originally Published On Printing Impressions Ah, human nature. There are things in life that are just predictable: The odds of a dropped piece of buttered toast landing face down. The chances of the driver you just screamed at for cutting you off being your next appointment. And the lack of follow-up
- [Sales Challenges: Do This Before Lowering Your Price](https://salesvault.pro/sales-challenges-do-this-before-lowering-your-price/) - January 1, 2024 | Originally Published On Printing Impressions Pop quiz: What would you do in this situation?An existing account is challenging a repeat order. For years, this has been a no-bid customer whose annual sales volume is steady and above-average profitability (read: they’re not being gouged). Strong relationships. A Norm-enters-Cheers greeting every time you
- [Sales Challenges: Preparation Powers Persuasion](https://salesvault.pro/preparation-powers-persuasion/) - January 1, 2023 | Originally Published On Printing Impressions In his book, What They Don’t Teach You At Harvard Business School, Mark McCormack wrote about how everyone is in sales. Kids, for example, try to sell their parents on the idea that ice cream at 4 o’clock won’t ruin their dinner. Those who grow up
- [Sales Challenges: How to Make Prospecting Easier](https://salesvault.pro/sales-challenges-how-to-make-prospecting-easier/) - August 1, 2023 | Originally Published On Printing Impressions Every other Thursday, I take guitar lessons. In between, I am assigned homework: Play the pentatonic scales. Learn the fretboard. Do some soloing. I know what to do and I know it will help. And yet, I struggle to find/make the time. It just seems like
- [Sales Challenges: Are You Like a Gallon of Milk?](https://salesvault.pro/sales-challenges-are-you-like-a-gallon-of-milk/) - July 1, 2022 | Originally Published On Printing Impressions Heading down aisle after aisle of your local supermarket, you fill your cart with the items from the shopping list while trying not to faint at the sharp uptick in prices across the board. Arriving in the dairy section, you examine the choices for milk. $4.39
- [Sales Challenges: How to Differentiate Yourself](https://salesvault.pro/sales-challenges-how-to-differentiate-yourself/) - October 1, 2022 | Originally Published On Printing Impressions When we were younger, no one wanted to stand out. Grade school, junior high (as it was once called), and high school was survivable so long as you weren’t different in any way. Once you become an adult, of course, being different becomes the goal. We
- [Sales Challenges: How to Get an Appointment](https://salesvault.pro/sales-challenges-how-to-get-an-appointment/) - February 1, 2021 | Originally Published On Printing Impressions It was never easy to get an appointment with a decision-maker and any veteran sales rep who says otherwise has blocked out the memories of phones ringing in perpetuity (pre-voice mail, mind you) and no electronic options (email, cell phones, texting). Fresh on everyone’s mind are
- [Surfing for Steady Sales Success](https://salesvault.pro/surfing-for-steady-sales-success/) - May 1, 2021 | Originally Published On Printing Impressions Society in general is set up to believe that the end goal of work is retirement. Put in your 30 to 40 years and you, too, can be on a beach somewhere clad in unattractive shorts, a torn T-shirt, and a metal detector. Pre-COVID, we salespeople,
- [Networking with Purpose—Transform Conversations into Clients](https://salesvault.pro/networking-with-purpose-transform-conversations-into-clients/) - Watch the video Replay Watch the Replay
- [Sales Challenges: When You Don't Feel Like Selling](https://salesvault.pro/sales-challenges-when-you-dont-feel-like-selling/) - February 1, 2024 | Originally Published On Printing Impressions @piworld.org I hear it more than you’d think: “I can’t sell. I don’t want to sell. I hate sales …” followed by the inevitable kicker. “… but I need to grow my sales. What do I do?” So, just so I understand this: You need to
- [Sales Challenges: Getting to Your Next Sales Level](https://salesvault.pro/sales-challenges-getting-to-your-next-sales-level/) - April 19, 2023 | Originally Published On Printing Impressions @piworld.org When the 2022 golf season kicked off, my handicap was 23.8. For those of you who aren’t smart enough to know better than to throw untold amounts of time, money, and energy at this frustratingly wonderful sport, that’s not great. My goal was to end
- [Worst Case Scenarios: Sales Edition](https://salesvault.pro/worst-case-scenarios-sales-edition/) - August 22, 2024 | Originally Published On Printing Impressions @piworld.org Salespeople are, by nature, optimists. If they weren’t, they would never be able to endure the beatings taken along the way to a successful career. Tomorrow will always be better than today. Your business will grow. Your client base is secure and your customers are
- [Sales Challenges: How to Become Vendor of the Year](https://salesvault.pro/sales-challenges-how-to-become-vendor-of-the-year-2/) - November 9, 2023 | Originally Published On Printing Impressions @piworld.org I have a secret to share. It’s something I have never told anyone, and I thought hard before confessing it in Printing Impressions. I mean, if I tell you and it happens, does that mean it wouldn’t have had I kept my mouth shut? Or, maybe
- [Print Sales Lessons I Learned From My Job in College](https://salesvault.pro/print-sales-lessons-i-learned-from-my-job-in-college/) - June 10, 2021 | Originally Published On Printing Impressions @piworld.org Here in the Northeast, liquor stores are called “Package Stores,” or “Packies” for short. During my tenure at the University of Massachusetts/Amherst, I worked at Russell Liquors in the center of town, earning $2.05 an hour, thankyouverymuch. Everybody needs a lousy job like this one
- [Keys for Printing Industry Salespeople to Develop Good Time Management Skills](https://salesvault.pro/keys-for-printing-industry-salespeople-to-develop-good-time-management-skills/) - May 19, 2022 | Originally Published On Printing Impressions @piworld.org How is it that the people who sell the most work the least? That sounds counterintuitive, doesn’t it? You would think someone selling millions of dollars of print or signage would have no family, few friends, a 25 handicap, an un-mowed lawn, and bags under
- [How to Go on a Sales Vacation](https://salesvault.pro/how-to-go-on-a-sales-vacation/) - July 30, 2018 | Originally Published On Printing Impressions @piworld.org Vacation (va-ca-shun). Noun. To not work for a while. To shut down and reintroduce yourself to family members known as “children” in places like DisneyWorld (see also “Moneysuck”).20 years ago, if you had told me I’d be doing a sales tip called, “How to go on
- [Tips on Managing the Stressors of Up and Down Periods Typically Found With Printing Sales](https://salesvault.pro/tips-on-managing-the-stressors-of-up-and-down-periods-typically-found-with-printing-sales/) - May 25, 2023 | Originally Published On Printing Impressions @piworld.org We’ve all heard this before: Sell hard in the first quarter and you will have a good second quarter. The three most important selling months of the year are September, October, and November. What you do (or don’t do) in this time period will determine
- [Hit the COVID Reset Button](https://salesvault.pro/hit-the-covid-reset-button/) - July 22, 2021 | Originally Published On Printing Impressions @piworld.org I have AFib, a common heart condition that can cause both arrhythmia and a heart rate that can go from 65 bpm to a sustained rate of 165 in, well, a heartbeat. A few years back, I had an ablation in order to deal with
- [Tennis, Sales Management, and Winning Twice](https://salesvault.pro/tennis-sales-management-and-winning-twice/) - October 17, 2024 | Originally Published On Printing Impressions @piworld.org It was the Saturday before Labor Day and that meant the club’s tennis championships. In the men’s doubles event, 17-year-old Jack Rubin was serving. His team was down 5-4 in the first set and 30-40 in the game. Jack’s first serve went long. He tossed
- [Sell Away Your Problems](https://salesvault.pro/sell-away-your-problems-2/) - September 2, 2022 | Originally Published On Printing Impressions @piworld.org It’s as if you were in a coma, isn’t it? There you were cruising along and the next thing you know your book of business is a pamphlet. You can rub your eyes and pinch yourself all you want. Nothing is going to change. Thanks
- [Raise Prices the Right Way and Clients Will Love It!](https://salesvault.pro/raise-prices-the-right-way-and-clients-will-love-it/) - June 20, 2024 | Originally Published On Printing Impressions @piworld.org Price increases are inevitable. Over the course of a career in this (or any other) industry, you will no doubt be faced with the challenge of delivering bad news to a customer: We are going to be charging you more for the same goods and
- [Persistence: How Long Should I Keep Calling on a Sales Prospect Before Giving Up?](https://salesvault.pro/persistence-how-long-should-i-keep-calling-on-a-sales-prospect-before-giving-up/) - January 19, 2023 | Originally Published On Printing Impressions @piworld.org Consider this scenario: You bang on the door of a prospect. The door opens and, before you can say anything, the prospect throws a glass of water in your face. The next day, you bang on the door of the same prospect. Again, the door
- [Optimism & Opportunities for Selling More Print This Year](https://salesvault.pro/optimism-opportunities-for-selling-more-print-this-year/) - February 10, 2021 | Originally Published On Printing Impressions @piworld.org In a thoroughly forgettable movie, called “The Gumball Rally,” a cross-country car race is held amongst an international cast of characters. It’s a strange place to look for inspiration, but Franco, the Italian driver played by Raul Julia, delivers a line we can use to
- [The Best of 2024](https://salesvault.pro/the-best-of-2024/) - Before we turn the page to 2025, here's a look back at Bill's favorite parts of 2024. Enjoy this week's Short Attention Span Sales Tip.
- [Sales Challenges: It's Time for Your Midyear Checkup](https://salesvault.pro/sales-challenges-its-time-for-your-midyear-checkup/) - June 22, 2022 | Originally Published On Printing Impressions @piworld.org Are you feeling sad at all?” When my primary physician asked me that question during a recent med-check appointment, I shot back an inquisitive look. She continued, “The pandemic has changed much of our daily lives and we like to check in with our patients
- [10 Sales Questions for Summer](https://salesvault.pro/10-sales-questions-for-summer/) - August 23, 2021 | Originally Published On Printing Impressions @piworld.org Ah, summertime. Lemonade in a hammock. That novel you’ve been meaning to read. And, finally, a chance to pull the proverbial train into the station, exhale, and think things through. We spend most of the year with our heads down; too busy selling to wonder
- [Managers: Don’t Expect Your Sales Reps to Try to Make 25 Sales Calls Per Day](https://salesvault.pro/managers-dont-expect-your-sales-reps-to-try-to-make-25-sales-calls-per-day/) - March 9, 2023 | Originally Published On Printing Impressions @piworld.org I received an email from a reader and, by the time I got done with my response, a column had written itself … Dear Bill: In your October Printing Impressions article, “How to Improve Your Productivity,” you mention making 10 or more calls per day
- [Sales Scripts and Three Tips for Your Voicemail Audition](https://salesvault.pro/sales-scripts-and-three-tips-for-your-voicemail-audition/) - February 5, 2020 | Originally Published On Printing Impressions @piworld.org Have you ever played the parlor game, “Two truths and a lie?” It’s a great icebreaker for groups, and even works if people know each other well. When they’re done, they might wonder if they really ever knew each other at all. Each participant makes three
- [6 Printing Industry Sales Tips to Create an Experience](https://salesvault.pro/6-printing-industry-sales-tips-to-create-an-experience/) - July 24, 2024 | Originally Published On Printing Impressions @piworld.org The email read, “Thank you for your proposal and presentation to become the print vendor of choice at Whatsamatta U. We were impressed with your equipment list and capabilities. The samples you showed displayed some excellent quality. There is no doubt you do great work
- [Sales Challenges: 'Inventing Anna,' a Jedi Print Sales Rep](https://salesvault.pro/sales-challenges-inventing-anna-a-jedi-print-sales-rep/) - May 5, 2022 | Originally Published On Printing Impressions @piworld.org Have you seen the Netflix sensation, “Inventing Anna”? It’s a fascinating true story (except for the parts that were made up) about a young woman who weaved her way into the highest levels of New York City’s high society armed with a believable story, 1,000cc
- [Sales Challenges: When You Know You Can Do Better](https://salesvault.pro/sales-challenges-when-you-know-you-can-do-better/) - October 3, 2024 | Originally Published On Printing Impressions @piworld.org It was late in the day and late in the month. My wife and I were enjoying a cocktail by the pool, debriefing each other on our day, discussing numerous child-related issues (with seven kids between us, there were plenty), and looking ahead. Toward that
- [How to Improve Your Productivity When Selling Printing](https://salesvault.pro/how-to-improve-your-productivity-when-selling-printing/) - November 28, 2022 | Originally Published On Printing Impressions @piworld.org “I did it! I finally caught up on all my work!” Said no one. Ever. The concept of time management fills books, seminar venues, and Printing Impressions columns every now and then. Time is finite and a big part of success in sales comes down to selling more in
- [From Good Rep to Great Rep](https://salesvault.pro/from-good-rep-to-great-rep/) - April 23, 2020 | Originally Published On Printing Impressions @piworld.org Watch a sporting event — such as the Australian Open tennis tournament; a professional golf event; a basketball, baseball, or football game — and you will see two kinds of competitors. The first is the group possessing the kind of extraordinary talent and athletic ability
- [Best Ways for Salespeople to Get Their Point Across When Selling Printing](https://salesvault.pro/best-ways-for-salespeople-to-get-their-point-across-when-selling-printing/) - March 8, 2022 | Originally Published On Printing Impressions @piworld.org It is remarkable just how many salespeople I know and work with have ADD. Attention Deficit Disorder is typically a diagnosis associated with middle school-aged kids who, like me, were once called dreamers, class-disrupters, and unfocused. Are those with ADD deficient of paying attention? Yes,
- [What to Do When Your Sales Are …](https://salesvault.pro/what-to-do-when-your-sales-are/) - August 15, 2024 | Originally Published On Printing Impressions @piworld.org In an attempt to check in on you, your boss walks past your desk and tosses out a lazy, “How’s business?” You answer, then provide just enough information for her to walk away satisfied. The last thing you need is commentary on your sales efforts.
- [Sales Challenges: 'Houston, We've Had a Problem'](https://salesvault.pro/sales-challenges-houston-weve-had-a-problem/) - August 31, 2021 | Originally Published On Printing Impressions @piworld.org Apollo 13 astronaut Jack Swigert’s oft-misquoted words informing mission control something had gone very, very badly on their way to the moon, was easily the greatest understatement of the 20th century. Perhaps had he known the full extent of the damage done to the capsule
- [Five Odd Pieces of Sales Advice](https://salesvault.pro/five-odd-pieces-of-sales-advice/) - September 23, 2021 | Originally Published On Printing Impressions @piworld.org When I joined the local golf club, it was only the old guys who played in the Saturday morning pickup games. We called them “golf in slow motion.” Now, I’m that guy. When I started in sales in 1982, we scoffed at the legacy reps
- [Your End-of-the-Week Checklist](https://salesvault.pro/your-end-of-the-week-checklist/) - May 20, 2021 | Originally Published On Printing Impressions @piworld.org Finally, it’s Friday afternoon. Another long week of sales challenges is now behind you. Your task list is a mass of scribbles, arrows, and check marks. Sure, there are some bullet points not completed, but when is that not the case? The only thing between
- [How to Unseat the Competition: It’s in the Preparation](https://salesvault.pro/how-to-unseat-the-competition-its-in-the-preparation/) - This column first appeared in Printing Impressions April 2017 © Bill Farquharson Why is it so hard to unseat the competition? All you are asking the customer to do is fire the incumbent vendor (one who might be well-ingrained in the account and possibly even a friend), reexamine a problem that they thought they had
- [Sales Challenges: The Four-Step Prospecting Plan](https://salesvault.pro/sales-challenges-the-four-step-prospecting-plan/) - March 29, 2023 | Originally Published On Printing Impressions @piworld.org Nine out of 10 people reading this column do not follow a prospecting process. Ninety percent of you follow no formal step-by-step, week-by-week system of customer contact. Imagine if advertisers thought like you did. Companies like Coca-Cola, BMW, and Geico would buy print or airtime
- [Lesser Known Sales Challenges](https://salesvault.pro/lesser-known-sales-challenges/) - This column first appeared in Printing Impressions August 2012 © Bill Farquharson Ask 100 salespeople, regardless of what they sell, “What is the hardest part about your job?” and you are likely to hear answers that won’t surprise you: Beating voicemail, Overcoming the price objection, and managing time. Consider them to be the Sales Triathlon.
- [Thank You for Hanging Up on Me](https://salesvault.pro/thank-you-for-hanging-up-on-me-2/) - This column first appeared in Printing Impressions August 2012 © Bill Farquharson Ask 100 salespeople, regardless of what they sell, “What is the hardest part about your job?” and you are likely to hear answers that won’t surprise you: Beating voicemail, Overcoming the price objection, and managing time. Consider them to be the Sales Triathlon.
- [Indiana Jonesing for Some Sales](https://salesvault.pro/indiana-jonesing-for-some-sales/) - This column first appeared in Printing Impressions March 2011 © Bill Farquharson Indiana Jones was a stalwart hero in his quest for artifacts worldwide. It’s a little known fact that when he retired, he went into sales management for a print company outside of Washington, DC. Given the fact that he routinely dodged poison darts,
- [Your Sales Mirror Lies to You](https://salesvault.pro/your-sales-mirror-lies-to-you/) - This column first appeared in Printing Impressions August 2012 © Bill Farquharson Ask 100 salespeople, regardless of what they sell, “What is the hardest part about your job?” and you are likely to hear answers that won’t surprise you: Beating voicemail, Overcoming the price objection, and managing time. Consider them to be the Sales Triathlon.
- [Customer Service: From Good to Great](https://salesvault.pro/customer-service-from-good-to-great/) - This column first appeared in Printing Impressions December 2012 © Bill Farquharson When did ordinary customer service become extraordinary? When did getting a client on the phone become akin to winning tickets in a radio station promotion (“Congratulations! You’re the 25th caller!”). Somewhere along the line what was once expected in everyday business disappeared. Perhaps
- [Meet the New Boss, Same as the Old Boss](https://salesvault.pro/meet-the-new-boss-same-as-the-old-boss/) - This column first appeared in Printing Impressions December 2012 © Bill Farquharson “My business is terrible. The buying environment is worse now than at any time I can ever remember. I leave messages but no one is returning my call. Clients are killing me on price and customer loyalty is a contradiction in terms. If
- [The Fat Hypnotist](https://salesvault.pro/the-fat-hypnotist/) - This column first appeared in Printing Impressions October 2012 © Bill Farquharson Cynthia was trying to lose weight. Not enough time to eat right and too much Chipotle was putting the stress test on her clothing. having tried most of every option, she decided to jump in on a group bond deal that offered two
- [What Printers Can Learn From the Airlines](https://salesvault.pro/what-printers-can-learn-from-the-airlines/) - This column first appeared in Printing Impressions June 2012 © Bill Farquharson Can you imagine going to a restaurant, dropping your fork on the floor during the meal and being charged for its replacement? Of course not! What about filling up at the gas station and paying extra to have your oil checked or your
- [The Price Objection App](https://salesvault.pro/the-price-objection/) - This column first appeared in Printing Impressions September 2011 © Bill Farquharson Technology is amazing. You can buy an app (Star Walk) that allows you to hold an iPhone to the night sky and, in real time, move it around to identify stars, planets, and constellations. You can use Skype and have face to face
- [Kill Your Assumption Gnome](https://salesvault.pro/kill-your-assumption-gnome/) - This column first appeared in Printing Impressions June 2011 © Bill Farquharson Imagine having a gnome sit on your shoulder and whisper negative thoughts into your ear. All day long, you’d hear comments that would keep you from doing good things and urge you to do bad things. He’d tell you why it won’t work,
- [How to Build a Sales Rep](https://salesvault.pro/how-to-build-a-sales-rep/) - This column first appeared in Printing Impressions March 2011 © Bill Farquharson Greetings from the future. Printing Impressions has asked us here at Robosales, Inc. to submit a report on our newest Cyborg offering: The Perfect Sales Rep. That’s right, you can now custom-build your own sales person from the wing tips up or the
- [The Sales Entrepreneur](https://salesvault.pro/the-sales-entrepreneur/) - This column first appeared in Printing Impressions February 2011 © Bill Farquharson Imagine being on a football team. You are on offense and your quarterback gives you a play to run. “24 Blue. On three,” he shouts. The team lines up. The QB points at the middle linebacker (for reasons unknown). Defensive players shuffle to
- [And for My Next Impression…](https://salesvault.pro/and-for-our-next-impression/) - This column first appeared in Printing Impressions October 2010 © Bill Farquharson Many moons ago, back when the doors to companies were unlocked and you didn’t have to go through a security background check and DNA sampling just to gain access to the lobby, there used to be an employee called “The Receptionist.” If you’re
- [That Meeting with the Print Buyer](https://salesvault.pro/that-meeting-with-the-print-buyer/) - This column first appeared in Printing Impressions December 2010 © Bill Farquharson Good morning and thanks for coming by on such short notice. We’ve been speaking to a great number of printing sales people and selling owners and, well, quite frankly they are not happy about a few things. We felt it best if we
- [Thank You for Hanging up on Me](https://salesvault.pro/thank-you-for-hanging-up-on-me/) - This column first appeared in Printing Impressions August 2013 © Bill Farquharson Hi! I just called a minute ago and you hung up on me. Just wanted to call back with a quick, “Thanks!”Yes, sir. Thanks. Thank you for hanging up on me.Why thanks? Well, I work very hard for my customers. When they need
- [Is It Harder to Sell Now or Way Back When?](https://salesvault.pro/is-it-harder-to-sell-now-or-way-back-when/) - This column first appeared in Printing Impressions April 2013 © Bill Farquharson Today’s print sales reps grumble that it’s harder than ever to land new business. Decision-makers hide behind voicemail and caller ID. “No one ever calls me back,” they moan. Prices are all over the map and customer loyalty is a thing of the
- [Sales Calls Made Wicked Easy](https://salesvault.pro/sales-calls-made-wicked-easy/) - This column first appeared in Printing Impressions February 2013 © Bill Farquharson You are mad at Dunkin’ Donuts (think “wicked light Starbucks”). Standing and waiting for your morning coffee, you notice a point of purchase tent piece proclaiming that you can get a free cup of coffee by signing up for their online loyalty program.
- [Stamping out Sales Whining in Our Lifetime](https://salesvault.pro/stamping-out-sales-whining-in-our-lifetime/) - This column first appeared in Printing Impressions June 2013 © Bill Farquharson Sales whining is at an all-time high. The CDC in Atlanta has put it on the “Watch” list as complaining by sales people (particularly in the printing industry) nears epidemic proportions. But fear not, PI readers, as this national crisis has caught the
- [The Crazy/Lazy Sales Rep/Manager](https://salesvault.pro/the-crazy-lazy-sales-rep-manager/) - This column first appeared in Printing Impressions August 2014 © Bill Farquharson Oil and vinegar. Red Sox and Yankees. Tastes great and less filling. Some things will just never get along. They will never understand each other. They see the world only through their eyes. You can add salespeople and sales managers to that list.
- [Do/Don’t Leave a Voicemail](https://salesvault.pro/do-dont-leave-a-voice-mail/) - This column first appeared in Printing Impressions January 2014 © Bill Farquharson If you asked a politician or a pathological liar (sorry, that’s redundant) or Two Face, one of Batman’s rivals, whether or not to leave voice mail during a prospecting call, the answer would be either a resounding yes-no or an equally convincing no-yes.
- [Shoulda, Woulda, Coulda: 2013 Deathbed Regrets](https://salesvault.pro/shoulda-woulda-coulda-2013-deathbed-regrets/) - This column first appeared in Printing Impressions November 2013 © Bill Farquharson Good morning, everyone. On behalf of the entire Calendar family, thank you for coming to this remembrance service as we bid 2013 farewell. It was good of you to take the time as we look back on a year that ended much too
- [How to Go on Vacation](https://salesvault.pro/how-to-go-on-vacation-2/) - This column first appeared in Printing Impressions May 2014 © Bill Farquharson Wait. What? A column about how to go on vacation? Why’s that? Oh, that’s right, because we typically suck at it. Americans are crazy. We work crazy hard and we are crazy devoted to our crazy customers. We have crazy fears that whisper
- [The Ideal Sales Day](https://salesvault.pro/the-ideal-sales-day/) - This column first appeared in Printing Impressions October 2014 © Bill Farquharson It is 5:30 PM and your sales day is now behind you. But this one was not a typical sales day. It has been the Ideal Sales Day. You look down at a clear desk. You look up at an empty computer screen.
- [COVID Client Hide-and-Seek](https://salesvault.pro/covid-client-hide-and-seek/) - January 13, 2021 | Originally Published On Printing Impressions @piworld.org At some point this past spring, the game began. The Centers for Disease Control counted to 10 and everyone scattered. Kids came home from school and went to their room. Visitors went back where they belong. City-dwellers became country folk. And customers left their offices.
- [Celebrity Print Reality TV](https://salesvault.pro/celebrity-print-reality-tv/) - This column first appeared in Printing Impressions June 2015 © Bill Farquharson In a world of Reality shows and B-List made-for-TV competition, just about every idea worth watching has been pitched. We’ve got sharks and dancing and chefs. There’s The Donald and islands and races around the world. It’s all been done before, or so
- [A Customer/Sales Rep Translation Guide](https://salesvault.pro/a-customer-sales-rep-translation-guide/) - This column first appeared in Printing Impressions June 2014 © Bill Farquharson As salespeople, we would all like to believe that we mean what we say, that we are impeccable with our word and live by the highest standards of character and integrity. In addition, it is hoped that the meaning of our words are
- [Trading Places](https://salesvault.pro/trading-places/) - This column first appeared in Printing Impressions February 2015 © Bill Farquharson As a sales professional, what opinion do you have of yourself? If you’re any good at what you do, the same confidence/cockiness that has made you successful carries with it a dark side, a downside. In other words, you probably think that you
- [Five Things Sales Managers Really Want (other than results)](https://salesvault.pro/five-things-sales-managers-really-want-other-than-results/) - This column first appeared in Printing Impressions January 2015 © Bill Farquharson Expectations. What does this guy want from me? Salespeople scratch their collective heads and ask this question as they walk out of off-putting encounters with the boss. Sure, you are well aware of his or her expectations regarding sales volume. That number was
- [A Chicken, a Pig, and Success in Print](https://salesvault.pro/a-chicken-a-pig-and-success-in-print/) - This column first appeared in Printing Impressions July 2015 © Bill Farquharson As the business fable goes, in a breakfast of ham and eggs, the chicken is involved but the pig is committed.Ask an older couple, such as my parents, the secret to a successful marriage and you are sure to hear the word, “Committed,”
- [The Top Gun of Sales](https://salesvault.pro/the-top-gun-of-sales/) - This column first appeared in Printing Impressions June 2015 © Bill Farquharson Welcome to Top Gun. I’m Bill Farquharson. Call-sign, um, “Bill.”People, you are the top 1% of all sales people. The elite. The best of the best. We’ll make you better. Many of you are probably wondering who the best sales rep here is.
- [Clean Up on Aisle Five](https://salesvault.pro/clean-up-on-aisle-five/) - This column first appeared in Printing Impressions June 2015 © Bill Farquharson “Oh. Well, I guess someone has to do it.”Those were the words uttered to a young print sales rep at a party, early in his career. He recoiled a bit at the biting commentary from a woman who delivered a better-than-you judgment and
- [Must-See Sales TV](https://salesvault.pro/must-see-sales-tv/) - This column first appeared in Printing Impressions March 2015 © Bill Farquharson It’s no wonder more and more people are “cutting the cord” and getting rid of cable. Aside from the expense and a typical customer service experience that makes a trip to the Department of Motor Vehicles feel like a ride at Walt Disney
- [Pre-Flight:10 Things to Do Before Going to Graph Expo](https://salesvault.pro/pre-flight10-things-to-do-before-going-to-graph-expo/) - This column first appeared in Printing Impressions July 2016 © Bill Farquharson Before leaving for any vacation, most of us make a list of things that need to get done so that we can make the most of our time away:Cancel the paper;Stop the mail;Put the living room lights on a timer so that potential
- [If a Cat Taught You to Sell](https://salesvault.pro/if-a-cat-taught-you-to-sell/) - This column first appeared in Printing Impressions December 2016 © Bill Farquharson Working from home, the salesman faithfully (but not always enthusiastically) makes his calls day after day. His selling efforts ebb and flow, as does his motivation, drive, attention span, interest…and success. On the days that he is reaching clients and prospects, life is
- [Cleaning Out the Sales Closet](https://salesvault.pro/cleaning-out-the-sales-closet/) - July 28, 2021 | Originally Published On Printing Impressions @piworld.org A dozen Printing Impressions columns. Fifty-one Short Attention Span Sales Tips. Fifty-one blogs. That is the amount of content I generate on an annual basis. Add to that the occasional white paper, training course, and the various material generated for The Sales Vault, and it makes for
- [Sermons and Sales Meetings](https://salesvault.pro/sermons-and-sales-meetings/) - This column first appeared in Printing Impressions February 2016 © Bill Farquharson Quick! Name an event that contains time for reflection, consideration, forgiveness, peace, community, renewal, and a powerful message. It is a tradition. It is a regular occurrence. You are always welcome and, in some cases, required to attend. If you do, you will
- [One Reason Why You Sell on Price](https://salesvault.pro/one-reason-why-you-sell-on-price/) - This column first appeared in Printing Impressions January 2016 © Bill Farquharson As a sales rep, you struggle to sell print at YOUR price. Instead, you heavily discount your products and win only when your number is the lowest bid present. When faced with the “Your price is too high” objection, you crumble like a
- [Two Salespeople, One Problem, Two Solutions](https://salesvault.pro/two-salespeople-one-problem-two-solutions/) - This column first appeared in Printing Impressions June 2016 © Bill Farquharson Note from Bill: The idea for this column came after coaching two salespeople in a 24-hour time period. It was amazing and somewhat alarming that the same issues were raised but they were handled completely differently. It reminded me of an old story
- [The 60 Second Voicemail Sales Call](https://salesvault.pro/the-60-second-voice-mail-sales-call/) - This column first appeared in Printing Impressions May 2016 © Bill Farquharson Voicemail message: “Can I get 30 minutes of your time? My name is Bill and I sell printing. I’d like to talk to you about my company and the many ways we can save you money. I’ll fill you in on our background,
- [The Good, Struggling Rep](https://salesvault.pro/the-good-struggling-rep/) - This column first appeared in Printing Impressions April 2016 © Bill Farquharson Hi, Al. It’s me. How are you? Hey, I’ve got a problem rep and I’m thinking about letting her go. Since you were my sales manager and mentor all those years ago, I thought you might be able to provide some clarity. Do
- [Messages to the King](https://salesvault.pro/messages-to-the-king/) - This column first appeared in Printing Impressions April 2018 © Bill Farquharson There are many things the boss likes about being, well, The Boss, and he is reminded of one of them every morning as he pulls his cart perfectly between the white lines and directly in front of the sign with his name on
- [Learn to Love Voicemail](https://salesvault.pro/learn-to-love-voicemail/) - This column first appeared in Printing Impressions November 2019 © Bill Farquharson You sit in a room full of other salespeople. Your competition, no doubt. One by one, a rep is ushered out of the room for their turn to impress. It’s an audition and everyone gets the chance to differentiate. To be special. To
- [Fighting Back Sales Terrors](https://salesvault.pro/fighting-back-sales-terrors/) - This column first appeared in Printing Impressions December 2019 © Bill Farquharson Over the course of a sales career, you will experience landing the kind of humungous account that will make you feel like you are standing at the top of a mountain, thrusting your arms to the sky and taking a victorious stance while
- [Prospecting: Here's Where You Start](https://salesvault.pro/prospecting-heres-where-you-start/) - This column first appeared in Printing Impressions October 2018 © Bill Farquharson Prospecting is a must. It’s a have-to. It’s as important as exercise, brushing your teeth, eating, stretching, and anything else that needs to be done on a daily basis. For as sure as the Patriots winning the AFC East for the 150th consecutive
- [The 2019 Sales Bucket List](https://salesvault.pro/the-2019-sales-bucket-list/) - This column first appeared in Printing Impressions November 2018 © Bill Farquharson And just like that, 2018 was over and we look ahead to 2019. This is the time of year for thanks and gifts and visits and joy and, of course, top 10 lists. Salespeople? Here’s yours. It’s a bucket list for success. Do
- [How to Raise Prices](https://salesvault.pro/how-to-raise-prices/) - This column first appeared in Printing Impressions May 2018 © Bill Farquharson It started out like any other sales meeting. Numbers flashed on the screen and you are in danger of falling victim to Death by PowerPoint as Management drones on and on with the speech you’ve heard countless times before and could probably take
- [The Idea Behind Ideal Conversations](https://salesvault.pro/the-idea-behind-ideal-conversations/) - This column first appeared in Printing Impressions March 2018 © Bill Farquharson The best the job of sales gets is when a solution is applied to a problem, clicking together like two puzzle pieces. “That’s a great idea” are magical words that precede the profitable sale and the handsome commission. But before the check is
- [The Upside of Negative](https://salesvault.pro/the-upside-of-negative/) - This column first appeared in Printing Impressions May 2018 © Bill Farquharson For the fifth consecutive time, you lose a bid. Same customer. Same result. “I’ll keep trying,” you tell the client over the phone as she delivers the bad news. “I appreciate the chance to provide pricing. Please let me know if there’s anything
- [Sales: A Cast of Characters](https://salesvault.pro/sales-a-cast-of-characters/) - This column first appeared in Printing Impressions June 2018 © Bill Farquharson If you ask someone what comes to mind when they think of a salesperson, you are likely to hear adjectives like, “pushy” and “arrogant” and “obnoxious.” Hollywood certainly has done little to portray the career choice as anything but negative. From Herb Tarlek
- [Pulling a Keanu Reeves on a Client](https://salesvault.pro/pulling-a-keanu-reeves-on-a-client/) - This column first appeared in Printing Impressions January 2018 © Bill Farquharson When you first start out in sales or as a selling owner, anyone with a pulse is your customer. Reaching across the desk, you apply to fingers to the wrist and if you feel a lub-dub, lub-dub, they are a prospect. Because you’re
- [Sales, Chinese Food, and Visualization](https://salesvault.pro/sales-chinese-food-and-visualization/) - This column first appeared in Printing Impressions April 2018 © Bill Farquharson It’s dinner time and you are famished. You weren’t hungry for Chinese food until someone said the trigger words, “Chinese food” and now you can’t get it out of your mind. So, with an intense craving that you didn’t have 10 seconds ago,
- [Dear Legacy Sales Reps](https://salesvault.pro/dear-legacy-sales-reps/) - 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
- [For Sale: Time](https://salesvault.pro/for-sale-time/) - 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
- [What Is It About Ad Agencies?](https://salesvault.pro/what-is-it-about-ad-agencies/) - 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
- [Sales and Fishy Marketing](https://salesvault.pro/sales-and-fishy-marketing/) - 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,
- [Do the Majority of Printing Industry Salespeople Have ADD? If So, It May Prove to Be an Advantage](https://salesvault.pro/do-the-majority-of-printing-industry-salespeople-have-add-if-so-it-may-prove-to-be-an-advantage/) - June 28, 2023 | Originally Published On Printing Impressions @piworld.org After 30-plus years as a sales coach, it is my educated guess that 50% of all salespeople in the graphic arts have ADD (Attention Deficit Disorder). Of those, I would further estimate that 90% have never had it formally diagnosed. What’s going on inside their
- [RFP? No, Thank You](https://salesvault.pro/rfp-no-thank-you/) - 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
- [The 30 Year Customer](https://salesvault.pro/the-30-year-customer/) - 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
- [7 Sales Secrets You Wish You Knew About DigitalVDP](https://salesvault.pro/7-sales-secrets-you-wish-you-knew-about-digitalvdp/) - 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
- [Horton Hears a What?](https://salesvault.pro/horton-hears-a-what/) - 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
- [Top 10 Mistakes Salespeople Make with Customers](https://salesvault.pro/top-10-mistakes-salespeople-make-with-customers/) - 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,
- [Playing Sales Detective](https://salesvault.pro/playing-sales-detective/) - 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
- [Because It Matters](https://salesvault.pro/because-it-matters/) - This column first appeared in Printing Impressions July 2017 © Bill Farquharson Hi, Al. It’s me. How are you? Hey, I’ve got a problem rep and I’m thinking about letting her go. Since you were my sales manager and mentor all those years ago, I thought you might be able to provide some clarity. Do
- [Ten Best Things You Can Do For Your Sales Rep](https://salesvault.pro/ten-best-things-you-can-do-for-your-sales-rep/) - This column first appeared in Printing Impressions August 2017 © Bill Farquharson What do you give the print sales rep who has everything: Frustration because all phone calls find voice mail, anxiety because he needs to make his numbers every month or else, anger as messages are rarely returned, disbelief when their own customer service
- [Life Lessons Learned at 60](https://salesvault.pro/life-lessons-learned-at-60/) - November 18, 2020 | Originally Published On Printing Impressions @piworld.org On Oct. 20, 2020, at 10:10 p.m. EST, I [turned] 60 years old. The cursor is blinking at me, awaiting my next words, but I am taking in the number “60.” Oddly, it’s one thing to say it and another thing to read it. Moving
- [You Are a Better Sales Rep Than Norm](https://salesvault.pro/you-are-a-better-sales-rep-than-norm/) - This column first appeared in Printing Impressions September 2019 © Bill Farquharson He is Norm. Norm is a competitor of yours. As you size up the landscape of other printers in the area, he is just average. He is normal. He is Norm. As you work to increase your sales business, understand this: Norm is
- [The Best and Worst Sales Questions To Ask](https://salesvault.pro/the-best-and-worst-sales-questions-to-ask/) - This column first appeared in Printing Impressions August 2019 © Bill Farquharson While it is valuable for a salesperson to ask questions — of him/herself, to and about customers, etc.— there are good questions and bad questions. Good questions are the ones that improve sales productivity, help understand what is being done well, and make
- [How to Make Your Sales Presentation Dance](https://salesvault.pro/how-to-make-your-sales-presentation-dance/) - This column first appeared in Printing Impressions June 2019 © Bill Farquharson Months of calling and convincing and cajoling and—if we’re being honest here—pleading has paid off and you are finally given the opportunity to make a sales presentation to that big fish account you have been coveting ever since you started in sales. This
- [Would You Rather, the Sales Edition](https://salesvault.pro/would-you-rather-the-sales-edition/) - This column first appeared in Printing Impressions July 2019 © Bill Farquharson Google the phrase, “Would you rather” and you will find a bevy of difficult questions posing two options and asking you to pick one. They are not easy for both have consequences. There are many different versions of this exercise, one for kids,
- [What's in Your Basement?](https://salesvault.pro/whats-in-your-basement/) - Your driveway needs to be repaired. Actually, it's beyond repair and will require complete repaving. Because a lawn sprinkler pipe runs under the pavement, preparing for that day will require a visit from the irrigation specialists. When the irrigation guy shows up, he wants to see your basement...
- [Are You My Customer?](https://salesvault.pro/are-you-my-customer/) - When you are just starting out, everyone is a prospect. Identifying the right target market requires a sales rep only to reach across the desk and check for a lub-dub, lub-dub sensation in the wrist. Beggars can’t be choosers and Newbies put up with a lot in order to gain a sale.
- [The Best Sales Rep You’ve Ever Met](https://salesvault.pro/the-best-sales-rep-youve-ever-met/) - This column first appeared in Printing Impressions March 2019 © Bill Farquharson In his 2014 Academy Awards acceptance speech for Best Actor, Matthew McConaughey famously stated that his hero was a future version of himself. His exact words were, “Me in 10 years. That’s who I chase.” Think about the sales person you were 10
- [Wait…This Is Print?](https://salesvault.pro/waitthis-is-print/) - This column first appeared in Printing Impressions April 2020 © Bill Farquharson Emma Louise, a Cornell University graduate student accompanied her father at a tradeshow. To call this a “print” tradeshow would be both unfair and inaccurate. Sure, print was present but it was displayed in many ways and on various substrates. The entire show
- [The New Sales Challenges](https://salesvault.pro/the-new-sales-challenges/) - This column first appeared in Printing Impressions June 2020 © Bill Farquharson “The New Sales Challenges: What was once optional is now mandatory”Those were the words written on the whiteboard when the sales reps filed in to the conference room for the monthly meeting. As is company policy, no cell phones were allowed, leaving the
- [Good Rep/Great Rep](https://salesvault.pro/good-rep-great-rep/) - This column first appeared in Printing Impressions March 2020 © Bill Farquharson Watching a sporting event such as the Australian Open tennis tournament or a professional golf event or basketball or baseball or football and you will see two kinds of competitors. The first is the group possessing the kind of extraordinary talent and athletic
- [Same Sales Calls. Different Results?](https://salesvault.pro/same-sales-calls-different-results/) - This column first appeared in Printing Impressions May 2020 © Bill Farquharson There is a scene in the movie, Good Will Hunting, where its stars and co-writers Ben Affleck and Matt Damon are in a bar frequented by Harvard students. Affleck takes a run at starting a conversation with a young co-ed but his efforts
- [The 90% Rule](https://salesvault.pro/the-90-rule/) - This column first appeared in Printing Impressions September 2020 © Bill Farquharson Ah, human nature. There are things in life that are just predictable: The odds of a dropped piece of buttered toast landing face down. The chances of the driver you just screamed at for cutting you off being your next appointment. And the
- [10 Tips and Tricks for Printing Industry Sales Reps Who Are Now Selling From Their Homes](https://salesvault.pro/10-tips-and-tricks-for-printing-industry-sales-reps-who-are-now-selling-from-their-homes/) - April 21, 2022 | Originally Published On Printing Impressions @piworld.org Two weeks after graduating college in 1982, I went to work selling business forms from a one-bedroom apartment in Worcester, Massachusetts. I had a bed, a kitchen table with two chairs, a small TV, and a couch. Without any other space available, my desk sat
- [A Pirate Looks at 60](https://salesvault.pro/a-pirate-looks-at-60/) - This column first appeared in Printing Impressions October 2020 © Bill Farquharson On October 20, 2020 at 10:10 PM Eastern time, I will turn 60 years old. The cursor is blinking at me, awaiting my next words but I am taking in the number “60.” Oddly, it’s one thing to say it and another thing
- [Why Aren’t You Selling More?](https://salesvault.pro/why-arent-you-selling-more/) - This column first appeared in Printing Impressions July 2018 © Bill Farquharson Before you go any further into this column, grab a pen and pad of paper and answer this question: Why aren’t you selling more? Make a full list of as many things as you can. When you’re done, proceed…Sales people who answer this
- [5 Rules for an Effective Sales Meeting](https://salesvault.pro/5-rules-for-an-effective-sales-meeting/) - This column first appeared in Printing Impressions January 2019 © Bill Farquharson “Sales meeting.” No two words in the English language cause a reps’ eyes to roll more than these. They will feign sickness or claim an emergency client meeting in order to avoid what they are sure will be a horrible experience. Then, when
- [Of Sales Scripts and Voicemail](https://salesvault.pro/of-sales-scripts-and-voicemail/) - This column first appeared in Printing Impressions January 2020 © Bill Farquharson Have you ever played the parlor game, “Two truths and a lie?” It’s a great icebreaker for groups and even works if people know each other well. When they’re done, they might wonder if they really ever knew the person at all. Each
- [That Time a Vacation Column Was Submitted](https://salesvault.pro/that-time-a-vacation-column-was-submitted/) - This column first appeared in Printing Impressions August 2020 © Bill Farquharson va-ca-shun (n): To not work. No, really. Submit a column, back away from the computer, and get lost. Go on…It was clear to everyone but him that he needed a vacation. COVID-19 quarantining had made him a little, well, more crazy than usual.
- [Sell Away Your Problems](https://salesvault.pro/sell-away-your-problems/) - This column first appeared in Printing Impressions July 2020 © Bill Farquharson It’s as if you were in a coma, isn’t it? There you were cruising along and the next thing you know your book of business is a pamphlet. You can rub your eyes and pinch yourself all you want. Nothing is going to
- [10 Reasons Why Sales Are Down](https://salesvault.pro/10-reasons-why-sales-are-down/) - May 23, 2024 | Originally Published On Printing Impressions @piworld.org Your email inbox is empty. You have no voicemails. Your phone is quiet. Looking at the sales leaderboard, your name is last on the list. To say business is off is an understatement. Having gone through all the usual “It’s not my fault” excuses to
- [Five Tips I Can’t Teach You When It Comes to Selling More Printing](https://salesvault.pro/five-tips-i-cant-teach-you-when-it-comes-to-selling-more-printing/) - October 28, 2021 | Originally Published On Printing Impressions @piworld.org There are fundamental lessons to sales. These are the basics — the building blocks — if you will. Follow them and you will find some level of success in sales. As a sales trainer and coach, I can walk you through them:Make a high-value, well
- [Five Sales Actions Printers Should Take Before 2024](https://salesvault.pro/five-sales-actions-printers-should-take-before-2024/) - December 7, 2023 | Originally Published On Printing Impressions @piworld.org Click your heels together, say “Keifer Sutherland” three times, and poof, just like that 2024 is upon us (see what I did there?). Soon, you will be reading about, making, and quickly breaking New Year’s Resolutions — all intended to drive sales and, especially, new
- [How Stephanie Irwin, Sales Rep, had a record year in 2020: Chill with Bill Episode 1 Insider Replay](https://salesvault.pro/how-stephanie-irwin-sales-rep-had-a-record-year-in-2020-chill-with-bill-insider-replay/)
- [How to Overcome the 'Price' Objection: Chill with Bill Episode 2 Insider Replay](https://salesvault.pro/how-to-overcome-the-price-objection-chill-with-bill/) - This Chill event was a smorgasbord of ideas and solutions for Vault Member sales challenges. Bill talks about distractors, how to stay on task, and then gives a Sales Topic presentation on how to overcome the price objection. Also available as an audio podcast. Funny AND Effective Prospecting Letter [pdf] The best and funniest prospecting
- [Finding the Elusive Customer in COVID Times: Chill with Bill Episode 3 Insider Replay](https://salesvault.pro/finding-the-elusive-customer-in-covid-times-jan-22-chill-with-bill-insider-replay/) - To date, this was our most well-attended Chill event! No wonder since not only was the Sales Topic presentation on creative ideas for finding the elusive customer, Bill interviewed two salespeople who describe the overwhelming response they received to their own creative efforts. Also available as an audio podcast.
- [How to Get Your Price: Chill with Bill Episode 4 Insider Replay](https://salesvault.pro/how-to-get-your-price-chill-with-bill-insider-replay/)
- [How to Connect with Customers: Chill with Bill Episode 5 Insider Replay](https://salesvault.pro/how-to-connect-with-customers-chill-with-bill-insider-replay/)
- [Go from Fear to Fierce: Chill with Bill Episode 6 Insider Replay](https://salesvault.pro/go-from-fear-to-fierce-chill-with-bill-insider-replay/)
- [How to Get Your Prospect to Pick Up the Phone: Chill with Bill Episode 7 Insider Replay](https://salesvault.pro/how-to-get-your-prospect-to-pick-up-the-phone-chill-with-bill-insider-replay/)
- [Selling to Verticals: Chill with Bill Episode 8 Insider Replay](https://salesvault.pro/selling-to-verticals-chill-with-bill-insider-replay/)
- [What changes do I need to make as a sales rep?: Chill with Bill Episode 9 Insider Replay](https://salesvault.pro/what-changes-do-i-need-to-make-as-a-sales-rep-as-we-emerge-from-covid-chill-with-bill-insider-replay-2/)
- [A Post-COVID Sales Plan: Chill with Bill Episode 10 Insider Replay](https://salesvault.pro/a-post-covid-sales-plan-chill-with-bill-insider-replay/)
- [An interview with Kelly Mallozzi: Chill with Bill Episode 11 Insider Replay](https://salesvault.pro/an-interview-with-kelly-mallozzi-chill-with-bill-insider-replay/)
- [A Coach, a Rep, and you’re the fly on the wall: Chill with Bill Episode 12 Insider Replay](https://salesvault.pro/a-coach-a-rep-and-youre-the-fly-on-the-wall-chill-with-bill-episode-12-insider-replay/)
- [Plan B... Bill talks Sales Tips when an interview falls through: Chill with Bill Episode 13 Insider Replay](https://salesvault.pro/plan-b-bill-talks-sales-tips-when-an-interview-falls-through-chill-with-bill-episode-13-insider-replay/)
- [Interview with Sales Rep from SalesIntel data company: Chill with Bill Episode 14 Insider Replay](https://salesvault.pro/interview-with-sales-rep-from-salesintel-data-company-chill-with-bill-episode-14-insider-replay/)
- [Interview with Bob Bradley: Chill with Bill Episode 15 Insider Replay](https://salesvault.pro/interview-with-bob-bradley-chill-with-bill-episode-15-insider-replay/)
- [Personality Selling: Chill with Bill Episode 16 Insider Replay](https://salesvault.pro/personality-selling-chill-with-bill-episode-16-insider-replay/)
- [Productivity Tools: Chill with Bill Episode 17 Insider Replay](https://salesvault.pro/productivity-tools-chill-with-bill-episode-17-insider-replay/)
- [How to Win Your Bid: Chill with Bill Episode 18 Insider Replay](https://salesvault.pro/how-to-win-your-bid-chill-with-bill-episode-18-insider-replay/)
- [The Holy Grail of Time Management](https://salesvault.pro/the-holy-grail-of-time-management/) - You can sell more but you'll likely have to work more. If you want to work less, you will likely sell less. But is there a way to sell more AND work less? Yes, according to Bill Farquharson and the exercise he leaves you in this week's Short Attention Span Sales Tip.
- [Kick Off 2025 Strong: Build Your Q1 Sales Plan - Workshop Replay](https://salesvault.pro/kick-off-2025-strong-build-your-q1-sales-plan-workshop-replay/) - Learn how to kick off 2025 with a winning sales plan! In this workshop replay, Bill Farquharson shares essential strategies, tips, and action steps to create a Q1 sales plan that positions you for a strong start to the year. Don't miss out on this valuable session!
- [The Marketing Workshop: Boost Customer Loyalty and Embrace AI](https://salesvault.pro/the-marketing-workshop-boost-customer-loyalty-and-embrace-ai/) - Discover practical marketing strategies to build customer loyalty and streamline your workflow with AI. Learn proven follow-up techniques, onboarding tips, and how to create AI avatars for your business. Watch now and take your marketing to the next level!
- [Insider Replay: Overcoming Objections & Beating Voicemail](https://salesvault.pro/insider-replay-overcoming-objections-beating-voicemail/) - Struggling with sales objections or wondering how to get prospects to respond to voicemail? This workshop replay dives into proven methods and real-world strategies to boost your success in overcoming obstacles and connecting with clients.
- [The Marketing Workshop: Practice What You Preach](https://salesvault.pro/the-marketing-workshop-practice-what-you-preach/) - Watch the exclusive replay of the "Practice What You Preach" workshop with Bill Farquharson. Learn how to use your print and signage products to inspire customers and elevate your marketing. Join the Sales Vault today to access this and other exclusive workshops.
- [The Marketing Workshop: Boosting Sales through LinkedIn](https://salesvault.pro/the-marketing-workshop-boosting-sales-through-linkedin/) - Discover how to leverage LinkedIn and AI tools to transform your marketing strategies! In "The Marketing Workshop," Bill Farquharson and AI expert Emma Farquharson share actionable tips on creating impactful LinkedIn content, reconnecting with clients, and using AI tools like ChatGPT for competitor analysis and customer insights. Gain practical knowledge to stay ahead of trends, improve customer engagement, and drive business growth. Watch this replay to unlock the potential of modern marketing techniques and make 2025 your most successful year yet!
- [New to Sales Replay: The Key to Sales Success? Master the Ultimate Skill](https://salesvault.pro/new-to-sales-replay-the-key-to-sales-success-master-the-ultimate-skill/) - Watch the video Replay
- [Sales and AI Download](https://salesvault.pro/sales-and-ai-download/) - Download notes and instructions generated during the January 2024 Sales Vault Workshop entitled "Sales and AI". Join in on the follow up discussion in February.
- [Selling Digital Printing](https://salesvault.pro/selling-digital-printing-resources/) - Select from this collection of white papers available for download. Each written by Bill Farquharson and Kelly Mallozzi, focused on the nuances of selling digital printing vs. traditional print with actionable strategies.
- ["Essentialism" by Greg McKeown](https://salesvault.pro/essentialism-by-greg-mckeown/) - This was a game-changer for me. The subtitle of the book—The disciplined pursuit of less—says it all. This is not a business book and definitely not a sales book, but it will help you with both. The author provides a fascinating way to filter through new opportunities (see page 110).
- ["The 5 Elements of Effective Thinking" by Edward Burger &  Michael Starbird](https://salesvault.pro/the-5-elements-of-effective-thinking-by-edward-burger-michael-starbird/) - I probably recommend this book more often than the others in my personal library. The world is not overflowing with creative thinkers and I certainly do little to change that imbalance. As such, I find this book reminds me there are different ways to solve any problem.The premise is simple: You can learn how to
- ["Blink" by Malcolm Gladwell](https://salesvault.pro/blink-by-malcolm-gladwell/) - This is yet another non-sales book sales book. That is, Blink was not written to help you further your sales. However, it’s lessons and examples will help you to hone your abilities just the same. Specifically, author Malcolm Gladwell talks about making educated first impressions (my words, not his) and calls this concept “thin-slicing”.Let’s suppose
- ["The 5 Love Languages" by Gary Chapman](https://salesvault.pro/the-5-love-languages-by-gary-chapman/) - What could love possibly have to do with sales? And how could understanding how love works within relationships improve your sales? Good questions.The concept itself is surprisingly simple. This book describes how each of us feels loved. Furthermore, by understanding our partners love language, we learn how to communicate this important motion.Translate this to sales…
- ["How to Win Friends and Influence People" by Dale Carnegie](https://salesvault.pro/how-to-win-friends-and-influence-people-by-dale-carnegie/) - This is the single best book on sales ever written…despite the fact that it has nothing to do with sales. In other words, this is not a “How to sell stuff” book. Instead, it’s about human nature.If I had to summarize the content in one sentence, I would quote the author by saying, “You can
- ["Never Split the Difference" by Chris Voss](https://salesvault.pro/never-split-the-difference-by-chris-voss/) - This is a book about negotiation.Author Chris Voss is a former FBI hostage negotiator who brought his tactics to the business world. Most of us are lousy negotiators. This book will help you to get what you want by teaching you what to say in critical moments.Technically, I’ve never read this book. I have, however,
- ["The Four Agreements" by Don Miguel Ruiz](https://salesvault.pro/the-four-agreements-by-don-miguel-ruiz/) - According to the author, everything a person does is based on agreements they have made with themselves, with others, with God, and with life itself.If I ran the world, I would make this book — and “How to Win Friends and Influence People” by Dale Carnegie — required reading as a prerequisite to turning age,
- ["Integrity" by Henry Cloud](https://salesvault.pro/integrity-by-henry-cloud/) - Dr. Henry Cloud wrote this book about managers and employees and the need to consider some vital characteristics when gauging their impact on others and the company. He has a terrific analogy about how we are all the captains of our own motorboat and the people around us are either water skiing or drowning. I
- ["Strengths Finder" by Tom Rath](https://salesvault.pro/strengths-finder-by-tom-rath/) - Here’s another book that has been on the New York Times bestseller list for years, and for good reason. It’s a self-assessment test on steroids, measuring your skills, strengths, and weaknesses and then comparing them with the 10 million other people who have done the same. Building on this concept, Rath wrote “Wellbeing”, also one
- ["Wellbeing" by Tom Rath](https://salesvault.pro/wellbeing-by-tom-rath/) - The author claims there are five essential elements to a happy life: Career Well-Being, Social Well-Being, Financial Well-Being, Physical Well-Being, and Community Well-Being. The book helps isolate your standing in each of these areas and then provide strategies for enjoying each day and getting the most out of your life. Amazon
- ["The Assertiveness Workbook" by Randy Paterson](https://salesvault.pro/the-assertiveness-workbook-by-randy-paterson/) - I consider this another must-read and often hear myself recommending it to salespeople at all levels. My next thought after the recommendation is always, “I need to reread this book!” In fact, as I write these words, I am making a note to actually do it this time.Assertiveness is not the same as aggressiveness. It’s
- ["Driven to Distraction" by Edward Hallowell](https://salesvault.pro/driven-to-distraction-by-edward-hallowell/) - When I was 38 years old and my oldest daughter was eight or nine, we found out that she had ADD. At the same time, we discovered the source, a genetic connection to her father. This book was recommended to me and I, like everyone else I’ve spoken to who’s ever read it, believed the
- ["The Seven Habits of Highly Effective People" by Stephen Covey](https://salesvault.pro/the-seven-habits-of-highly-effective-people-by-stephen-covey/) - This is another classic read. There is a lot of time management and human behavior discussed in these pages. I found it rather stuffy and stiff compared to some of the other warm and fuzzy books, but there are definitely some pearls here. Amazon
- [Back to the Future: The New Old Sales Skills Required to Sell Digital Print](https://salesvault.pro/back-to-the-future-the-new-old-sales-skills-required-to-sell-digital/) - The smart, flexible sales rep understands that the more things change, the more they stay the same. Drawing on lessons from the past, a new approach to sales is necessary - one that includes many of the same selling skills and techniques from a different era.
- [Pre-Call Research](https://salesvault.pro/call-research/) - When you research a prospect ahead of time, your sales pitch becomes so powerful, doors open appointments are welcome. Let’s explore how to accomplish this.
- [How to Create a Prospecting Process Course](https://salesvault.pro/prospecting/) - Learn why you need an effective prospecting process and find tools to create one that works for you.
- [Diligence: Engage the Plan](https://salesvault.pro/diligence/) - Now’s the time to apply that prospecting process with diligence: How many calls should you make? How much is too much? Get the answers to these questions and learn how to find a sales activity goal that is reasonable and achievable.
- [Nail that First Prospecting Call](https://salesvault.pro/nail-that-first-prospecting-call-course/) - That first prospecting call can be terrifying for a lot of reasons. This Sales Vault course gives you ideas and strategies to take you from fear to fierce.
- [Selling to Vertical Markets](https://salesvault.pro/selling-to-verticals-markets/) - On-Demand Course View All Courses Selling to Vertical Markets Overview Watch the Video Additional Resources Related Courses OVERVIEW Selling to Verticals is all about creating a repeatable success. You remember being in grade school (sixth grade, Max) and the teacher asked a question to which you are 100% certain he knew the answer? You’d thrust
- [Verticals: Selling to Banks Opportunity #1 - The Basics](https://salesvault.pro/verticals-selling-to-banks-step-one-the-basics/) - Before you sell to banks, you need to understand their world. This first-in-a-series video goes over the basics and gives 2 ideas for where you should start.
- [Finding the Elusive Customer in COVID Times](https://salesvault.pro/finding-the-elusive-customer-in-covid-times/) - Overview OVERVIEW Creative ideas to help you connect with prospects In a recent Sales Vault poll, members overwhelmingly reported “Finding and connecting with customers/prospects” as their #1 sales challenge. This course speaks to that issue directly with several ideas designed to help with a long time obstacle made more difficult with so many now working
- [Verticals: Selling to Banks Opportunity #2 - Follow the money.](https://salesvault.pro/verticals-selling-to-banks-step-two-follow-the-money/) - This second-in-a-series video discusses a clever idea for uncovering a sale to a bank. Banks spend 10 times more on this than on anything else. Follow the money.
- [How to Overcome the 'Price' Objection](https://salesvault.pro/how-to-overcome-the-price-objection/) - Ask a sales rep to name their top sales challenges and, “Responding to a customer telling me my bid was not the lowest” is certainly in the top three. This course teaches you options for not only beating this objection, but avoiding entirely.
- [Sell like Geico](https://salesvault.pro/sell-like-geico/) - Overview OVERVIEW Sell Like Geico Quick: Think of a Geico ad campaign. Bet you thought of several. The result of their approach: $41.6 Billion in profits to Berkshire Hathaway. What’s the lesson? How can you “Sell Like Geico” and what might it do for your sales? Take the course and find out. Click image below
- [Why Your Sales Reps Won't Sell Inkjet (and what to do about it)](https://salesvault.pro/why-your-sales-reps-wont-sell-inkjet-and-what-to-do-about-it/) - Overview OVERVIEW Why Your Sales Reps Won't Sell Inkjet (and what to do about it) Congratulations on the purchase of that new inkjet press. Bad news: Your reps won’t sell to it? This 20 minute video explains why and then, more importantly, what owners and managers need to do in order to change that. Click
- [Do You See What I See?](https://salesvault.pro/do-you-see-what-i-see/) - A website is a window to the soul of the company. But what exactly does your website say, and is it even accurate? Bill Farquharson found a clever and entertaining way to find out and shares the intel in this week's blog.
- [Three Words for December](https://salesvault.pro/three-words-for-december/) - Will you thrive or merely survive in '25? The answer to that question starts in December of 2024. That's Bill Farquharson's message for you in this week's Short Attention Span Sales Tip.
- [Three Time Management Lessons](https://salesvault.pro/three-time-management-lessons/) - At age 38, Bill Farquharson learned about ADD and how his thinking was not, well, normal. Since then, he's come up with a LOT of work-arounds. In this week's Short Attention Span Sales Tip, he shares his three top time management lessons.
- [Prospecting Bias](https://salesvault.pro/prospecting-bias/) - Email, voicemail, phone calls, texts, visits, LinkedIn connections...we all have our personal preference when it comes to how we like to be contacted. But with preference comes a dangerous component. In this week's Short Attention Span Sales Tip, Bill Farquharson issues a warning on what to watch out for.
- [Genuine Sales](https://salesvault.pro/genuine-sales/) - Most sales people never reach the deeper level of success achievable when you understand the simple point in Bill Farquharson's blog this week.
- [How to Make TEN Sales Calls a Day](https://salesvault.pro/how-to-make-ten-sales-calls-a-day-whitepaper/) - Download WhitepaperDo you have time to make ten new business calls a day? You might not think so but I’ll change your mind…
- [The Sales Calendar](https://salesvault.pro/the-sales-calendar-whitepaper/) - Download WhitepaperThe selling year ebbs and flows. Think of it as 12 hard months and that's what it will be. Break it up as Bill down in this download and you can make smaller plans which yield bigger results.
- [Why Aren't You Selling More](https://salesvault.pro/why-arent-you-selling-more-whitepaper/) - Download WhitepaperNow, there’s a good question! Learn 4 questions to ask yourself when sales go south…
- [Sales Talk Replays January 2024 through July 2024](https://salesvault.pro/sales-talk-replays/) - Sales Talk ran for the first half of 2024. To participate in live workshops consult our calendar of upcoming events. To view replays of the most recent Sales & Marketing workshops, go to the Insider Replay page. You are not authorized to view this content. Become an Insider to view this content.Already a member? Please
- [The Marketing Workshop Archives  2022 - July 2024](https://salesvault.pro/the-marketing-workshop/) - Join Sales Vault Insiders for The Marketing Workshop every Monday at 11am. A favorite of Sales Vault Insiders, the Marketing Workshop brings together movers and shakers in the Sales Vault community to discuss marketing ideas and challenges – both company-wide and personal. Visit the calendar to RSVP or simply drop in (Zoom link on event
- [Office Hours Replays 2022 - 2023](https://salesvault.pro/office-hours-replays-archive/) - Office Hours was replaced in 2024 with Sales Talk and Marketing Workshops. This is an archive of the 2022 and 2023 sessions for your viewing pleasure. Visit the Insider Workshop Replay page for a comprehensive selection. 2023 Office Hours Office Hours Replays 25 Videos Dec. 6, 2023 34:56 Nov. 29, 2023 54:42 Nov. 22, 2023
- [2024 ISA Notes Download](https://salesvault.pro/4324ll1x0c10b8e61f21w0c10323x92/) - 2024 ISA Conference Notes Thank you for attending my presentation at the ISA Conference. As a courtesy, and to help you learn, embed, and engage the ideas I presented, I’ve provided some details for each of the 10 Sales Tips. Read these tips below or Download the PDF. Download Quick Links Connect with me on
- [Sales Challenges: How to Become 'Vendor of the Year'](https://salesvault.pro/sales-challenges-how-to-become-vendor-of-the-year/) - All print sales reps should strive to be their clients' Vendor of the Year, and Bill Farquharson has the steps to help you get there.
- [The Best (and funniest) Prospecting Letter Ever!](https://salesvault.pro/the-best-and-funniest-prospecting-letter-ever/) - What would you want out of a good prospecting letter?An appointment, perhaps, but can you really expect to get that from just one single letter? Download Letter [pdf] An Insider Exclusive! Steve Block did it with this letter I’m about to talk about…Steve was one-of-a-kind. A Business Development Manager (think: Inside Sales and Lead-Generator), Steve
- [Download 6 Prospecting Letter Templates](https://salesvault.pro/download-6-prospecting-letter-templates/) - Here are some prospecting Letters to emulate or flat-out steal from, courtesy of The Sales Vault and yours truly.A good business letter has three components:• In the first paragraph, say what you are going to say.• In the second paragraph, say it.• In the third paragraph, say what you said.Oh, and one more thing: Always
- [Better than a Sales Script: Download](https://salesvault.pro/better-than-a-sales-script-download/) - You: “Hey, Bill. Can you post a sales script for us to use? Me: “Well, yes…and no. I will post something that will help but it won’t be a script.” I often get asked, “Do you have a sales script I can use?” The question makes my skin crawl. There is no one-size-fits-all group of
- [The Expert Sales Week Planning Guide](https://salesvault.pro/the-expert-sales-week-planning-guide/) - An efficient sales week is no accident. The biggest mistake sales people make—by far—is the lack of planning ahead. And yet just a little preparation before end-of-day Friday to look at your calendar and think through a plan for next week goes a long way.Ask yourself:What worked this week, what didn’t work?Are there days when I
- [Questions to Ask: Download](https://salesvault.pro/questions-to-ask-download/) - This Sales Vault Insider exclusive download outlines specific questions you might want to use to engage in a solution based conversation with the client.
- [The LinkedIn Invite: What to Write Download](https://salesvault.pro/the-linkedin-invite-what-to-write-download/) - You want to connect with someone on LinkedIn but they do not know you and, quite honestly, have no reason to accept your invitation. Before the connection request is sent, LinkedIn suggests you include a message. What do you write?
- [Sales Emails That Get Responses](https://salesvault.pro/sales-emails-that-get-responses-downloadable-templates/) - For better or worse, email is a primary form of communication. While it is a time saver for the sender and the recipient, the sheer volume means your email is just another face in the crowd; that is unless you do something to make it stand out.
- [What to Say When Calling a “Dead” Account](https://salesvault.pro/what-to-say-when-calling-a-dead-account/) - Someone at your company had a bright idea: Let’s call on accounts we haven’t heard from in a while. Maybe they need something. Maybe they’ve forgotten about us. You agree… That is a great idea…
- [Sales Call Checklist: Download](https://salesvault.pro/sales-call-checklist-download/) - You finally got that appointment after endless attempts. Congratulations! But, now what? This could be your one and only opportunity with this prospect. That means you need to make the most of your face time.
- [The Right Way to Nag](https://salesvault.pro/the-right-way-to-nag-download/) - It is frustrating to continually make attempts to connect with a prospect and get nothing back. Yet, we can all understand that it isn't easy getting bombarded with unsolicited emails. Let this email be an example of how to follow up on an initial attempt and learn to nag the right way.
- [New To Sales Group | Oct 17th Insider Replay](https://salesvault.pro/new-to-sales-group-oct-17th-insider-replay/) - Watch the replay of Bill Farquharson's "New to Sales Group" | Oct 17th Insider workshop.
- [New To Sales Group | Oct 31st Insider Replay](https://salesvault.pro/new-to-sales-group-oct-31st-insider-replay/) - Watch the replay of Bill Farquharson's "New to Sales Group" | Oct 31st Insider workshop.
- ["New to Sales" Group | Nov 14 Insider Replay](https://salesvault.pro/new-to-sales-group-nov-14-insider-replay/) - Watch the replay of Bill Farquharson's New to Sales Group | Nov 14th Insider workshop.
- ["New to Sales" Group | Nov 28 Insider Replay](https://salesvault.pro/new-to-sales-group-nov-28-insider-replay/) - Watch the replay of Bill Farquharson's New to Sales Group | Nov 28th Insider workshop.
- [New to Sales | Dec 12th Insider Replay](https://salesvault.pro/new-to-sales-dec-12th-insider-replay/) - Watch the replay of Bill Farquharson's New to Sales Dec 12th Insider workshop.
- [New to Sales | Jan 9th Insider Replay](https://salesvault.pro/new-to-sales-jan-9th-insider-replay/) - Watch the replay of Bill Farquharson's New to Sales Jan 9th Insider workshop.
- [New to Sales | Feb 6th Insider Replay](https://salesvault.pro/new-to-sales-feb-6th-insider-replay/) - Watch the replay of Bill Farquharson's New to Sales Feb 6th Insider workshop.
- [New to Sales | Feb 20th Insider Replay](https://salesvault.pro/new-to-sales-feb-20th-insider-replay/) - Watch the replay of Bill Farquharson's New to Sales Feb 20th Insider workshop.
- [New to Sales | March 5th Insider Replay](https://salesvault.pro/new-to-sales-march-5th-insider-replay/) - Watch the replay of Bill Farquharson's New to Sales Feb 6th Insider workshop.
- [New to Sales Group | April 2nd Insider Replay](https://salesvault.pro/new-to-sales-group-april-2nd-insider-replay/) - Watch the replay of Bill Farquharson's "New to Sales Group" workshop from April 2nd.
- [New to Sales Group | April 16th Insider Replay](https://salesvault.pro/new-to-sales-group-april-16th-insider-replay/) - Watch the replay of Bill Farquharson's "New to Sales Group" workshop from April 16th.
- [New to Sales | May 14 Insider Replay](https://salesvault.pro/new-to-sales-may-14-insider-replay/) - Watch the replay of Bill's May 14th "New to Sales" workshop.
- [New to Sales | May 28 Insider Replay](https://salesvault.pro/new-to-sales-may-28-insider-replay/) - Watch the replay of Bill's May 28th "New to Sales" workshop.
- [New to Sales | June 11th Insider Replay](https://salesvault.pro/new-to-sales-june-11th-insider-replay/) - Watch the replay of Bill's June 11th "New to Sales" workshop.
- [New to Sales Group | June 25th Insider Replay](https://salesvault.pro/new-to-sales-group-june-25th-insider-replay/) - Watch the replay of Bill's June 25th "New to Sales Group" workshop.
- [New to Sales Group | July 9th Insider Replay](https://salesvault.pro/new-to-sales-group-july-9th-insider-replay/) - Watch the replay of Bill's July 9th "New to Sales Group" workshop.
- [New to Sales Workshop | August 7th Insider Replay](https://salesvault.pro/new-to-sales-workshop-august-7th-insider-replay/) - Watch the replay of Bill's August 7th "New to Sales" workshop.
- [New to Sales Workshop | August 14th Insider Replay](https://salesvault.pro/new-to-sales-workshop-august-14th-insider-replay/) - Watch the replay of Bill's August 14th "New to Sales" workshop.
- [New-to-Sales Workshop | August 21st Insider Replay](https://salesvault.pro/new-to-sales-workshop-august-21st-insider-replay/) - Watch the replay of Bill's August 21st New to Sales Workshop
- [Insider Replay: New-to-Sales Workshop August 28, 2024](https://salesvault.pro/new-to-sales-workshop-august-28th-insider-replay/) - Watch the replay of Bill's August 28th New to Sales Workshop
- [New to Sales | May 30th Insider Replay](https://salesvault.pro/new-to-sales-may-30th-insider-replay/) - Watch the replay of Bill Farquharson's May 30th "New to Sales" workshop.
- [New to Sales  | June 13th Insider Replay](https://salesvault.pro/new-to-sales-june-13th-insider-replay/) - Watch the replay of Bill Farquharson's June 13th "New to Sales" workshop.
- [New to Sales | June 27th Insider Replay](https://salesvault.pro/new-to-sales-june-27th-insider-replay/) - Watch the replay of Bill Farquharson's June 27th "New to Sales" workshop.
- ["New to Sales" Group Workshop | July 25th Insider Replay](https://salesvault.pro/new-to-sales-group-workshop-july-25th-insider-replay/) - Watch the replay of Bill Farquharson's July 25th "New to Sales" group workshop.
- ["New to Sales" Group | Aug. 10th Insider Replay](https://salesvault.pro/new-to-sales-group-aug-10th-insider-replay/) - Watch the replay of Bill Farquharson's "New to Sales" Group Aug. 10th workshop.
- ["New to Sales" Group | Aug. 22nd Insider Replay](https://salesvault.pro/new-to-sales-group-aug-22nd-insider-replay/) - Watch the replay of Bill Farquharson's "New to Sales" Group Aug. 22nd workshop.
- ["New to Sales" Group | Sept. 5th Insider Replay](https://salesvault.pro/new-to-sales-group-sept-5th-insider-replay/) - Watch the replay of Bill Farquharson's "New to Sales" Group Sept 5th workshop.
- [New to Sales | Sept. 19th Insider Replay](https://salesvault.pro/new-to-sales-sept-19th-insider-replay/) - Watch the replay of Bill Farquharson's "New to Sales" September 19th workshop.
- [New To Sales Group | Oct 3rd Insider Replay](https://salesvault.pro/new-to-sales-group-oct-3rd-insider-replay/) - Watch the replay of Bill Farquharson's "New to Sales Group | Oct 3rd Insider Replay" workshop.
- [You Want to Be Known For This](https://salesvault.pro/you-want-to-be-known-for-this/) - Yeah, yeah, yeah. We all need a brand. But while it is important to be known as being creative and resourceful, Bill Farquharson has a brand that’s more important and far easier to achieve. It’s the subject of this week’s Short Attention Span Sales Tip.
- [A Killer Sales Assumption](https://salesvault.pro/a-killer-sales-assumption/) - How do you react when a client says, "We already have a vendor"? 99% of sales people make an assumption that kills a potential opportunity. One of Bill Farquharson's clients took the road less traveled, and it made all the difference.
- [A Secondary Sales Goal](https://salesvault.pro/a-secondary-sales-goal/) - Go ahead and make those sales goals, but without the second goal from Bill Farquharson's Short Attention Span Sales Tip, don't expect it to work.
- [A Sales Sign](https://salesvault.pro/a-sales-sign/) - Prospecting is a lot like exercising. All that work feels fruitless, until...And that is a lesson Bill Farquharson took from a month of sweating at the gym. You'll have a new goal and tighter abs after this week's Short Attention Span Sales Tip.
- [We might not want your business](https://salesvault.pro/we-might-not-want-your-business/) - The outgoing voicemail message for a print company in Texas was long...very long...very, very long...and Bill Farquharson waited and waited and waited, all while thinking, "Geesch, this guy must not want the business." Turns out, well, read it for yourself in this week's Short Attention Span Sales Tip.
- [The Opportunity Filter](https://salesvault.pro/the-opportunity-filter/) - The phone rings on a busy day. It's a potential new account talking about an order. You drop everything to accommodate...don't you? How do you know when to pursue and when to pass? In this week's Short Attention Span Sales Tip, Bill Farquharson provides a method for deciding.
- [Prospecting for Legacy Reps](https://salesvault.pro/prospecting-for-legacy-reps/) - Legacy sales reps have a lot of positive attributes, but prospecting for new customers is not one of them. They make a lot of excuses. After they read Bill Farquharson's blog, they will have one less.
- [Important Non-Sales Actions](https://salesvault.pro/important-non-sales-actions/) - As difficult as the go-go pace of sales can be, to stop and analyze can be just as difficult, but just as valuable and just as important. In this week's Short Attention Span Sales Tip, Bill Farquharson provides a list of non-selling actions to take that will make augment your selling actions.
- [The Fun Part of Sales](https://salesvault.pro/the-fun-part-of-sales/) - The best part of sales isn't the victory, landing a big fish, or finally getting an appointment with a coveted Buyer, it's something entirely different and completely unexpected...and it's what Bill Farquharson is talking about in this week's Short Attention Span Sales Tip.
- [Advice Worth Repeating](https://salesvault.pro/advice-worth-repeating/) - You’ve heard the advice once, but it was so good, Bill’s going to say it again just to make sure you not only hear it, but apply it. Check out this week’s Short Attention Span Sales Tip.
- [5 Steps to Better Presentations & Sales Calls](https://salesvault.pro/5-steps-to-better-presentations-sales-calls/) - Giving a live presentation is a lot like making a sales call. So, in this week's Short Attention Span Sales Tip, Bill Farquharson has a few suggestions for knocking it out of the park.
- [Preemptive Networking](https://salesvault.pro/preemptive-networking/) - To attend a business event, trade show, or conference is a first step. Taking Bill Farquharson's advice in this week's Short Attention Span Sales Tip will make that good idea even better.
- [Maple Syrupy Sales Promises](https://salesvault.pro/maple-syrupy-sales-promises/) - The breakfast menu sold Bill Farquharson on their pancakes with "Real Maple Syrup." When that turned out to be a lie, Bill took his business elsewhere and made it the subject of this week's Short Attention Span Sales Tip.
- [Strive to be Ronald](https://salesvault.pro/strive-to-be-ronald/) - A lesson from a binge-worthy TV show proves to be the fodder for this week's Short Attention Span Sales Tip.
- [How to Instantly Gain Credibility](https://salesvault.pro/how-to-instantly-gain-credibility/) - Standing in his kitchen and listening to a sales pitch, Bill Farquharson heard something that gave the rep instant credibility. Find out what it was and what you need to do in this week's Short Attention Span Sales Tip.
- [Appreciating the Sales Challenges](https://salesvault.pro/appreciating-the-sales-challenges/) - No one picks up the phone. Emails go unanswered. You lose a client for no fault of your own. It’s hard to imagine being asked to appreciate these and other sales challenges, but what Bill Farquharson has to say in this week’s Short Attention Span Sales Tip might change your mind.
- [The Bully Customer](https://salesvault.pro/the-bully-customer/) - A once-rude house guest reminds Bill Farquharson of the day he went from lion to lamb and how you can reel that bully customer in whenever you are ready.
- [The Best Sign a Sales Rep Can See](https://salesvault.pro/the-best-sign-a-sales-rep-can-see/) - "We already have a vendor" is a tough and frustrating sales objection. First, you want to BE that vendor, but second, why are they not interested in hearing new ideas? Bill Farquharson recalls a sign sitting in the lobby of a printer in Baltimore which serves as an example for how it should be.
- [A Vendor Crystal Ball](https://salesvault.pro/a-vendor-crystal-ball/) - Wouldn't it be great to know what kind of experience you will have with a customer before they become a customer? Knowing ahead of time might affect how hard you push and how much you sacrifice in order to make them a client. In a recent Sales Vault workshop, a signage sales rep came up with a novel idea which Bill Farquharson shares in this week's blog.
- [Your Customer Should Fire You](https://salesvault.pro/your-customer-should-fire-you/) - A TV commercial from 50 years serves as the center piece in Bill Farquharson's blog this week as he recalls a business problem that has grown over the years.
- [Compensation Without Representation](https://salesvault.pro/compensation-without-representation/) - This column first appeared in Printing Impressions May 2012 © Bill Farquharson Memo to: SelfRe: Your column ideaBill, your “Take no prisoners” column on sales compensation last month brought back a lot of memories and really got me thinking about the subject. As you know, the subject matter is a lightning rod for controversy regardless
- [Insider Replay: Selling to Colleges May 2023](https://salesvault.pro/selling-to-colleges-may-16th-insider-replay/) - Watch the replay of the May16th "Selling to Colleges" workshop.
- [Insider Replay: Time Management Masters May 2023](https://salesvault.pro/time-management-masters-may-25th-insider-replay/) - Watch the replay of Bill Farquharson's May 25th "Time Management Masters" workshop.
- [Insider Replay: Sales Best Practices May 2023](https://salesvault.pro/sales-best-practices-may-30th-insider-replay/) - Watch the replay of Bill Farquharson's May 30th "Sales Best Practices" workshop.
- [Insider Replay: Selling to Hospitals January 2024](https://salesvault.pro/selling-to-hospitals-jan-16th-insider-replay/) - Watch the replay of Bill Farquharson's Selling to Hospitals Jan 16th Insider workshop.
- [Insider Replay: Selling to Colleges May 2024](https://salesvault.pro/selling-to-colleges-may-28-insider-replay/) - Watch the replay of Bill's May 28th "Selling to Colleges" workshop.
- [Insider Replay: Selling to Hospitals May 2023](https://salesvault.pro/selling-to-hospitals-may-9th-insider-replay/) - Watch the replay of the May 9th "Selling to Hosptials" workshop.
- [Insider Replay: Selling to Colleges April 2022](https://salesvault.pro/selling-to-colleges-april-12-insider-replay/) - Watch the replay of Bill's April 12th "Selling to Colleges" workshop.
- [Insider Replay: Selling to Hospitals Workshop Feb 2022](https://salesvault.pro/selling-to-hospitals-workshop-feb-8-insider-replay/) - Watch the replay of the February 8th Selling to Hospitals Workshop with Bill Farquharson.
- [Insider Replay: Selling to Hospitals July 2024](https://salesvault.pro/selling-to-hospitals-july-9th-insider-replay/) - Watch the replay of Bill's July 9th "Selling to Hospitals" workshop.
- [Why Your Sales Rep Lies to You](https://salesvault.pro/why-your-sales-rep-lies-to-you/) - How many calls did you make? What do you expect to sell this month? Is this expense report accurate? If you are not getting honest answers, there is more than just one person to blame. Bill Farquharson introduces you to both of them in his blog this week.
- [Bosses Do NOT Want to Hear This, But...](https://salesvault.pro/bosses-do-not-want-to-hear-this-but/) - Receiving an invitation to a client event is a good indicator you are a valued vendor. Hearing someone say, "I see you here a lot. Do you work here?" is a good indicator you are properly servicing the account. There is a third sign of sales effectiveness, but Bill Farquharson guarantees your boss will not like it. Read this week's blog for more.
- [3 Things a Manager Needs to Know](https://salesvault.pro/3-things-a-manager-needs-to-know/) - You think sales is tough? Try being a sales manager. This week, Bill Farquharson offers up three ideas for improvement in the world of herding cats.
- [3 Things to Tell a New Sales Rep](https://salesvault.pro/3-things-to-tell-a-new-sales-rep/) - Oh, to be able to go back in time and have a conversation with a version of you who is just starting out in sales. In this week’s blog, Bill rattles off three ideas for getting a new rep set up for success.
- [Insider Replay: Sales Management Workshop November 2021](https://salesvault.pro/sales-management-workshop-nov-22nd-insider-replay/) - Watch the replay of the November 22nd workshop with Bill Farquharson focused on the Sales Management.
- [Insider Replay: Sales Apps Workshop  Feb. 2024](https://salesvault.pro/sales-apps-workshop-feb-1-insider-replay/) - Watch the replay of the February 1st Sales App Workshop with Bill Farquharson.
- [You Are Not Alone](https://salesvault.pro/you-are-not-alone/) - While selling remotely might save you gas and allow you to wear your slippers, it can cause you to wonder, “Am I the only one having trouble connecting with customers and prospects?” In this blog, Bill answers that and shares two traits all of his clients are experiencing.
- [The Best 4 Words a Rep Can Hear](https://salesvault.pro/the-best-4-words-a-rep-can-hear/) - Managing sales success is expensive. With training, hiring a CSR, marketing, and generating leads it can be thousands of dollars. In Bill’s blog this week, he offers up a 4 word statement that works and is completely free!
- [The Biggest Sales Challenge No One is Talking About](https://salesvault.pro/the-biggest-sales-challenge-no-one-is-talking-about/) - The "Price" objection; Finding the hybrid worker; Getting your price. Yup. These are all solid obstacles for sales reps. But there one that tops them all and NO ONE is admitting to it. Find out more in Bill Farquharson's blog.
- [New to Sales? Here Are 3 Things to Avoid](https://salesvault.pro/new-to-sales-here-are-3-things-to-avoid/) - After learning about print (aka Drinking from a fire hose) you set out as a sales rep. In this week's blog, Bill Farquharson gives you three pieces of solid advice.
- [A Proven Way to Lose a Sale](https://salesvault.pro/a-proven-way-to-lose-a-sale/) - A great sales presentation at a college campus went bad for Bill’s high school seniors. Since he can’t leave them feedback, he’ll use this blog to make some suggestions to you instead.
- [Sales Accountability, Frustration, and What to Read](https://salesvault.pro/sales-accountability-frustration-and-what-to-read/) - In this week’s Short Attention Span Sales Tip, Bill’s conversations cover how to make extra sales calls, the value of a sales community, and what to read this summer.
- ["We live in an Amazon world."](https://salesvault.pro/we-live-in-an-amazon-world/) - Bill Farquharson's weekly sales tips are typically taken from conversations he has with his customers. In this week's Short Attention Span Sales tip, Bill turns things around and gives his three most frequent sales tips - commentary he finds himself sharing multiple times a week.
- [Insider Replay: Sales Triathlon July 2022](https://salesvault.pro/sales-triathlon-july-19-insider-replay/) - Watch the replay of Bill's July 19th "Sales Triathlon" workshop.
- [Insider Replay: Sales Triathlon Workshop April 2024](https://salesvault.pro/sales-triathlon-april-10th-insider-replay/) - Watch the replay of Bill's April 10th "Sales Triathlon" workshop.
- [The Marketing Workshop | August 12th Insider Replay](https://salesvault.pro/the-marketing-workshop-august-12th-insider-replay/) - Watch the replay of The Marketing Workshop August 13th.
- [The Marketing Workshop | August 19th Insider Replay](https://salesvault.pro/the-marketing-workshop-august-19th-insider-replay/) - Watch the replay of The Marketing Workshop August 19th.
- [Insider Replay: The Marketing Workshop](https://salesvault.pro/the-marketing-workshop-august-26th-insider-replay/) - Watch the replay of The Marketing Workshop August 26th.
- [The Marketing Workshop | Sept. 9th Insider Replay](https://salesvault.pro/the-marketing-workshop-sept-9th-insider-replay-2/) - Watch the replay of The Marketing Workshop September 9th.
- [The Marketing Workshop | Sept. 16th Insider Replay](https://salesvault.pro/the-marketing-workshop-sept-16th-insider-replay/) - Watch the replay of The Marketing Workshop September 16th.
- [Insider Replay: How to create an effective prospecting process Sept. 2024](https://salesvault.pro/how-to-create-an-effective-prospecting-process-sept-10th-insider-replay/) - Watch the replay of How to create an effective prospecting process Workshop September 10th.
- [Insider Replay: Selling to Banks March 2022](https://salesvault.pro/vertical-markets-selling-to-banks-march-15-insider-replay/) - Watch the replay of Bill's March 15th Selling to Banks workshop.
- [Insider Replay: Selling to Banks May 2023](https://salesvault.pro/selling-to-banks-may-2nd-insider-replay/) - Watch the replay of the May 2nd "Selling to Banks" workshop.
- [Insider Replay: Selling to Banks April 2024](https://salesvault.pro/selling-to-banks-april-2nd-insider-replay/) - Watch the replay of Bill Farquharson's "Selling to Banks" workshop from April 2nd.
- [LinkedIn Workshop with Joanne Gore: Insider Replay](https://salesvault.pro/linkedin-workshop-with-joanne-gore-insider-replay/)
- [Feb. 3: Insider Office Hours Replay](https://salesvault.pro/feb-3-insider-office-hours-replay/)
- [Feb. 17: Insider Office Hours Replay](https://salesvault.pro/feb-17-insider-office-hours-replay/) - Open forum meeting with Insiders. Topics Discussed: Which applications should I sell right now? Which verticals are hot?
- [Feb. 10: Insider Office Hours Replay](https://salesvault.pro/feb-10-insider-office-hours-replay/)
- [March 3: Insider Office Hours Replay](https://salesvault.pro/march-3-insider-office-hours-replay/)
- [March 24: Insider Office Hours Replay](https://salesvault.pro/march-24-insider-office-hours-replay/)
- [March 31: Insider Office Hours Replay](https://salesvault.pro/march-31-insider-office-hours-replay/)
- [April 7: Insider Office Hours Replay](https://salesvault.pro/april-7-insider-office-hours-replay/)
- [April 14: Insider Office Hours Replay](https://salesvault.pro/april-14-insider-office-hours-replay/)
- [April 28: Insider Office Hours Replay](https://salesvault.pro/april-28-insider-office-hours-replay/)
- [May 12: Insider Office Hours Replay](https://salesvault.pro/may-12-insider-office-hours-replay/)
- [May 19: Insider Office Hours Replay](https://salesvault.pro/may-19-insider-office-hours-replay/)
- [June 2: Insider Office Hours Replay](https://salesvault.pro/june-2-insider-office-hours-replay/)
- [June 9: Insider Office Hours Replay](https://salesvault.pro/june-9-insider-office-hours-replay/)
- [June 16: Insider Office Hours Replay](https://salesvault.pro/june-16-insider-office-hours-replay/)
- [June 23: Insider Office Hours Replay](https://salesvault.pro/june-23-insider-office-hours-replay/)
- [July 7: Insider Office Hours Replay](https://salesvault.pro/july-7-insider-office-hours-replay/)
- [When Sales Leadership Ends](https://salesvault.pro/when-sales-leadership-ends/) - It’s endless, the constant complaining from a sales force. Like a mother whose kids see her as the receptacle of all things bad in their life, a sales manager must listen with equal parts sympathy and accountability. Parents and managers are both leaders who will benefit from Bill’s blog and a timely quote from the late General Colin Powell.
- [PIASD Webinar Replay](https://salesvault.pro/wgt4ipwowenld/) - 10 Sales Actions to Take Right Now | November 2021 Start your FREE 30 days now! Click to sign up and get immediate access as a Sales Vault Insider. Activate Your Free Trial Why the most successful sales reps love my Sales Vault : Rick Hartley The Hartley Press During one of our recent Wednesday
- [PINE Webinar Replay](https://salesvault.pro/29450iund2-73542/) - What makes the best of the best 'the best of the best'? October 14th Replay Start your FREE 30 days now! Click to sign up and get immediate access as a Sales Vault Insider. Activate Your Free Trial Why the most successful sales reps love my Sales Vault : Rick Hartley The Hartley Press During
- [ISA Webinar Replay](https://salesvault.pro/2a4f791-brftzazlx/) - 6 Innovative Lead Sources Webinar Replay Start your FREE 30 days now! Click to sign up and get immediate access as a Sales Vault Insider. Activate Your Free Trial Why the most successful sales reps love my Sales Vault : Rick Hartley The Hartley Press During one of our recent Wednesday Insider Office Hours calls
- [GAA Webinar Replay](https://salesvault.pro/646686b490/) - Sales Triathlon | November 2021 Start your FREE 30 days now! Click to sign up and get immediate access as a Sales Vault Insider. Activate Your Free Trial Why the most successful sales reps love my Sales Vault : Rick Hartley The Hartley Press During one of our recent Wednesday Insider Office Hours calls I
- [NPSOA Webinar Replay](https://salesvault.pro/7w9y39-iwoh712/) - 25 Best Sales Tips Live | October 2021 Start your FREE 30 days now! Click to sign up and get immediate access as a Sales Vault Insider. Activate Your Free Trial Why the most successful sales reps love my Sales Vault : Rick Hartley The Hartley Press During one of our recent Wednesday Insider Office
- [Expert Interview Series: LinkedIn Strategies with Joanne Gore](https://salesvault.pro/expert-interview-series-linkedin-strategies-with-joanne-gore/) - How's your LinkedIn profile working for you? One hack for improving your chances of connecting with a prospect is to pull them in with an effective LinkedIn presence. But, what should it say? How should the page look? And what’s important to focus on?For answers, Bill turned to Marketing and SEO expert for the Print
- [Selling Mindfully with Jonathan London](https://salesvault.pro/insider-workshop-replay-selling-mindfully/) - Special Sales Vault contributor Jonathan London led a live workshop focused on channeling your best self to impact sales success. Watch or listen. Video and Podcast versions below:
- [The Art of Attraction | August 8th Insider Replay](https://salesvault.pro/the-art-of-attraction-august-8th-insider-replay/) - Watch the replay of "The Art of Attraction with Paula Fargo" August 8th workshop.
- [Chat GPT Sales Play Book with Linda Bishop | August 22nd Insider Replay](https://salesvault.pro/chat-gpt-sales-play-book-with-linda-bishop-august-22nd-insider-replay/) - Watch the replay of the August 22nd Sales and AI ChatGPT playbook with Linda Bishop.
- [Prospecting for Introverts | April 18th Insider Replay](https://salesvault.pro/prospecting-for-introvert-april-18th-insider-replay/) - Watch the replay of the April 18th "Prospecting for Introverts" workshop.
- [Pre-call Research | June 6th Insider Replay](https://salesvault.pro/pre-call-research-june-6th-insider-replay/) - Watch the replay of Bill Farquharson's June 6th "Pre-Call Research" workshop.
- [New Business | June 13th Insider Replay](https://salesvault.pro/new-business-june-13th-insider-replay/) - Watch the replay of Bill Farquharson's June 13th "New Business" workshop.
- [Selling to Different Personalities | June 20th Insider Replay](https://salesvault.pro/selling-to-different-personalities-june-20th-insider-replay/) - Watch the replay of Bill Farquharson's June 20th "Selling to Different Personalities" workshop.
- [Beating Voicemail | June 27th Insider Replay](https://salesvault.pro/beating-voicemail-june-27th-insider-replay/) - Watch the replay of Bill Farquharson's June 27th "Beating Voicemail" workshop.
- [That Nuisance Customer | July 12th Insider Replay](https://salesvault.pro/that-nuisance-customer-july-12th-insider-replay/) - Watch the replay of Bill Farquharson's July 12th "That Nuisance Customer" workshop.
- [Fighting Sales Fear, Anxiety and the Imposter Syndrome | July 18th Insider Replay](https://salesvault.pro/fighting-sales-fear-anxiety-and-the-imposter-syndrome-july-18th-insider-replay/) - Watch the replay of Bill Farquharson's July 18th "Fighting Sales Fear, Anxiety and the Imposter Syndrome" workshop.
- [LinkedIn: What to Post | July 25th Insider Replay](https://salesvault.pro/linkedin-what-to-post-june-25th-insider-replay/) - Watch the replay of Bill Farquharson's July 25th "LinkedIn: What to Post" workshop.
- [Better Communication | Aug. 1st Insider Replay](https://salesvault.pro/better-communication-aug-1st-insider-replay/) - Watch the replay of Bill Farquharson's August 1st "Better Communication" workshop.
- [Prospecting Process | Aug. 7th Insider Replay](https://salesvault.pro/prospecting-process-aug-7th-insider-replay/) - Watch the replay of Bill Farquharson's August 7th "Prospecting Process" workshop.
- [Time Management Basics | Aug. 15th Insider Replay](https://salesvault.pro/time-management-basics-aug-16th-insider-replay/) - Watch the replay of Bill Farquharson's "Time Management Basics" Aug. 15th workshop.
- [Motivation, Fatigue, Burnout and How to Reset | Aug. 29th Insider Replay](https://salesvault.pro/motivation-fatigue-burnout-and-how-to-reset-aug-29th-insider-replay/) - Watch the replay of Bill Farquharson's "Motivation, Fatigue, Burnout and How to Reset | Aug. 29th Insider Replay" Aug. 29th workshop.
- [Overcoming Objections | Sept. 6th Insider Replay](https://salesvault.pro/overcoming-objections-sept-6th-insider-replay/) - Watch the replay of Bill Farquharson's Overcoming Objections September 6th workshop.
- [Making Contact & Maintaining Relationships | Sept. 12th Insider Replay](https://salesvault.pro/making-contact-maintaining-relationships-sept-12th-insider-replay/) - Watch the replay of Bill Farquharson's "Making Contact & Maintaining Relationships" September 12th workshop.
- [Selling to That Young Buyer | Sept. 19th Insider Replay](https://salesvault.pro/that-young-buyer-sept-19th-insider-replay/) - Watch the replay of Bill Farquharson's "Selling to That Young Buyer" September 19th workshop.
- [Sales Apps You Should Know About | Oct 3rd Insider Replay](https://salesvault.pro/sales-apps-you-should-know-about-oct-3rd-insider-replay/) - Watch the replay of Bill Farquharson's "Sales Apps You Should Know About | Oct 3rd Insider Replay" workshop.
- [Effective Sales Presentations | Oct 17th Insider Replay](https://salesvault.pro/effective-sales-presentations-oct-17th-insider-replay/) - Watch the replay of Bill Farquharson's Effective Sales Presentations | Oct 17th Insider workshop.
- [Sales Best Practices | Oct 24th Insider Replay](https://salesvault.pro/sales-best-practices-oct-24th-insider-replay/) - Watch the replay of Bill Farquharson's Sales Best Practices Oct 24th Insider workshop.
- [Diligence and Determination | Oct 31st Insider Replay](https://salesvault.pro/diligence-and-determination-oct-31st-insider-replay/) - Watch the replay of Bill Farquharson's "Diligence and Determination" | Oct 31st Insider workshop.
- [Selling to Colleges | Nov 7 Insider Replay](https://salesvault.pro/selling-to-colleges-nov-7-insider-replay/) - Watch the replay of Bill Farquharson's "Selling to Colleges" | Nov 7th Insider workshop.
- [New Business | Nov. 22nd Insider Replay](https://salesvault.pro/new-business-nov-22nd-insider-replay/) - Watch the replay of Bill Farquharson's "New Business" November 22nd workshop.
- [Overcoming Objections | Nov. 29th Insider Replay](https://salesvault.pro/overcoming-objections-nov-29th-insider-replay/) - Watch the replay of Bill Farquharson's "Overcoming Objections" November 29th workshop.
- [Beating Voicemail | Dec. 6th Insider Replay](https://salesvault.pro/beating-voicemail-dec-6th-insider-replay/) - Watch the replay of Bill Farquharson's "Beating Voicemail" December 6th workshop.
- [Time Management Masters | Dec. 13th Insider Replay](https://salesvault.pro/time-management-masters-dec-13th-insider-replay/) - Watch the replay of Bill Farquharson's "Time Management Masters" December 13th workshop.
- [Pre-call Research | Dec. 20th Insider Replay](https://salesvault.pro/pre-call-research-dec-20th-insider-replay/) - Watch the replay of Bill Farquharson's "Pre-call Research" December 20th workshop.
- [A 2023 Sales Resolution Plan | Dec. 22nd Insider Replay](https://salesvault.pro/a-2023-sales-resolution-plan-dec-22nd-insider-replay/) - Watch the replay of Bill Farquharson's "A Sales Resolution Plan for 2023" December 22nd webinar and download the 23 questions to ask yourself while making your sales resolutions for 2023.
- [That Young Inexperienced Buyer | Jan 10 Insider Replay](https://salesvault.pro/that-young-buyer-jan-10-insider-replay/) - Watch the replay of Bill Farquharson's "That Inexperienced Young Buyer" January 10th workshop.
- [Selling in a Recession | Jan 17 Insider Replay](https://salesvault.pro/selling-in-a-recession-jan-17-insider-replay/) - Watch the replay of Bill Farquharson's "Selling in Recession" January 17th workshop.
- [Vertical Markets | Jan 24 Insider Replay](https://salesvault.pro/vertical-markets-jan-24-insider-replay/) - Watch the replay of Bill Farquharson's "Vertical Markets" January 24th workshop.
- [Sales Best Practices | Jan 31 Insider Replay](https://salesvault.pro/sales-best-practices-jan-31-insider-replay/) - Watch the replay of Bill Farquharson's "Sales Best Practices" January 31st workshop.
- [Motivation | Feb 7 Insider Replay](https://salesvault.pro/motivation-feb-7-insider-replay/) - Watch the replay of Bill Farquharson's "How to Stay Motivated" February 7th workshop.
- [Marketing Mix | Feb 14 Insider Replay](https://salesvault.pro/marketing-mix-feb-14-insider-replay/) - Watch the replay of Bill Farquharson's "Marketing Mix with Patrick Whelan" February 14th workshop.
- [Sales Apps You Should Know About | Feb 21 Insider Replay](https://salesvault.pro/sales-apps-you-should-know-about-feb-21-insider-replay/) - Watch the replay of Bill Farquharson's "Sales Apps You Should Know About" February 21st workshop.
- [Better Communication | Feb 28 Insider Replay](https://salesvault.pro/better-communication-feb-28-insider-replay/) - Watch the replay of Bill Farquharson's "Better Communication" February 28th workshop.
- [Get That Appointment | March 7 Insider Replay](https://salesvault.pro/get-that-appointment-march-7-insider-replay/) - Watch the replay of Bill Farquharson's "Get That Appointment" March 7 workshop.
- [Effective Sales Management | March 13 Insider Replay](https://salesvault.pro/effective-sales-management-march-13-insider-replay/) - Watch the replay of Bill Farquharson's "Effective Sales Management" March 13 workshop.
- [Time Management Basics | March 21st Insider Replay](https://salesvault.pro/time-management-basics-march-21st-insider-replay/) - Watch the replay of Bill Farquharson's "Time Management Basics" March 21 workshop.
- [Effective Sales Presentations | March 28th Insider Replay](https://salesvault.pro/effective-sales-presentations-march-28th-insider-replay/) - Watch the replay of Bill Farquharson's "Effective Sales Presentations" March 28 workshop.
- [Marketing is the New Sales | April 4th Insider Replay](https://salesvault.pro/marketing-is-the-new-sales-april-4th-insider-replay/) - Watch the replay of the April 4 "Marketing is the New Sales" workshop with Patrick Whelan and Kelly Mallozzi.
- [Time Management Masters | Nov 14 Insider Replay](https://salesvault.pro/time-management-masters-nov-14-insider-replay/) - Watch the replay of Bill Farquharson's Time Management Masters | Nov 14th Insider workshop.
- [Your 2024 Sales Plan (for Sales Reps): Nov 21st Insider Replay](https://salesvault.pro/your-2024-sales-plan-for-sales-reps-nov-21st-insider-replay/) - Watch the replay of Bill Farquharson's "Your 2024 Sales Plan (for Sales Reps)" Workshop.
- [Negotiating & Closing | Nov 28th Insider Replay](https://salesvault.pro/negotiating-closing-nov-28th-insider-replay/) - Watch the replay of Bill Farquharson's Negotiating & Closing | Nov 28th Insider workshop.
- [Prospecting for Introverts | Dec 12th Insider Replay](https://salesvault.pro/prospecting-for-introverts-dec-12th-insider-replay/) - Watch the replay of Bill Farquharson's Prospecting for Introverts Dec 12th Insider workshop.
- [Your Q1 Sales Plan | Dec 19th Insider Replay](https://salesvault.pro/your-q1-sales-plan-dec-19th-insider-replay/) - Watch the replay of Bill Farquharson's Your Q1 Sales Plan Dec 19th Insider workshop.
- [Sales & AI | Jan 9th Insider Replay](https://salesvault.pro/sales-ai-jan-9th-insider-replay/) - Watch the replay of Bill Farquharson's Sales & AI Jan 9th Insider workshop.
- [Pre-call Research | Jan. 23rd Insider Replay](https://salesvault.pro/pre-call-research-jan-23rd-insider-replay/) - Watch the replay of Bill Farquharson's Pre-Call Research January 23rd Insider workshop.
- [Practical Guide to LinkedIn | Jan. 30th Insider Replay](https://salesvault.pro/practical-guide-to-linkedin-jan-30th-insider-replay/) - Watch the replay of Bill Farquharson's Practical Guide to LinkedIn January 30th Insider workshop featuring Patrick Whelan.
- [Sales & AI | Feb 6th Insider Replay](https://salesvault.pro/sales-ai-feb-6th-insider-replay/) - Watch the replay of Bill Farquharson's Sales & AI Feb 6th Insider workshop, a follow up to the January 9th workshop, with special guest Linda Bishop, Author of "The ChatGPT Sales Playbook: Revolutionizing Sales with AI".
- [Selling to Different Personalities | Feb 13th Insider Replay](https://salesvault.pro/selling-to-different-personalities-feb-13th-insider-replay/) - Watch the replay of Bill Farquharson's Selling to Different Personalites Feb 13th Insider workshop.
- [Prospecting Process | Feb 20th Insider Replay](https://salesvault.pro/prospecting-process-feb-20th-insider-replay/) - Watch the replay of Bill Farquharson's Prospecting Process Feb 20th Insider workshop.
- [Time Management Basics | Feb 27th Insider Replay](https://salesvault.pro/time-management-basics-feb-27th-insider-replay/) - Watch the replay of Bill Farquharson's Time Management Basics Feb 27th Insider workshop.
- [Sales & AI Follow-up | March 5th Insider Replay](https://salesvault.pro/sales-ai-follow-up-march-5th-insider-replay/) - Watch the replay of Bill Farquharson's Sales & AI March 5th Insider workshop.
- [Grow Sales Without Selling | June 21 Insider Replay](https://salesvault.pro/grow-sales-without-selling-june-21-insider-replay/) - Watch the replay of Bill's June 21st "Grow Sales Without Selling" workshop.
- [Your Summer Sales Plan | June 28 Insider Replay](https://salesvault.pro/you-summer-sales-plan-june-28-insider-replay/) - Watch the replay of Bill's June 28th "Your Summer Sales Plan" workshop.
- [Pre-Call Research | July 12 Insider Replay](https://salesvault.pro/pre-call-research-july-12-insider-replay/) - Watch the replay of Bill's July 12th "Pre-Call Research" workshop.
- [Better Communication | August 2 Insider Replay](https://salesvault.pro/better-communication-august-3-insider-replay/) - Watch the replay of Bill's August 2nd "Better Communication" workshop.
- [How to Start a Foolproof Routine for Posting on LinkedIn | August 4 Insider Replay](https://salesvault.pro/how-to-start-a-foolproof-routine-for-posting-on-linkedin-august-4/) - Watch the replay of Madeline Farquharson's August 4th "How to Start a Foolproof Routine for Posting on LinkedIn" workshop.
- [Sales Apps You Should Use | August 9 Insider Replay](https://salesvault.pro/sales-apps-you-should-use-august-9-insider-replay/) - Watch the replay of Bill's August 9th "Sales Apps You Should Use" workshop.
- [Prospecting Process | August 23 Insider Replay](https://salesvault.pro/prospecting-process-august-23-insider-replay/) - Watch the replay of Bill's August 23rd "Prospecting Process" workshop.
- [Your Sept to Nov Sales Plan | August 30 Insider Replay](https://salesvault.pro/your-sept-to-nov-sales-plan-august-30-insider-replay/) - Watch the replay of Bill's August 30th"Your September to November Sales Plan" workshop.
- [Marketing is the New Sales with Patrick Whalen | Sept 13 Insider Replay](https://salesvault.pro/marketing-is-the-new-sales-with-patrick-whalen-sept-13-insider-replay/) - Watch the replay of the Sept. 13th "Marketing is the New Sales" workshop with Patrick Whalen.
- [Making Calls When You Really Don't Want To | Sept 27 Insider Replay](https://salesvault.pro/making-calls-when-you-really-dont-want-to-sept-27-insider-replay/) - Watch the replay of Bill's Sept.27th "Making Calls When You Really Don't Want To" workshop.
- [Time Management Basics | October 4th Insider Replay](https://salesvault.pro/time-management-basics-october-4th-insider-replay/) - Watch the replay of Bill's October 4th "Time Management Basics" workshop.
- [Getting to the Next Level | October 11th Insider Replay](https://salesvault.pro/getting-to-the-next-level-october-11th-insider-replay/) - Watch the replay of Bill's October 11th "Getting to the Next Level" workshop.
- [Selling to Different Personalities | October 18th Insider Replay](https://salesvault.pro/selling-to-different-personalities-october-18th-insider-replay/) - Watch the replay of Bill's October 18th "Selling to Different Personalities" workshop.
- [Marketing is the New Sales | October 25th Insider Replay](https://salesvault.pro/marketing-is-the-new-sales-october-25th-insider-replay/) - Watch the replay of the October 25th "Marketing is the new Sales" workshop with Patrick Whelan.
- [Selling Digital/Inkjet | Nov. 1st Insider Replay](https://salesvault.pro/selling-digital-inkjet-nov-1st-insider-replay/) - Watch the replay of Bill Farquharson's "Selling Digital/Inkjet Printing" November 1st workshop.
- [Selling to Colleges | Nov. 15th Insider Replay](https://salesvault.pro/selling-to-colleges-nov-16th-insider-replay/) - Watch the replay of Bill Farquharson's "Selling to Colleges" November 15th workshop.
- [Effective Sales Presentations | March 19th Insider Replay](https://salesvault.pro/effective-sales-presentations-march-19th-insider-replay/) - Watch the replay of Bill Farquharson's "Effective Sales Presentations" workshop from March 19th.
- [Motivation, Burnout, Fatigue | March 26th Insider Replay](https://salesvault.pro/motivation-burnout-fatigue-march-26th-insider-replay/) - Watch the replay of Bill Farquharson's "Motivation, Burnout, Fatigue" workshop from March 26th.
- [Selling Promo | April 16th Insider Replay](https://salesvault.pro/selling-promo-april-16th-insider-replay/) - Watch the replay of Bill Farquharson's "Selling Promo" workshop from April 16th.
- [Sales Best Practices | April 23rd Insider Replay](https://salesvault.pro/sales-best-practices-april-23rd-insider-replay/) - Watch the replay of Bill Farquharson's "Sales Best Practices" workshop from April 23rd.
- [Getting to the Next Level | May 7 Insider Replay](https://salesvault.pro/getting-to-the-next-level-may-7-insider-replay/) - Watch the replay of Bill's May 7th "Getting to the Next Level" workshop.
- [Working from Home | May 14 Insider Replay](https://salesvault.pro/working-from-home-may-14-insider-replay/) - Watch the replay of Bill's May 14th "Working from Home" workshop.
- [Sales Apps You Should Know About | June 11 Insider Replay](https://salesvault.pro/sales-apps-you-should-know-about-june-11-insider-replay/) - Watch the replay of Bill's June 11th "Sales Apps You Should Know About" workshop.
- [Prospecting for Introverts | June 18 Insider Replay](https://salesvault.pro/prospecting-for-introverts-june-18-insider-replay/) - Watch the replay of Bill's June 18th "Prospecting for Introverts" workshop.
- [Driving New Business | June 25th Insider Replay](https://salesvault.pro/driving-new-business-june-25th-insider-replay/) - Watch the replay of Bill's June 25th "Driving New Business" workshop.
- [Selling in Chaos | March 8 Insider Replay](https://salesvault.pro/selling-in-chaos-march-8-insider-replay/) - Watch the replay of Bill's March 8th Selling in Chaos workshop focused on time management, overcoming objections, and beating voicemail.
- [Five LinkedIn Strategies to Get the Phone Ringing | March 11 Insider Replay](https://salesvault.pro/five-linkedin-strategies-to-get-the-phone-ringing-march-11-insider-replay/) - Watch the replay of Bill's March 11th Five LinkedIn Strategies to Get the Phone Ringing workshop.
- [How to Use LinkedIn to Make Prospects Feel Like They've Met You | March 22 Insider Replay](https://salesvault.pro/how-to-use-linkedin-to-make-prospects-feel-like-theyve-met-you-march-22-insider-replay/) - Watch the replay of Bill's March 22nd "How to Use LinkedIn to Make Prospects Feel Like They've Met You" workshop.
- [30-Day Sales Plan | March 29 Insider Replay](https://salesvault.pro/30-day-sales-plan-march-29-insider-replay/) - Watch the replay of the March 29, 2022 "30-day Sales Plan" workshop with Bill Farquharson.
- [Better Communication | March 31 Insider Replay](https://salesvault.pro/better-communication-march-31-insider-replay/) - Watch the replay of Bill's March 31st "Better Communication: What to write, what to say..." workshop.
- [That Young, Inexperienced Buyer | April 5 Insider Replay](https://salesvault.pro/that-young-inexperienced-buyer-april-5-insider-replay/) - Watch the replay of Bill's April 5th "That Young, Inexperienced Buyer" workshop.
- [Sales Best Practices | April 7 Insider Replay](https://salesvault.pro/sales-best-practices-april-7-insider-replay/) - Watch the replay of Bill's April 7th "Sales Best Practices" workshop.
- [LinkedIn: What to Post | April 19 Insider Replay](https://salesvault.pro/linkedin-what-to-post-april-19-insider-replay/) - Watch the replay of Bill's April 19th "LinkedIn: What to Post" workshop.
- [Selling Digital & Inkjet | April 21 Insider Replay](https://salesvault.pro/selling-digital-inkjet-april-21-insider-replay/) - Watch the replay of Bill's April 21st "Selling Digital & Inkjet" workshop.
- [How to Stay Motivated | April 26 Insider Replay](https://salesvault.pro/how-to-stay-motivated-april-26-insider-replay/) - Watch the replay of Bill's April 26th "How to Stay Motivated" workshop.
- [When You Hate Selling | May 5 Insider Replay](https://salesvault.pro/when-you-hate-selling-may-5-insider-replay/) - Watch the replay of Bill's May 5th "When You Hate Selling" workshop.
- [Effective Sales Presentations | May 10 Insider Replay](https://salesvault.pro/effective-sales-presentations-may-10-insider-replay/) - Watch the replay of Bill's May 10th "Effective Sales Presentations" workshop.
- [Time Management Basics | May 17 Insider Replay](https://salesvault.pro/time-management-basics-may-17-insider-replay/) - Watch the replay of Bill's May 17th "Time Management Basics" workshop.
- [Sell Like Geico | May 19 Insider Replay](https://salesvault.pro/sell-like-geico-may-19-insider-replay/) - Watch the replay of Bill's May 19th "Sell Like Geico" workshop.
- [LinkedIn What to Post | May 24 Insider Replay](https://salesvault.pro/linkedin-what-to-post-may-24-insider-replay/) - Watch the replay of the May 24th "LinkedIn: What to Post" workshop with Madeline Farquharson.
- [Getting to the Next Level | May 26 Insider Replay](https://salesvault.pro/getting-to-the-next-level-may-26-insider-replay/) - Watch the replay of Bill's May 26th "Getting to the Next Level" workshop.
- [Sales Best Practices | June 7 Insider Replay](https://salesvault.pro/sales-best-practices-june-7-insider-replay/) - Watch the replay of Bill's June 7th "Sales Best Practices" workshop.
- [New Business | June 14 Insider Replay](https://salesvault.pro/new-business-june-14-insider-replay/) - Watch the replay of Bill's June 14th "New Business" workshop.
- [Diligence & Determination | July 16th Insider Replay](https://salesvault.pro/diligence-determination-july-16th-insider-replay/) - Watch the replay of Bill's July 16th "Diligence & Determination" workshop.
- [That Nuisance Customer | July 25th Insider Replay](https://salesvault.pro/that-nuisance-customer-july-25th-insider-replay/) - Watch the replay of Bill's July 25th "That Nuisance Customer" workshop.
- [Staying Organized | July 30th Insider Replay](https://salesvault.pro/staying-organized-july-30th-insider-replay/) - Watch the replay of Bill's July 30th "Staying Organized" workshop.
- [What Buyers Want Workshop | August 6th Insider Replay](https://salesvault.pro/what-buyers-want-workshop-august-6th-insider-replay/) - Watch the replay of Bill's August 6th "What Buyers Want" workshop.
- [Time Management Basics Workshop | August 13th Insider Replay](https://salesvault.pro/time-management-basics-workshop-august-13th-insider-replay/) - Watch the replay of Bill's August 13th Time Management Basics Workshop
- [Pre-Call Research Workshop | August 20th Insider Replay](https://salesvault.pro/pre-call-research-workshop-august-20th-insider-replay/) - Watch the replay of Bill's August 20th Pre-call Research Workshop
- [Negotiating & Closing | August 27th Insider Replay](https://salesvault.pro/negotiating-closing-august-27th-insider-replay/) - Watch the replay of Bill's August 27th Negotiating & Closing Workshop
- [OK Kelly, What Should I Post: Sept. 14 Insider Replay](https://salesvault.pro/ok-kelly-what-should-i-post-sept-14-insider-replay/) - Watch the replay of Kelly Mallozzi's "Ok Kelly, What Should I Post" September 14, 2021 Workshop.
- [Vertical Markets: Selling to Colleges Workshop Insider Replay](https://salesvault.pro/vertical-markets-selling-to-colleges-workshop-insider-replay/) - Watch the replay of Bill's Vertical Markets: Selling to Colleges October 12 workshop.
- [30 Day Sales Plan Workshop Insider Replay](https://salesvault.pro/30-day-sales-plan-workshop-insider-replay/) - Watch the replay of Bill's 30-day Sales Plan October 19 workshop.
- [Better Communication: What to Write, What to Say Workshop Insider Replay](https://salesvault.pro/better-communication-what-to-write-what-to-say-workshop-insider-replay/) - Watch the replay of Bill's November 5 Better Communication: What to Write, What to Say Workshop.
- [Prospecting for Introverts Workshop - Nov. 12 Insider Replay](https://salesvault.pro/prospecting-for-introverts-workshop-nov-12-insider-replay/) - Watch the replay of Bill's November 12 Prospecting for Introverts Workshop.
- [Time Management Basics Workshop | Nov. 16th Insider Replay](https://salesvault.pro/time-management-basics-workshop-insider-replay-nov-16/) - Watch the replay of the November 16th workshop with Bill Farquharson focused on the basics of Time Management.
- [New Business Workshop | Dec 2nd Insider Replay](https://salesvault.pro/new-business-workshop-dec-2nd-insider-replay/) - Watch the replay of the December 2nd workshop with Bill Farquharson focused on New Business
- [Sales Best Practices | Dec 10th Insider Replay](https://salesvault.pro/sales-best-practices-workshop-dec-10th-insider-replay/) - Watch the replay of the December 10th workshop with Bill Farquharson focused on sales best practices.
- [Effective Sales Presentations | Dec 15th Insider Replay](https://salesvault.pro/effective-sales-presentations-dec-15th-insider-replay/) - Watch the replay of the December 15th workshop with Bill Farquharson focused on Effective Sales Presentations.
- [Time Management Master Class | Dec 22nd Insider Replay](https://salesvault.pro/time-management-master-class-december-22-replay/) - Watch the replay of the December 22nd Time Management Master Class with Bill Farquharson.
- [Selling from Home | January 11th Insider Replay](https://salesvault.pro/selling-from-home-january-11th-insider-replay/) - Watch the replay of the January 11th Selling from Home Workshop with Bill Farquharson.
- [Imposter Syndrome | January 20th Insider Replay](https://salesvault.pro/imposter-syndrome-january-20th-insider-replay/) - Watch the replay of the January 20th Imposter Syndrome Workshop with Bill Farquharson.
- [How to Get that First Appointment | January 25th Insider Replay](https://salesvault.pro/how-to-get-that-first-appointment-january-25th-insider-replay/) - Watch the replay of the January 25th Workshop "How to Get that First Appointment" focused on pre-call research.
- [Sales Triathlon Workshop | Feb. 24 Insider Replay](https://salesvault.pro/sales-triathlon-workshop-insider-replay-feb-2022/) - Watch the replay of Bill's February 24th Sales Triathlon workshop focused on time management, overcoming objections, and beating voicemail.
- [Effective Prospecting Process | March 3 Insider Replay](https://salesvault.pro/sales-triathlon-workshop-march-3-insider-replay/) - Watch the replay of Bill's March 3rd Effective Prospecting Process workshop focused on time management, overcoming objections, and beating voicemail.
- [Sales Triathlon Workshop Insider Replay](https://salesvault.pro/insider-replay-sales-triathlon-workshop/) - Watch the replay of Bill's July 15th Sales Triathlon workshop focused on time management, overcoming objections, and beating voicemail.
- [Staying Organized Workshop Insider Replay](https://salesvault.pro/staying-organized-workshop-insider-replay/) - Watch the replay of the July 27 workshop with Bill Farquharson and Alex Haimann, co-founder of LessAnnoyingCRM.com, who talk about the challenges sales reps face in keeping everything straight and offer ideas for staying on top of the chaos.
- [Prospecting for Introverts Workshop Insider Replay](https://salesvault.pro/prospecting-for-introverts-workshop-insider-replay/) - Watch the replay of the July 29 workshop with Bill Farquharson focused on strategies to overcome your fears when it comes to sales.
- [Selling to Hospitals Workshop Insider Replay](https://salesvault.pro/selling-to-hospitals-workshop-insider-replay/) - Watch the replay of the August 3 workshop with Bill Farquharson focused on selling to Hospitals.
- [Time Management Basics Workshop Insider Replay](https://salesvault.pro/time-management-basics-workshop-insider-replay/) - Watch the replay of the August 5th workshop with Bill Farquharson focused on the basics of Time Management.
- [Effective Sales Presentations Workshop Insider Replay](https://salesvault.pro/effective-sales-presentations-workshop-insider-replay/) - Watch the replay of the August 12th workshop with Bill Farquharson focused improving your sales presentations.
- [Time Management Master Class Insider Replay](https://salesvault.pro/time-management-master-class-insider-replay/) - Watch the replay of the Time Management Master Class workshop.
- [What Makes the Best of the Best Insider Replay](https://salesvault.pro/what-makes-the-best-of-the-best-insider-replay/) - Watch the replay of the August 26th workshop with Bill Farquharson focused on what traits and behaviors make the best sales reps the best sales reps.
- [Your September to November Sales Plan](https://salesvault.pro/your-september-to-november-sales-plan-insider-replay/) - Watch the replay of Bill's August 31st 90 day sales plan workshop. Think about the various parts of your sales landscape and come up with a quick and instantly-applicable list of activities.
- [Optimism. Rewire Your Sales Brain.](https://salesvault.pro/optimism-rewire-your-sales-brain/) - Good Morning! I’m trying not to record these sales tips too far ahead since part of my goal is to keep them relevant and current with what’s going on. But if my guess is correct, the level of boredom and anxiety you are feeling right now is increased dramatically in the seven days it’s been
- [Your Sales Health in Six Months](https://salesvault.pro/your-sales-health-in-six-months/) - Good Morning! Last week, I talked about seeking to shorten that cycle of despair we all feel and stop that internal tape recorder from reminding us of negative feelings. I also promised you a different strategy along the same lines and here it is… You’ve heard me give this advice before and if you’ve never
- [Sales Gatorade](https://salesvault.pro/sales-gatorade/) - Do you enjoy hearing, “No!”? Sales might be for you!Tired of instant success? Have you considered sales as a career?The feeling of defeat that comes with the job can leave you unmotivated. Couple that with a feeling of exhaustion from being in the fight and you can find yourself stumbling around in the backyard of
- [Sell From Home Tip #1](https://salesvault.pro/sell-from-home-tip-1/) - Good morning! No one is really sure what things will look like when the world starts spinning again. For example, will salespeople work from home or head back to the office? For some of us— myself included— the coronavirus crisis has changed very little of my work life. I still work from home, just as
- [Make Messy the Exception](https://salesvault.pro/make-messy-the-exception/) - Good morning! As I am scripting this video sales tip, an imperfect world surrounds me. It’s been a couple of days since I’ve shaved. Since I’m playing pickle ball later today, I didn’t take a shower and I am wearing a hat. Outside my office, machinery is shredding brush and, presumably, small trees. It’s noisy.
- [Why You Need Burger King](https://salesvault.pro/why-you-need-burger-king/) - Good morning! Over the years of doing what I do, some crazy things have happened. This was one of the crazier… It had to be 25 years ago now. The print world was starting to realize this digital print thing is real, but the landscape was only occupied by early adapters; those risk-takers who get
- [Selling Into Uncertainty](https://salesvault.pro/selling-into-uncertainty/) - Good morning!If you had to sum up the mood of business today in one word, what would you say?Fearful?Anxious?Mine would be this: Uncertain.As things get going again, what’s going to happen next is anyone’s guess. Pick a topic. No one knows anything about anything. You have about as much chance of predicting the future as
- [Script or No Script?](https://salesvault.pro/script-or-no-script/) - Good morning! High on the list of the more frequently asked coaching questions is, “Should I use a script?” For this, I have two answers, the upside and the downside: Answer #1: The Upside The upside of using a script is control. By writing it down and referring to it, you can make sure to
- [A New Comeback to the “Got a Vendor Already” Objection](https://salesvault.pro/a-new-comeback-to-the-got-a-vendor-already-objection/) - Good morning! Need sales? Bill’s weekly coaching ain’t cheap, just effective: “My boss just told me I’ve sold $50-60,000 in wide format since we started working together three months ago!” “We already have a vendor!” “We’re all set!” These and other versions of this common sales objection are show-stoppers for many sales people. We try
- [Save Time, Not Money](https://salesvault.pro/save-time-not-money/) - Good morning!Many, many years ago I posted a question on a Buyer’s LinkedIn group page: “Why don’t you people return voice mails?” There were numerous responses (all lame, whiny non-reasons) but one stuck out with me. It read, “Bill I get 50-60 voice mails a day. If I returned every call and gave everyone, say,
- [The Sales Do-Over](https://salesvault.pro/the-sales-do-over/) - I got remarried last year. A second marriage is a do-over, a chance to take what I learned the first time and get it right. Over the last 4-6 weeks, local governments have eased restrictions in an effort to reopen businesses. Some did so successfully while others failed or flailed. Either way, lessons were learned.
- ["I Don't Do Social Media"](https://salesvault.pro/i-dont-do-social-media/) - As I am writing and recording this social media-based sales tip on the subject of social media, one irony is not lost on me: Those who need to hear the message never will simply because they are not using social media! But I will plow forward just the same… It’s amazing to me how often
- [Best Use of COVID Selling Time is…](https://salesvault.pro/best-use-of-covid-selling-time-is/) - One of my favorite questions to ask a coaching client trying to grow their sales volume— as well as myself— is, “What is the best use of your time?” Sometimes I will turn it around and ask a different version: “Is this really the best use of your time?” when I am trying to spot
- [Think About Think Time](https://salesvault.pro/think-about-think-time/) - Good morning! I had a rare opportunity recently: I found myself in the car alone for six hours. Deciding 6 months was too long between daddy/daughter visits, I drove out to Cornell University to visit Emma and her wife, Alex. My first thought as I hit the highway was, “When is the last time I
- [Zinus and the Value of Shrink Wrapping Your Styrofoam](https://salesvault.pro/zinus-and-the-value-of-shrink-wrapping-your-styrofoam/) - Good morning!Do you Zinus? Oh, if only you knew Zinus like I know Zinus. But if you don’t, by the end of this sales tip, you will. Also, you will see why it is a good idea to “shrink-wrap the styrofoam.” Bear with me on that one… Zinus sells bedding stuff (mattresses and bed frames).
- [Get Back to Where You Once Were Trained](https://salesvault.pro/get-back-to-where-you-once-were-trained/) - Good morning!It was 38 years ago this summer. I had just graduated from UMass/Amherst and was sent almost immediately to a week of sales training out in Chicago. I believe the phrase, “Drinking from a fire hose” applies here. We were flooded with an overwhelming number of hours of how-to and role-playing and if-they-say-this-you-say-that instruction.
- [An August Sales Plan](https://salesvault.pro/an-august-sales-plan/) - Good morning! The strangest sales summer on record is three weeks away from being over and I wanted to talk to you about making some plans for the weeks and months ahead… As I do every year, later this month I will be telling you the three most important prospecting months of the year are
- [Selling Like Cats and Dogs](https://salesvault.pro/selling-like-cats-and-dogs/) - Good morning! Meet Mycroft…one of my two Russian blue cats (the other being his brother, Sherlock). Mycroft is a small, thin rascal. When Allison and I got married, the boys were part of the package. Enter Fergie… Fergie was the family dog well before I got here. He is a yippie little thing who barks
- [What If You Lack Natural Sales Talent?](https://salesvault.pro/what-if-you-lack-natural-sales-talent/) - https://www.youtube.com/embed/ZKJRJN3jrBw Good morning! More than once in my childhood, I heard someone say, “You’d make a good sales rep.” Being optimistic, friendly, and persuasive came naturally to me. Does that mean it was easy for me because I had some kind of genetic advantage? Absolutely not. It took hard work. That said, those natural characteristics
- [The Hard Stop](https://salesvault.pro/the-hard-stop/) - Good Morning! As I have alluded to over the past few months, I’ve been taking guitar lessons with my daughter, Emma, via zoom. Very quickly, I realized the direct correlation between that experience and the coaching that I do with my sales reps and selling owners. Last week, this week and next, I’d like to
- [Sales Loss vs. Sales Defeat](https://salesvault.pro/sales-loss-vs-sales-defeat/) - Good morning! I am writing this on a morning where the lead story on ESPN.com is a David and Goliath tale. A small school with a name more fitting a novelist than a giant-killer, Stephen A. Austin, beat Duke University, the #1 college basketball team in the country, with a last-minute basket in overtime. I
- [Selling with Certainty](https://salesvault.pro/selling-with-certainty/) - Good morning! On your way to work today, you come upon a stranger. It could be someone next to you at Starbucks or the woman who gets out of her car at the same time as you in a parking lot. As this is someone you’ve never met before, any communication between the two of
- [Lose Voice, Gain Sale](https://salesvault.pro/lose-voice-gain-sale/) - Good morning!Do you ever watch TV with the sound off? It’s a completely different experience and one that, as a salesperson, I hope you undertake.Here’s why…During the commercials, does a lot of ancillary information that advertisers try to slip past viewers. I’m not talking just about the common “your mileage may vary” or “some settling
- [A Year’s Worth of Thanks](https://salesvault.pro/a-years-worth-of-thanks/) - Good morning! Today, December 30, 2019, I have no sales tip for you. I simply wanted to thank my listeners, viewers, and readers for the best year I’ve ever experienced on planet Earth. On the business side, business boomed thanks to a disciplined focus and the kind of tight time management rules that can double
- [CSR Love](https://salesvault.pro/csr-love/) - Good morning! Driving to work this morning, you get pulled over for speeding. I bet you wish you had made a donation to the Police Benevolent Association so that you could post one of their stickers on your bumper that acts like a, “Get out of jail free” card. The plant screws up an order.
- [The Type U Sales Rep](https://salesvault.pro/the-type-u-sales-rep/) - Good morning!When you think of the quintessential, straight out of Central Casting salesperson, what comes to mind? If you are old enough to remember WKRP in Cincinnati, it might be a slick in the mold of Herb Tarlick. If you are fortunate enough to either be or work with a superstar salesperson, your image might
- [Super Bowl Sales Tip](https://salesvault.pro/super-bowl-sales-tip/) - Good morning! I am a little out of sorts today. This is a strange experience for those of us living in Boston. Ordinarily, we spend this week making plans for the Patriots’ last game of the season,* otherwise known as the Super Bowl. A few weeks ago, the Tennessee Titans defeated the Patriots, knocking us
- [Sales Lessons from a Head Cold](https://salesvault.pro/sales-lessons-from-a-head-cold/) - Good morning! Earlier this month, I was in Berlin visiting my youngest daughter. We ate amazing food, did a ton of walking every day, and visited the historical sites. Shortly after that, we took a train to Prague and repeated the process. On the night before my wife and I left for home, I started
- [One Up](https://salesvault.pro/one-up/) - Good morning! Have you ever had someone ask you a question and no sooner do you give an answer when they give theirs (and often in great detail)? It’s clear at that point they only asked for their own benefit. Or how about this: You vent to a friend and they reply with a complaint
- [Build a Relationship, Save a Sale](https://salesvault.pro/build-a-relationship-save-a-sale/) - Good Morning! One of the more challenging parts of sales occurs when something goes wrong. It could be your fault, the customer’s fault, or both. Even if you make things right, bad feelings can still permeate the relationship. You can own your portion of the mistake, refund, reprint, and do everything humanly possible and still,
- [Paper Smarts as a Difference-Maker](https://salesvault.pro/paper-smarts-as-a-difference-maker/) - Good Morning! My wife and I recently went to a farmers market (or what we call, “farmers markup”) recently and I came upon a magazine I hadn’t seen in a while, Edible Boston. I have a history with its editor and I wanted to share the story as part of my sales tip today. When
- [The Root of Your Summer Slowdown](https://salesvault.pro/the-root-of-your-summer-slowdown/) - Good Morning!It’s mid-July. The beaches are packed and the golf courses are full. The only thing empty is your appointment calendar. Naturally, it’s not your fault. It’s that darn summer slowdown. It’s not like it’s avoidable or anything. It’s not like you could have done more in, say, March, April, and May to build some
- [Is An Email a Sales Call?](https://salesvault.pro/is-an-email-a-sales-call/) - • I am different;• I am consistent;• I am not going away.When you are trying to build your sales, think Geico. Warren Buffet’s company sells insurance, but they don’t use just one communication method or message. There are camels and cavemen. There is comedy and storytelling. They use print. They use social media. They use
- [Selling in Virus-Induced Times, Part 1](https://salesvault.pro/selling-in-virus-induced-times-part-1/) - Good morning! My mom used to say, “Bill, you lead an interesting life.” These are certainly interesting times. But like my mother, I am a stubborn optimist, one who accepts the reality of the day but does so while looking for the silver lining. These weekly sales tips typically give you general sales advice, but
- [2nd Sales Tip for Virus-Induced Times](https://salesvault.pro/2nd-sales-tip-for-virus-induced-times/) - Good morning!This is the second in my series of sales tips that speak to the gift of time we’ve been given by this crippling coronavirus. To summarize:You’re going to take a major sales hit;It’s finite. This too shall pass;Once you have beaten back the fear, see the opportunity;Start by contacting your top customers to find
- [3rd Sales Tip for Virus-Induced Times](https://salesvault.pro/3rd-sales-tip-for-virus-induced-times/) - Good morning!Here is my third in a series of special sales tips designed to help you make the most use of your time during this virus-created slowdown.During week one I encouraged you to contact your existing customers and see if there are any new opportunities to help them battle their own challenges created by this
- [It’s Almost Time to Make This Sales Call](https://salesvault.pro/its-almost-time-to-make-this-sales-call/) - Good morning! I hope you are staying safe and healthy. Please make it an additional goal to check in with one person per day. Calls I’ve made have been well received and calls I received have brought me comfort. I’ve spoken to you both in these Monday morning video sales tips and the 60-second tips
- [What You Need to Know on That Call](https://salesvault.pro/what-you-need-to-know-on-that-call/) - Good morning! Last week I talked about the sales call you should be making in the next few weeks. It’s designed to get you back selling again and to get your clients back growing again. If you missed it, go to my YouTube channel: www.youtube.com/billfarquharson Today, let’s talk about how to prepare for that conversation…
- [The Human Side of Sales](https://salesvault.pro/the-human-side-of-sales/) - • New ideas for what to cook;• New ideas for what to watch;• New ideas for keeping the kids busy.So, instead of letting people know you can meet their business needs, why not differentiate yourself by offering up your favorite recipe, a show or series you found entertaining, or by sending along something that will
- [Planting 12 Trees, One At A Time](https://salesvault.pro/planting-12-trees-one-at-a-time/) - Good Morning!As I have alluded to over the past few months, I’ve been taking guitar lessons with my daughter, Emma, via zoom. Very quickly, I realized the direct correlation between that experience and the coaching that I do with my sales reps and selling owners. This is the third of three lessons that tie the
- [Be In the On-Time Business](https://salesvault.pro/be-in-the-on-time-business/) - Good Morning! My brother and I realized that despite the fact we live less than an hour apart, we had not seen each other since the end of December when his youngest son got married in Boston. In addition, he had not checked out my new digs. To remedy that, he called and promised to
- [The Message Noise Sends](https://salesvault.pro/the-message-noise-sends/) - Good morning! You are on the phone with someone and while you are talking you hear a keyboard clicking away. What does that tell you about the person you are speaking with? Are they paying attention to you? Compare that experience with one where the other person is giving you active feedback, quietly agreeing with
- [Lots of Firsts, No Seconds](https://salesvault.pro/lots-of-firsts-no-seconds/) - Good Morning! Have you ever worked for a company where someone came up with the idea to put out a newsletter? Picture that meeting: Cheery, annoying idea-generator: “Hey! I think we should put out a newsletter every month. We could include fun information and get input from different departments.” General consensus/reaction: “Great idea! Let’s do
- [Everything in Sales Is Finite](https://salesvault.pro/everything-in-sales-is-finite/) - Good morning!You’re going to find this hard to believe or, depending on the how well you know me, this will make total sense to you:I came up with the idea for the sales tip while the sound of the dentists drill permeated the air yesterday morning.During a routine checkup, my new dentist found a cracked
- [That Time Production Failed You](https://salesvault.pro/that-time-production-failed-you/) - Good morning! Your phone rings. It’s an internal call from your CSR and it does not start well when you pick up: “You are not going to be happy.” The first order for that new client— the one that took you 18 months to land— has blown up on press and is not going out
- [4 Chunks of Selling Time Left](https://salesvault.pro/4-chunks-of-selling-time-left/) - Good morning! Every once in a while, I crank out either a sales tip or a blog that might seem repetitive to frequent readers. I’m not being lazy. It’s just that the calendar lines up perfectly sometimes and I think there is value in making a salient point a second or third or fourth time.
- [The Sales Manipulator](https://salesvault.pro/the-sales-manipulator/) - Good morning! Do you see the job of a salesperson to manipulate? I heard that word recently in a coaching call and it bothered me greatly. I remember a conversation years ago I had with my mom and I talked to her about the difference between that and motivating, something I see as our true
- [Stuff You Should Know, You Know?](https://salesvault.pro/stuff-you-should-know-you-know/) - And customers don’t ever want to be asked what they want for their birthday, what they want for Christmas, or what their needs are going to be in the future.You should already know!You cannot control the economy. You can’t control the way the coronavirus affects your customer base. You have no control over a large
- [Planting Seeds in the Cold](https://salesvault.pro/planting-seeds-in-the-cold/) - Reader’s Digest, circa 2010There is never a bad time to plant a seed…even in the winter.Let’s say you’re walking through Home Depot in search of a new snowblower. Walking towards that department, you come across this odd-looking curved saw at the top of a long pole. You’ve never seen such a thing and you ask
- [How to Sell Like a Graphic Artist](https://salesvault.pro/how-to-sell-like-a-graphic-artist/) - Quick story…The very first sales call I ever made was in 1982. I was 21 years old and fresh out of college. I owned one suit, two dress shirts and three ties. Everything except for the shirts was a hand-me-down from my older brother. Starting me in the shallow end of the sales pool, my
- [Follow Up Techniques](https://salesvault.pro/follow-up-techniques/) - Good morning!You’ve made that initial pitch to a prospect. It went well. You feel good. They didn’t buy, but you promised to stay in touch. So, now what? Follow up, sure, but how often, for how long and OMG what does each call sound like?As you have heard me say in these tips and in
- [Who do you think you are?](https://salesvault.pro/who-do-you-think-you-are/) - Good morning!I am a huge believer in the power of a positive attitude. This belief was underscored recently in the book that a client recommended I read called, Golf Is Not a Game of Perfect by Bob Cullen. I want to share two things the author said, one in the sales tip and the other
- [Talk to the Front Line](https://salesvault.pro/talk-to-the-front-line/) - Good morning! One of the most important skills a sales rep has is his or her curiosity. Dale Carnegie 101 encourages us to engage in conversation with an emphasis on listening over talking. My guess is, you have opportunities all day long that you might be missing simply because you are consumed in your issues
- [Assumptions and Assessment](https://salesvault.pro/assumptions-and-assessment/) - Good morning!Both this week and next week have a common element…two, actually: Assumptions and Assessment.First, I strongly suggest that you not make any assumptions about business. Your competition is sitting back right now thinking, “No one wants to hear from a salesman this week. Therefore I’m not going to call.” As such, you should make
- [Holiday Greetings 2020](https://salesvault.pro/holiday-greetings-2020/)
- [You say you made a Resolution, well, you know](https://salesvault.pro/you-say-you-made-a-resolution-well-you-know/) - Good morning and Happy New Year! I hope you are feeling something different today. The talk has been almost universal: Let’s get 2020 behind us! Better times lay ahead in the new year. In truth, not much has changed other than that last digit. What has changed, is how we choose to look at things. But
- [Work Hard Now, Play Later](https://salesvault.pro/work-hard-now-play-later/) - Good morning!Full disclosure: This sales tip I am about to present? I completely suck at it. My wife and I were discussing this recently and I admitted that once I get working, it’s difficult to stop. It’s a nice problem to have, but I love what I do and I am so excited about this
- [How do you think? An idea to help you think big!](https://salesvault.pro/how-do-you-think/) - Good morning!How do you think? That is, when you are pondering an issue or solving a problem, what’s your process?Pad of paper and a pen?iPad and an unnecessarily expensive electronic pencil?Do you choose to talk it out?Maybe you prefer to take a more collaborative route, sharing your ideas via email or one of the newer
- [How to Shampoo Your Rug on a Workday](https://salesvault.pro/how-to-shampoo-your-rug-on-a-workday/) - Good morning!I spent my teenage years living in a suburb of Boston. My dad worked as the treasurer for the Episcopal Diocese of Eastern Massachusetts, a job which required him to commute in to the city each day.He was typically out the door by 7:30 AM.Off to school I would go, then sports, then homework-avoidance,
- [Discover Selling to Yourself](https://salesvault.pro/discover-selling-to-yourself/) - Good morning!Some of the questions that I hear in my coaching calls are questions that you probably have as well:How many times should I follow up with someone before I give up?Will that extra call be annoying?Should I call someone’s cell phone if I can’t get them on their office line?Good questions, all. Wouldn’t it
- [Make it Personal](https://salesvault.pro/make-it-personal/) - Good morning! At my father’s retirement party back in 1989, there were three people standing against the back wall, each dressed in work attire. When I first saw them, it struck me that they seemed out of place. They were janitors. I concluded that they were waiting for the party to be over in order
- [Got a Sales Plan, Stan?](https://salesvault.pro/got-a-sales-plan-stan/) - Good morning! Okay, it’s time. You can’t put it off any longer. The calendar demands an answer. What’s your September plan? Today being August 5, your window to know what you’ll do with the 3 most important selling months of the year is closing. Who will you call on? What’s your approach? Where will your
- [How to Win More Bids](https://salesvault.pro/how-to-win-more-bids/) - Good Morning! Ever wonder why you lose so many quotes? Okay, sure, price is a factor and you don’t have the lowest one. But that’s not the only reason. There is another and it’s a big one: It’s in the follow-up. But wait, I’m not going to insult your intelligence with a Capt. Obvious sales
- [Do YOU hang up on salespeople?](https://salesvault.pro/do-you-hang-up-on-salespeople/) - You can’t be in sales without the occasional rude prospect hanging up on you. It reflects poorly on them and their company. But what about you? Do you live in a glass house on this subject? After having been hung up on himself, Bill sat down and shared his thoughts in this week’s Short Attention
- [Three Killer-Good Sales Questions](https://salesvault.pro/three-killer-good-sales-questions/) - Good morning! Let’s say you’re in some sort of a breakfast group, be it chamber or BNI or something similar. Or maybe it’s a networking event. Like everyone else at the meeting, you are given two minutes to talk about what you do. Consider your options: “I’m in sales.” Ugh. “I still print.” Ugh ugh.
- [The 3-Month Plan](https://salesvault.pro/three-month-plan/) - Good morning!OMG what happened to August???Here we are at the onset of a new month and with it comes a new block of time. What will you do with it? What are your goals? Do you even have any?While on a walk with my wife this past Labor Day weekend, we started talking about the
- [The Creative Sale](https://salesvault.pro/the-creative-sale/) - Good morning! There are skills you need for sales and there are skills you need for life. Sometimes they intersect. This sales tip is one of those times… As my children would tell you, there are two conversations you never bring to me. The first is problems that are within your control to fix. The
- [Your 2020 Sales Vision](https://salesvault.pro/your-2020-sales-vision/) - Good morning! Some lessons in life, we must learn again and again. Perhaps we (“we” being me) are dumb as a rock. Or perhaps were forgetful. Or more likely, both sometimes. It’s about this time a year when I start thinking about next year I asked myself some very basic questions, with one of the
- [The Secret Shopper Trick](https://salesvault.pro/the-secret-shopper-trick/) - Good morning!A few years ago, I was contacted by a print company that expressed an interest in sales training and we set up a date to meet in person. Just before I left, I called into their service center, made up some specs for a print job, and asked for a price.It was a test.
- [When Uncertainty Becomes Opportunity](https://salesvault.pro/when-uncertainty-becomes-opportunity/) - Good morning! Around the time of the Great Recession 10 years ago, I was speaking with my all-time favorite customer and she was telling me how her company had a zero-growth year. Given that so many others in graphic arts were struggling and a lot of printers went out of business, this looked more like
- [The Malware Prospecting Technique](https://salesvault.pro/the-malware-prospecting-technique/) - Good morning! I received an email from a printer in Tennessee not long ago that read, “Thanks for the opportunity to provide some pricing. Attached is my proposal for your consideration.” My initial thought was, this was one of two things: Spam or sent to the wrong guy. So, I replied to the email (without
- [Your Plan for Sales Armageddon](https://salesvault.pro/your-plan-for-sales-armageddon/) - Good morning! Technology is great isn’t it? The internet. Cellular phones. Even electricity itself. All good. It allows us to work fast and move around without the tether of cords. Everything works perfectly. Until it doesn’t. On October 16 + 17, a cyclone bomb hit the great Boston area and, in particular, the South Shore
- [Confirmation at the Speed of Business](https://salesvault.pro/confirmation-at-the-speed-of-business/) - Good morning! If you’re like me, you are working at a high rate of speed. You make quick decisions and move from one project to another. Changes are made on the fly and communication methods vary between email and phone and text. The overwhelming majority of the time, there is a consensus on what will
- [Bad Sales Day Protocol](https://salesvault.pro/bad-sales-day-protocol/) - Good Morning! At the time of this writing, I am coming off of a rare bad day. It’s not often I face such negativity but, that’s life. Yesterday was just one of those days where everything seemed to line up against me. I had strange conversations at work, frustrations with clients, and some family issues
- [Be a Sales Nuisance](https://salesvault.pro/be-a-sales-nuisance/) - Good Morning! A conversation with a Canon executive roughly 6 months ago came to mind during one of my weekly coaching calls and I wanted to bring it to your attention. The essence of what she said was this: In order to succeed in sales, be a nuisance. The comment was in reference to a
- [You Can Change You](https://salesvault.pro/you-can-change-you/) - Good morning!I asked a sales team, “Why aren’t you selling more?” It’s one of my favorite questions as it reveals what the sales rep believes his or her sales challenges to be. All of the answers were external. That is, there were too many other non-selling responsibilities that needed to be done. There weren’t enough
- [A Unique Selling Week](https://salesvault.pro/a-unique-selling-week/) - Good morning! So, this is that funky week on the sales calendar I was talking about a few sales tips ago. In the US, a Thursday holiday and Friday day off make for a short and unusual opportunity to sharpen the sales saw. I wanted to make certain you were making the most of this
- [Bill’s BOGO Cyber Monday Sales Tip](https://salesvault.pro/bills-bogo-cyber-monday-sales-tip/) - Good morning!Here’s my Cyber Monday sales tip. It’s a BOGO…actually, it’s more of a HOGO (hear one, get one) or ROGO if you are reading, but I digress…You have heard me say/write/plea: Never leave today without having tomorrow planned. It’s one of my favorite sales tips as the most important part of time management is
- [Revisited: You Say You Made a Resolution, Well, You Know…](https://salesvault.pro/revisited-you-say-you-made-a-resolution-well-you-know/) - • Week One: Walk every day and do a 10 minute Core workout on Apple’s Fitness+ app;• Week Two: Back off to a 6/7 day goal;• Week Three: No goals. We forgot to have that conversation.• Week Four: Back to 7 days of walk/core.Results:• Week One: Perfect record!• Week Two: Probably did 4/7 days (Sales
- [An Exercise in “No”](https://salesvault.pro/an-exercise-in-no/) - Good morning!I am starting a 4-week time management program on February 12, 2021. Preparation has put this, my favorite subject, top of mind. I’m excited about bringing lessons to the group of Vault Insiders who have signed up.Today, I wanted to talk about one important component on the subject of time management and that is
- [Ordinarily a bad thing to say...](https://salesvault.pro/ordinarily-a-bad-thing-to-say/) - Good morning!For years, I have cringed when a sales rep comes up against the, “We already have a vendor” objection and utters these words:“Can I be your backup?”Nails across the chalkboard.Seeing Tom Brady in a Buccaneers jersey.Hearing that one of my kids is considering Auburn University.These are all cringe-worthy experiences… Ordinarily.There is an overwhelming feeling
- [Stop and Sharpen the Saw](https://salesvault.pro/stop-and-sharpen-the-saw/) - • Could you spend a morning a week reading about local companies?• Could you set aside 2 hours a week for handwritten notes to clients?Another quick tip: Here’s how to drop off the face of the Sales Earth for a few hours: Change your outgoing voicemail messages to: “Hi, this is Bill. I will be
- [Bill's Sales Challenge](https://salesvault.pro/bills-sales-challenge/) - Good morning!This is sales tip will be released on Monday, March 1. Its timing gives me the perfect opportunity to challenge you. Because the first business day of March falls on a Monday, here is my suggestion:I challenge you to make a daily sales activity commitment for the next 90 days. Beginning today and running
- [Great Advice Twice](https://salesvault.pro/great-advice-twice/) - Good morning! I left corporate sales when I was 25 years old to become a forms and print broker/distributor. Five years later, I started another venture, something that would eventually turn into Aspire for in 2009. Last October, when the idea for The Sales Vault found me, I began furiously preparing it for public consumption.
- [Why Big Mouths Hit Big Goals](https://salesvault.pro/why-big-mouths-hit-big-goals/) - Good morning!A few years ago, I discovered something important by making a mistake.The year was 2013. It was April or May and I was sitting outside by the fire with my youngest daughter, Madeline. She was a senior in high school and weeks away from graduation.Maddie turned to me and said, “Dad, with me going
- [5 Words to a Sale](https://salesvault.pro/5-words-to-a-sale/) - Need sales? Bill Farquharson’s Short Attention Span Sales tip this week offers 5 words. The first 2 will get you into a sales conversation and the last three will reveal incredibly valuable information.
- [The 3 Week Rush Order](https://salesvault.pro/the-3-week-rush-order/) - Once upon a print sales time, a rush order took 3 weeks. This fairy tale could well return if the economy heats up. What are you to do about it? Bill Farquharson has an idea in this week’s Short Attention Span Sales Tip.
- [A Great Lead Source](https://salesvault.pro/a-great-lead-source/) - “It was one year ago today…” stories abound. They are in newspapers and on TV. The changes in our world are many and these same news sources are keen on talking about trends. Are you paying attention?
- [Are Your Goals Reasonable and Achievable?](https://salesvault.pro/are-your-goals-reasonable-and-achievable/) - Bill practiced his guitar playing 3x as much as normal last week. Great, right? Nope! His goal was 4x. Turns out he aimed too high. Instead of trying for one hour, Bill will aim for a more reasonable 45 minutes moving forward. Why does it matter? Tune in to Bill’s sales tip to find out.
- [How to Make 7 Calls a Day](https://salesvault.pro/how-to-make-7-sales-calls-a-day/) - Good morning!Do you have time to make seven sales calls a day?Probably not.When I ask a live audience that question, almost everyone— save for the Newbies— vehemently deny they can make any more calls than they’re already making.Okay, then can you make two sales calls?Oh sure, they reply. We could definitely make two.Great! Then make
- [Take a Hip-Check Pop Quiz](https://salesvault.pro/take-a-hip-check-pop-quiz/) - Good morning!Take out a pen and a piece of paper. This is a pop quiz…How many of the following words do you recognize?MiroAsanaSlackTimeboxHackPrior to my work with a company called Bunch, I would have gone 0 for 5. How did you do?Miro is a visual collaboration software. Think of it as a whiteboard everyone can
- [How to Win a Bid at Your Price](https://salesvault.pro/how-to-win-a-bid-at-your-price/) - Whether you are giving a price for an existing job or quoting a new solution, your ability to land the order at that number comes down to answering one critical question and it’s found in Bill Farquharson’s Short Attention Span Sales tip this week.
- [How to Set Up Your Selling Week](https://salesvault.pro/how-to-set-up-your-selling-week/) - Wouldn’t it be great if sales were more like a video game where the more you sell the more additional time you earn? But it doesn’t work like that. As such, the best of the best learn to sell more in less time by setting up their selling week using the 5 ideas Bill Farquharson lays out in this week’s Short Attention Span Sales Tip.
- [Overcoming Objections: Good Vendor/Great Vendor](https://salesvault.pro/overcoming-objections-good-vendor-great-vendor/) - It’s the sales objection that stops you in your tracks. Of course they have a vendor already. What were you expecting? In today’s tip and tomorrow’s blog, Bill Farquharson talks about what to say when you hear the dreaded but not at all surprising, “We already have a vendor.” Sales Vault Insiders receive additional content.
- [The Sales Message Behind Your Words](https://salesvault.pro/the-sales-message-behind-your-words/) - How you say what you say says a lot. To understand what that means, you’ll need to buckle up and watch Bill Farquharson’s Short Attention Span Sales Tip this week.
- [Bill’s Summer Reading Recommendations](https://salesvault.pro/bills-summer-reading-recommendations/) - As Memorial Day is the unofficial start of Summer, Bill Farquharson decided to make his week’s sales content a list of recommended reads, starting with today’s Short Attention Span Sales Tip and two books that changed his life.
- [Two Easy and Free Ways to Ward Off Competitors](https://salesvault.pro/two-easy-and-free-ways-to-ward-off-competitors/) - Like Russian hackers, sales reps are constantly under attack by the competition trying to gain entry into accounts. All this week, starting with two easy and free ideas in today’s Short Attention Span Sales Tip, Bill Farquharson talks about how to build a protective wall.
- [How to Manage Time During Sales Chaos](https://salesvault.pro/how-to-manage-time-during-sales-chaos/) - It was a crazy-busy week and Bill Farquharson found himself without a topic for this week’s Short Attention Sales Tip. At work and at home, it was one thing after another and before he knew it, it was Friday and he had still yet to post anything. Suddenly, it hit him: Talk about how to manage time during a chaotic sales week! So, he did…
- [From Price to Solution](https://salesvault.pro/from-price-to-solution/) - You are handed something to quote. The only way you will win is to cut out all profit from the job. Woo-hoo! Or…you could take the advice in Bill Farquharson’s Short Attention Span Sales Tip this week and move from a price-based conversation to one that is solutions-based.
- [Your Two Month Sales Plan](https://salesvault.pro/your-two-month-sales-plan/) - Check the calendar. You have two months—technically, 9 weeks—between now and Labor Day. In that time, you have the opportunity to set yourself up for sales success…if you follow the advice in Bill’s Short Attention Span Sales Tip.
- [Email Fail](https://salesvault.pro/email-fail/) - Do you write good? Well, if you see nothing wrong with the sentence structure of that question, this week’s Short Attention Span Sales Tip is for you.
- [How to Stay Relevant With a Prospect](https://salesvault.pro/how-to-stay-relevant-with-a-prospect/) - After a prospect nibbles on your bait, you need to stay in touch. But what do you say or write that doesn’t sound like, “How YOU doin’?” In this week’s Short Attention Span Sales Tip, Bill Farquharson gives you two ideas AND even suggests a meal for dinner tonight.
- [Measuring Sales Effectiveness](https://salesvault.pro/measuring-sales-effectiveness/) - One day you make lots of calls but sell nothing. The next day sales come in but you are off playing golf. Different outcomes but still one question: Did I do my job today? In this week’s Short Attention Span Sales Tip, Bill Farquharson changes both the focus period and the question.
- [Presenting Your Price (or how to get your father to buy you a really expensive birthday present)](https://salesvault.pro/presenting-your-price-or-how-to-get-your-father-to-buy-you-a-really-expensive-birthday-present/) - How did Bill’s daughter not only convince him to buy her a really expensive birthday present but make him rush right out and buy it? The answer to that is a lesson for all of us on how to present out your price and win.
- [Summer Cleaning](https://salesvault.pro/summer-cleaning/) - Sales reps and selling owners are notorious for chasing squirrels. That is, they stop one task to do another or, at bare minimum, add to their already-crowded to-do list. Bill Farquharson is no different, but he has three suggestions for you in this week’s Short Attention Span Sales Tip
- [Don’t Reach Your Sales Goals Without This](https://salesvault.pro/dont-reach-your-sales-goals-without-this/) - “The biggest mistake I ever made as a sales rep was to reach my sales goal.” Strange way to start a sales tip from a sales trainer, don’t you think? After you hear Bill Farquharson explain that comment, you will understand. He forgot one important thing, but you won’t won’t.
- [Hill Climbing, Sales, and the One-Legged Man](https://salesvault.pro/hill-climbing-sales-and-the-one-legged-man/) - Sales goals sometimes feel insurmountable. When that happens, heed the lesson Bill Farquharson learned while participating in a cancer fundraiser across Massachusetts, detailed in this week’s Short Attention Span Sales Tip.
- [Don’t Stop Me If You’ve Heard This One](https://salesvault.pro/dont-stop-me-if-youve-heard-this-one/) - Bill Farquharson has given you this particular selling advice each year for the last 20 Augusts. Is this the year you will listen to him?
- [See the Best, Be the Best](https://salesvault.pro/see-the-best-be-the-best/) - Inspiration for sales tips hit Bill Farquharson constantly. But a pint of insanely red strawberries at a roadside farm stand? Really? Yup! Bring your tastebuds to this week’s Short Attention Span Sales Tip.
- [Pre-Sales Day Calls](https://salesvault.pro/pre-sales-day-calls/) - Another day ends and you didn’t make enough (or any) sales calls. If you want today to be the last day that happens, check out Bill Farquharson’s Short Attention Span Sales Tip this week.
- [Why an Order Gone Bad is Good for Business](https://salesvault.pro/why-an-order-gone-bad-is-good-for-business/) - You say, “Oh no! A messed up order” and think, “This could cost me the account.” But you will think differently after this week’s Short Attention Span Sales Tip by Bill Farquharson
- [How to Kill Sales Boredom](https://salesvault.pro/how-to-kill-sales-boredom/) - Bill Farquharson is bored. Every once in a while it gets redundant and he hates redundancy almost as much as he hates seeing Tom Brady in a Tampa Bay jersey. You, too, will hit the wall. In this week’s Short Attention Span Sales Tip video, Bill offers some advice for digging out of that hole.
- [A Twist on Voicemail](https://salesvault.pro/a-twist-on-voicemail/) - Having a difficult time reaching anyone these days? You are not alone. A ride home from the airport served as the inspiration for an idea found in this week’s Short Attention Span Sales Tip by Bill Farquharson.
- [How to Get Leads in the Mail](https://salesvault.pro/how-to-get-leads-in-the-mail/) - In this week’s Short Attention Span Sales Tip, Bill Farquharson has a simple idea. But before you scoff at it, you might want to stick around and here the kicker that follows.
- [Your Sales Go-To](https://salesvault.pro/your-sales-go-to/) - You make 50 calls and get 50 voicemails. Your motivation is gone. It’s like when Bill is golfing and can’t find the fairway. Fortunately for him, Bill has a go-to correction. And fortunately for you, there’s Bill’s Short Attention Span Sales Tip.
- [Beat Customers to Their Own Future](https://salesvault.pro/beat-customers-to-their-own-future/) - While writing a Sales Vault presentation called, “What Makes the Best of the Best the Best of the Best,” Bill Farquharson discovered something: It is possible to predict the future and then set up camp in preparation. Check out this week’s Short Attention Span Sales Tip for more.
- [Rethink Your Sales Calls](https://salesvault.pro/rethink-your-sales-calls/) - If the movie Groundhog’s Day were real, you’d have the chance to go back over a sales call, redo it, and get it 100% right. Bill’s Short Attention Span Sales Tip can’t make that happen, but he can give you a way to get close.
- [How to Become the Preferred Vendor](https://salesvault.pro/how-to-become-the-preferred-vendor/) - Do you want to leapfrog the other vendors vying for business and trying to win the hearts of clients? You could be the lower price or you could listen to Bill’s Short Attention Span Sales Tip.
- [How to Make a Rep’s Head Explode](https://salesvault.pro/how-to-make-a-reps-head-explode/) - It doesn’t take much to push someone’s buttons these days, but sales reps are especially irritable. While this sales tip is about record-keeping, there is also a quick way to make a rep’s head explode in a “The Boys” kind of way (a reference Bill explains in the video).
- [Next Week This Week](https://salesvault.pro/next-week-this-week/) - Most of us work well in a chaotic environment. But, how do you make the most of your selling time without the urgency that creates motivation? In this week’s Short Attention Span Sales Tip, Bill Farquharson gives you ideas for next week’s increasingly quiet days.
- [Bill’s T-day Gift to You](https://salesvault.pro/bills-t-day-gift-to-you/) - Rather than dispense sales advice, this week’s Short Attention Span Sales Tip offers a gift. It’s Bill’s way of thanking you for 2021.
- [New Month, New Year, New Business](https://salesvault.pro/new-month-new-year-new-business/) - With a new month and a new holiday and a new year coming up, let’s talk new business and the one component that makes it happen in this week’s Short Attention Span Sales Tip
- [How Bob Makes Six Sales Calls a Day](https://salesvault.pro/how-bob-makes-six-sales-calls-a-day/) - Three weeks ago, Bob was a time management train wreck. Last week on a Sales Vault workshop, he was a new (sales) person, and all because he followed one simple piece of advice from Bill Farquharson. Hear it for yourself in this week’s Short Attention Span Sales Tip.
- [Four 2022 Goals](https://salesvault.pro/four-2022-goals/) - Put any thought into 2022? Bill has. In fact, if you want to save some time, take the advice in this week’s Short Attention Span Sales Tip and make his four suggestions your goals for the New Year.
- [Lessons from a Crazy Week](https://salesvault.pro/lessons-from-a-crazy-week/) - When life hits you the way it did Bill Farquharson last week, you need to dig deep into the trove of tips to keep your head from exploding. Read/Watch Bill taking his own advice in this week’s Short Attention Span Sales Tip.
- [Don’t Not Sell](https://salesvault.pro/dont-not-sell/) - What will this week bring? Are your clients even in? Will you make the killer assumption that no one wants to hear from you or use this week to be different? It all starts with this week’s Short Attention Span Sales tip.
- [Small and Smaller 2022](https://salesvault.pro/small-and-smaller-2022/) - Standing on Jan. 3 you cannot possibly see far enough into the future to make big goals and expect to keep them. So, Bill Farquharson’s Short Attention Span Sales Tips gives you another way to think, one that is more reasonable and reachable.
- [Does This Look Like Prospecting?](https://salesvault.pro/does-this-look-like-prospecting/) - Sitting back in your chair, feet up, talking on the phone might not look like the picture of good prospecting, but it is the source of our best leads. And yet, we all (including Bill Farquharson) don’t do enough of it. Hopefully, that will change after you see this week’s Short Attention Span Sales Tip.
- [React, Recover, Resolve](https://salesvault.pro/react-recover-resolve/) - With an immediate family of 12 plus a grandson, Bill Farquharson knows a thing or two about drama. He is also an expert in conflict resolution. In this week’s Short Attention Span Sales Tip, Bill compares car accidents to handling problematic orders and shows you how to benefit from getting it right.
- [Tomorrow’s New Business](https://salesvault.pro/tomorrows-new-business/) - There’s the hard way to get new accounts and then there’s the easy way. It might not be quick, but it sure is effective. In this week’s Short Attention Span Sales Tip, Bill talks about how to gain access to the very top of the decision-making food chain.
- [Lemonade from a Printed Lemon](https://salesvault.pro/lemonade-from-a-printed-lemon/) - What happens when a college erroneously lets a lot of applicants think they’re in when they’re not? Actually, a lot of good if handled correctly...and it was as Bill Farquharson talks about in this week’s Short Attention Span Sales Tip.
- [Are You Feeling Lucky?](https://salesvault.pro/are-you-feeling-lucky/) - What do Bill’s favorite LinkedIn people have in common? First, he’ll share the list. Then, he’ll tell you why you should be as lucky as they are, all in this week’s Short Attention Span Sales Tip.
- [Joan Jett Didn’t But You Should](https://salesvault.pro/joan-jett-didnt-but-you-should/) - Fifteen times. That’s how many times Joan Jett told you that she doesn’t. In this week’s Short Attention Span Sales Tip, Bill Farquharson tells you why you should and why it matters.
- [Turning Print Doubters Into Believers](https://salesvault.pro/unspoken-thoughts/) - When Peloton discovered what the general public thought of them, they went right down Main Street to acknowledge and overcome any doubt. You can and should do the same thing with print by turning doubters into believers, starting with Bill’s Short Attention Span Sales Tip.
- [Unspoken Thoughts](https://salesvault.pro/unspoken-thoughts-2/) - Don’t say you are bored. Never complain about a meal. These were hard fast rules of Bill Farquharson’s childhood. But there is one you need to break if you are going to keep from losing business. Learn more in this week’s Short Attention Span Sales Tip.
- [10 Sales Calls, 9 Conversations](https://salesvault.pro/10-sales-calls-9-conversations/) - One day last week, Bill Farquharson made 10 sales calls and had live conversations with 9 people. How he did it is this week’s Short Attention Span Sales Tip.
- [Selling Alone Together](https://salesvault.pro/selling-alone-together/) - Everyone else is successful except you. You are the only one feeling these feelings. That’s what your sales brain tells you. In this week’s Short Attention Span Sales Tip, Bill Farquharson tells you how to get rid of the negativity.
- [Getting to the Next Level](https://salesvault.pro/getting-to-the-next-level/) - Unless you are in a coma or about to retire, you are striving to get to the next level in your sales career. In this week’s Short Attention Span Sales Tip, Bill Farquharson shares three ideas to help get you there.
- [The Sales Concussion](https://salesvault.pro/the-sales-concussion/) - Good Morning! In 1978, during my senior year at East Longmeadow high school, I got my bell rung during a soccer game. While heading a ball kicked by the opposing goaltender high into the air, my brain banged up against the inside of my skull hard enough to give me a concussion. Oddly, I am
- [The Unripe Customer](https://salesvault.pro/the-unripe-customer/) - Good morning! Have you ever bitten into a piece of fruit and instantly recognize the fact that it’s unripe? Of course, you have. We all have. It’s that banana whose peel tears mid pull. It’s the cantaloupe guessing game. It’s the mango you need for a recipe but she’s just not ready yet. What about
- [How to Get Fired](https://salesvault.pro/how-to-get-fired/) - Good morning!Great news! These days, it is easier than ever to lose your sales job. Looking to find new employment and start over? Here’s how…Once up a time, there were cradle-to-grave jobs where you’d be forced to work for one company. Now, you can get fired as fast as you can say, “Where are you?”“Where
- [Nobody's Fool](https://salesvault.pro/nobodys-fool/) - Good Morning! When I was a print sales rep, I had a client named Joanne Mills. Joanne was a Buyer for a software company in Northboro, Massachusetts. This had to be the spring of 1992 or so. It was a good account, one that would soon yield the first significant digital print job of my
- [Fantastic Disaster](https://salesvault.pro/fantastic-disaster/) - Good morning, Yesterday afternoon, I conducted an interview as a part of a test. I am trying to find out if creating a podcast is a good idea and good use of my time. It sucked. I realize this as I was in the middle of it. I didn’t have to go back and listen
- [Your Beer is Good, But Ours is Better](https://salesvault.pro/your-beer-is-good-but-ours-is-better/) - Good Morning! Did you watch the Super Bowl? Wait, let me rephrase that: Where you able to stay awake during this year’s Super Bowl? If so, you may have noticed the start of an advertising campaign, one where Bud Light went after Miller Light and their alleged use of corn syrup. While mildly funny, I
- [2019 In Chunks](https://salesvault.pro/2019-in-chunks/) - 1. Between now and the end of June;2. July and August;3. September through December.The first chunk focuses on your sales activity for the next 10 weeks. That’s the exact amount of time between today, April 22, at the last business day of June. 10 weeks. What could your sales activities be for that time period?
- [Burned Out? Try This](https://salesvault.pro/burned-out-try-this/) - Good morning!Everyone who is in sales sooner or later will hit the wall. You will burn out and temporarily lose all motivation and passion.What then?Most of us will work through it. Our work ethic will take over an extended doing what our brains are telling us to do— stop, rest, regroup, proceed— we will go
- [Before You Sell to a Vertical, Do This](https://salesvault.pro/before-you-sell-to-a-vertical-do-this/) - Good morning! You are a sales meeting and your boss announces, “As of today, we are focusing on the vertical market…” and then finishes the sentence with something like banks or colleges or hospitals or… What should you do next? To focus on a vertical market means to specialize. Theoretically, once you solve problems of
- [Predicting Your Sales Future](https://salesvault.pro/predicting-your-sales-future/) - Good morning! Looking into my crystal ball, I can see the future. I see two months of inconsistent sales, July and August. It’s the dreaded Summer Slowdown. Looking at your future, will you be panicked or lying in a hammock drinking lemonade? The answer the question comes down to the answer to a different question:
- [Summer Slowdown Crystal Ball](https://salesvault.pro/summer-slowdown-crystal-ball/) - Good morning! Looking into my crystal ball, I can see the future. I see two months of inconsistent sales, July and August. It’s the dreaded Summer Slowdown. Looking at your future, will you be panicked or lying in a hammock drinking lemonade? The answer the question comes down to the answer to a different question:
- [Already Have a Vendor](https://salesvault.pro/already-have-a-vendor/) - Good morning! Are you a fan of playoff hockey? This time a year is unique for me. Ordinarily, if I’m watching a sporting event it’s because a Boston team is involved. If they’re not playing, I’m not watching. Playoff hockey, however, is different. It’s wall-to-wall action and a frenetic pace. What’s unique about playoff hockey
- [Week of the Fourth of July](https://salesvault.pro/week-of-the-fourth-of-july/) - Good morning! In the last few weeks of sales tips, I have focused rather heavily on the subject of being in a sprint to the finish. That is, your sales activity should be at a maximum between now and the end of June. But, what then? What comes next? The week that includes the Fourth
- [Think About 2020 Now](https://salesvault.pro/think-about-2020-now/) - Good morning! Right around 1993, the president of RR Donnelley came out with a great statement: “10 years from now, 70% of our business will come from clients we do not currently have and we will sell them products and services we do not currently offer.” It instantly gained traction with everyone, myself included. My
- [The Best Day to Call](https://salesvault.pro/the-best-day-to-call/) - Good morning! Why is Friday the best day to make a call? Bill: “Salespeople in the room, what’s the worst day of the week to make a prospecting phone call?” Salespeople in the room: “Friday.” Bill: “Why Friday?” Salespeople in the room: “Because no one wants to hear from a sales rep on a Friday.
- [The Next Sales Chunk](https://salesvault.pro/the-next-sales-chunk/) - Good morning! This week marks the end of the first of three chunks of sales segments. To review:The first chunk was March, April, and May and it determined your sales in July and August. If you do, in fact, have a slow summer you can look back on this first chunk and realize that you
- [A Random Selling Idea](https://salesvault.pro/a-random-selling-idea/) - Good morning!You will see this tip twice, once today and then again as a blog in a few weeks. I think it’s that important to try:Make 3-5 calls to random people per week, all summer long. No agenda. You are just calling to catch up.Call past clients.Call current clients.Call friends.Call family.Ask about personal and business.
- [Reading the Sales Mind](https://salesvault.pro/reading-the-sales-mind/) - Good morning! Last month, I was at a social event. It was a cocktails and small talk nightmare where lots of inane chatter is exchanged until your spouse gives you the “Let’s go” look. A couple approached us. They had just arrived. He was a guy I’ve known for a few years but haven’t seen
- [The Key to Sales Success is...](https://salesvault.pro/the-key-to-sales-success-is/) - Good morning! Let me start off by saying this: I have historically been a terrible golfer. Now that I’ve got that out of the way… Except for the last few days when I’ve been away at my daughter’s wedding, I have been diligently working on my golf game. Day after day, I “did the work,”
- [An Easier Sales Brand](https://salesvault.pro/an-easier-sales-brand/) - Much of the conversation around “personal brand” is dull and focused on social media. Bill Short Attention Span Sales Tip this week shows you an easier and more important version; one sure to bring you sales.
- [Silence After the Handshake](https://salesvault.pro/silence-after-the-handshake/) - You worked hard to get that LinkedIn connection but gave no thought into what to do or say next. No worries. Bill Farquharson’s Short Attention Span Sales Tip has you covered.
- [Sales Mumbo Jumbo](https://salesvault.pro/sales-mumbo-jumbo/) - If you believe in your sales growth, will it happen as a result? How Bill Farquharson answers that question, revealed in this week’s Short Attention Span Sales Tip, might just be the key to your happiness and sales growth.
- [Business Too Casual](https://salesvault.pro/business-too-casual/) - When you meet a new client, even before you open your mouth to speak, you could be coming from a disadvantage. Watch Bill Farquharson’s Short Attention Span Sales Tip and that won’t happen to you.
- [What Summer Slowdown?](https://salesvault.pro/what-summer-slowdown/) - In this Short Attention Span Sales Tip, Bill Farquharson takes on the myth of the Summer Slowdown and gives you a simple idea for making sure business is a hot at the summer sun.
- [Get Back to Where You Once Belonged](https://salesvault.pro/get-back-to-where-you-once-belonged/) - Whether you struggle with a sales issue or a personal challenge, answers, ideas, and solutions are available simply by returning to some fundamental questions, and Bill Farquharson’s Short Attention Span Sales Tip has them.
- [Worst Sales Day of the Week](https://salesvault.pro/worst-sales-day-of-the-week/) - Is one day of the week better than another for a sales call? Is one the absolute worst? In this week’s Short Attention Span Sales Tip, Bill Farquharson gives you the popular answers and then talks about why you want to do the exact opposite.
- [Inside the Sales Conversation Week of May 16](https://salesvault.pro/inside-the-sales-conversation-week-of-may-16/) - This week inside the sales conversation: How to sell without paper, the best day to find the hybrid worker in the office, and a great example of how to market your print shop. Join the conversation!
- [Productivity, Pursuit, and CANVA](https://salesvault.pro/productivity-pursuit-and-canva/) - In the sales conversation this week: A plan for the next 6 weeks, how long to pursue a prospect, and CANVA: Friend or foe?
- [Your Next Level, More Selling Time, and Getting People on the Phone](https://salesvault.pro/your-next-level-more-selling-time-and-getting-people-on-the-phone/) - In the sales conversation this week: The questions to ask to help you get to the next level, a tip for finding more and better selling time, and don’t even think about complaining to Bill about how hard it is to get people on the phone until you’ve done this.
- [An Intense Focus Window](https://salesvault.pro/an-intense-focus-window/) - In this week’s, Short Attention Spanned Sales Tip, Bill Farquharson talks about your focus window, what to post on LinkedIn, and tells a story about diligence you will never forget.
- [What's your sales position?](https://salesvault.pro/whats-your-sales-position/) - If someone asked you to describe the value you bring, could you without falling back on the “great customer service” claim everyone makes? In this week’s Short Attention Sales Tip, Bill Farquharson offers up some ideas for using the coming days to help bring the kind of clarity to your positioning statement that he found after listening to a podcast and reading a quick book.
- [Where to look for leads](https://salesvault.pro/where-to-look-for-leads-july-4-tip/) - A quiet week is the perfect time to seek new customers. That process starts with knowing the best places to look for leads and Bill Farquharson shares an idea for that in this week’s Short Attention Span Sales Tip.
- [When a Client Ghosts You](https://salesvault.pro/when-a-client-ghosts-you/) - Heard you had a great sales call. Congrats. Know what comes next? The crickets. In this week’s Short Attention Span Sales Tip, Bill Farquharson talks about this sales challenge and others as he offers tips for continuous sales growth.
- [The Cure to “No one answers my calls”](https://salesvault.pro/the-cure-to-no-one-answers-my-calls/) - 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 Span Sales Tip is for you!
- [Everyone loves me…right?](https://salesvault.pro/everyone-loves-me-right/) - 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 there is another level of strength necessary to be the top in your field and it is revealed in this week’s Short Attention Span Sales Tip from Bill Farquharson.
- [Sale-ing in August](https://salesvault.pro/sale-ing-in-august/) - 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 be, too.
- [Get the management you need](https://salesvault.pro/get-the-management-you-need/) - 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 you are not getting the management you need (even if you have no sales manager), it might be because you are not following the advice in Bill Farquharson’s Short Attention Span Sales Tip this week.
- [Open House](https://salesvault.pro/open-house/) - Good morning! When is the last time you or your company held some kind of an educational event, such as an open house? Salespeople spend so much time trying to set up appointments with prospects and get on other people’s calendars that I think we have forgotten the value of teaching the finer points of
- [Speakerphone Selling](https://salesvault.pro/speakerphone-selling/) - Good morning! Note: This is one of those sales tips that is better seen than read, but… Sorry I couldn’t be in-person and on camera today. No, I am not having a bad hair day (at least I don’t think I am). It’s just that, well, I have other things to do so I am
- [The Seasonal Sales Approach](https://salesvault.pro/the-seasonal-sales-approach/) - Good morning! Like the training programs that I create, I frequently create these tips and my Tuesday morning blogs from the standpoint of, “What would I do?” In other words, if I were in your shoes as either a salesperson or selling owner, what would I be doing to grow my sales? This is one
- [Five Key Factors to Your Sales Success](https://salesvault.pro/five-key-factors-to-your-sales-success/) - Good morning! For the last 18 months or so I have been working with a selling owner on a weekly basis. We’ve never met, but through our Friday morning phone calls, we have connected on both the business and personal level. Now, I worked with a lot of people like Jeff. But never in the
- [A Universal Truth: Sales is Sales](https://salesvault.pro/a-universal-truth-sales-is-sales/) - Good morning! I had a really interesting conversation the other day. Ultimately, it was somewhat frustrating, but interesting nonetheless. My cousin, Cindy, had a friend of hers call me for advice. This gentleman was looking for help. Seems he wants to make a difference in America’s classrooms and has a powerful message to deliver. The
- [Sell, Rest, Sell, Plan](https://salesvault.pro/sell-rest-sell-plan/) - Good Morning! Let’s take a quick look at your calendar, shall we? If you are watching/reading this sales tip on the day it was released, Monday, November 5, 2018, you are at the beginning of a two-week sprint. That is, there are two full weeks between now and the week that includes Thanksgiving. How will
- [Pace and Patience](https://salesvault.pro/pace-and-patience/) - Good Morning! The wheels of business rarely turn as fast as we’d like them to. In this “now if not sooner” world of text messages that, by definition, demand urgent reply (especially if there is a Farquharson daughter involved) fast pace environment, there are still some things— projects and decisions, mostly— that crawl along. We
- [Fear of Missing Out](https://salesvault.pro/fear-of-missing-out/) - Good Morning! You might fight me on this one, but I’ve come to believe one of the biggest lies sales people tell themselves is this: “I just don’t have any time to sell.” My argument is this, you do have time. You’re just choosing to use it differently. Something tells me that if you really
- [Today's Loss = Tomorrow's Win](https://salesvault.pro/todays-loss-tomorrows-win/) - Good morning! When I heard the news that Amazon had chosen two cities for their headquarters instead of one after months of pursuit and millions of dollars in tax credits, I had a funny thought… Imagine, for a second, how things could have gone for that second city if they didn’t follow some basic rules
- [Productivity Part One](https://salesvault.pro/productivity-part-one/) - Good morning! This is my second-to-last Short Attention Span Sales Tip of 2018. With next year’s weekly messages taking an intentional turn towards digital/inkjet print sales, I want to make sure I continue to sprinkle in some thoughts about general sales and management issues. Here’s one for you to ponder… Last Friday, I flew to
- [Productivity Part Two](https://salesvault.pro/productivity-part-two/) - This is the second in a two-part sales tip designed to increase your sales productivity. If you have not read or watched the first one, you can catch up here.For the rest of you…Your assignment from last week was to come up with four or five Profit Pillars. Judging from personal experience, I can attest
- [Are You 2019-Sales-Ready?](https://salesvault.pro/are-you-2019-sales-ready/) - Good morning! A couple of housekeeping issues and then the tip… Last month, my Printing Impressions column gave you a sales bucket list of 10 tasks to check off before entering 2019. Did you do them all: Having read three books:a. Never Split the Differenceb. The 5 Elements of Effective Thinkingc. The Assertiveness Workbook Someone
- [Big Title, Big Assumptions](https://salesvault.pro/big-title-big-assumptions/) - Good morning! My wife, Allison, and I recently started watching HBO’s Succession. Without spoiling the plot, I can safely tell you that the title of this series succinctly describes what the show is about. A father of four is getting on in years and questions abound regarding who will succeed him at the helm of
- [Weight Loss vs. Sales Gain](https://salesvault.pro/weight-loss-vs-sales-gain/) - Good morning! Let’s say you started off this year with two goals: lose weight and gain sales. Which one is more sustainable? Today being 21 January, we are beginning the third week of the new year. How’re those New Year’s resolutions coming? Are you still on track? Would it surprise you to know that the
- [Selling Digital Printing](https://salesvault.pro/selling-digital-printing/) - Good morning! I was talking with a label sales rep about digital printing. He told me about his equipment we talked about his transition from traditional legal production. When I asked him about profit margins, a slow and satisfying smile grew until I was looking at a 6’3″ Cheshire cat, one whose profits are 5x
- [Lester Wunderman](https://salesvault.pro/lester-wunderman/) - Good morning! Ever heard of Lester Wunderman? Neither had I. But now that I know him, I thought I would put out a Short Attention Span Sales Tip in his honor. If you are in the print and mail business, you owe Mr. Wunderman a debt of gratitude, too. In 1939, at age 19, Lester
- [Bad Sales Rep](https://salesvault.pro/bad-sales-rep/) - Good morning!A couple of weeks ago, I mentioned attending a Home Show (January 29 blog, I believe). The piece was about connecting the visual with the perceived quality of the work to be done. Unappealing or “low bid” trade booth graphics do not translate into customer confidence when dropping five figures on, say, a new
- [Sales Intonation](https://salesvault.pro/sales-intonation/) - • Your sales are going to explode this year.• You work for the best company out there and people would be crazy not to want to do business with you.• You love your customers and you love what you do.Fake it until you make it and then when you make it, fake it so that
- [Are you brave enough to ask this question?](https://salesvault.pro/are-you-brave-enough-to-ask-this-question/) - Good morning! Do you consider yourself to be brave? Wait, let me ask the question this way… On a scale of 1 to 10 (with 10 being completely fearless), rate your bravery. You might ask yourself, “Are we talking personally or professionally? Does he mean my bravery when it comes to cold calling or is
- [Lent and Sales Goals](https://salesvault.pro/lent-and-sales-goals/) - Good morning! This week marks the beginning of Lent, a special time in the calendar when Christians choose to make a sacrifice for a 40 day period, mirroring the 40 days Jesus Christ spent fasting in the wilderness. Some people give up chocolate, others alcohol or TV or sweets or some other treat. It’s a
- [3 more reasons to prospect](https://salesvault.pro/3-more-reasons-to-prospect/) - As kids, we are warned not to cross our eyes, sit too close to the TV, and run with scissors. There are consequences, we are told. As sales reps, we are given 1000 reasons to constantly be looking for new business. In this week’s Short Attention Span Sales Tip, Bill Farquharson generously offers three more.
- [Ask this question, earn a customer](https://salesvault.pro/ask-this-question-earn-a-customer/) - 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 Bill Farquharson puts forth in this week’s Short Attention Span Sales Tip.
- [Grow Your Sales by Growing Theirs](https://salesvault.pro/grow-your-sales-by-growing-theirs/) - 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 talks about how you can solve your problem by bringing a familiar message to your clients.
- [The Soft Follow Up](https://salesvault.pro/the-soft-follow-up/) - 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 Span Sales Tip, Bill Farquharson has an idea for a softer approach inspired by his dog-sitting stepdaughter.
- [What Your CSR Thinks of You](https://salesvault.pro/what-your-csr-thinks-of-you/) - 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 and what she sees as the biggest errors her sales team makes. There are lessons for all of us in this week’s Short Attention Span Sales Tip.
- [Tesla and Preparation](https://salesvault.pro/tesla-and-preparation/) - 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 Tesla; heed his advice in this week’s Short Attention Span Sales Tip.
- [Getting There vs. Being There](https://salesvault.pro/getting-there-vs-being-there/) - In this week’s Short Attention Span Sales Tip, Bill Farquharson details the progress of a new sales rep and how success killed his sales growth. It’s a lesson in understanding the difference between getting there and being there we all need to hear.
- [Student of Sales](https://salesvault.pro/student-of-sales/) - What does concussion protocol have to do with sales growth? Find out in this week’s Short Attention Span Sales Tip by Bill Farquharson.
- [Building Your Sales Muscles](https://salesvault.pro/building-your-sales-muscles/) - Just like working out at the gym or recovering from surgery, sales muscles must be built up and strengthened over time. One muscle in particular will lead you to better and more confident sales calls, not to mention give you voice mail superpowers? Want to know what it is? Then check out Bill Farquharson’s Short Attention Span Sales Tip.
- [How to Sell in a Recession](https://salesvault.pro/how-to-sell-in-a-recession/) - It’s coming. The “R” word is everywhere and sales reps need to know how to sell in a Recession. That’s the focus of this week’s Short Attention Span Sales Tip by Bill Farquharson.
- [The Amazon Standard](https://salesvault.pro/the-amazon-standard/) - Love it or hate it, Amazon has redefined much of business fundamentals like ordering, shipping, and communication and it is that last one which is the focus of Bill Farquharson’s Short Attention Span Sales Tip this week.
- [A 9-Week Plan](https://salesvault.pro/a-9-week-plan/) - There are 9 weeks left in 2022 and only 7 are devoid of holidays. That is not a lot of time to sell, so take the advice in this week’s Short Attention Span Sales Tip and hear what Bill Farquharson has in mind for an effective use of time.
- [How to Take the Weekend Off](https://salesvault.pro/how-to-take-the-weekend-off/) - You cannot effectively sell at a high level if your sales stress level is constantly at a high level. Like it or not, you need to learn how to take the weekend off. That’s the advice in this week’s Short Attention Span Sales Tip by Bill Farquharson.
- [Making Sales Waves](https://salesvault.pro/making-sales-waves/) - On a working vacation in South Carolina, Bill Farquharson drew inspiration from Hurricane Nicole for this week’s Short Attention Span Sales Tip.
- [Learning Mode](https://salesvault.pro/learning-mode/) - Thanksgiving kicks off the Holiday Season, but this week also begins a unique time of year for sales people. In this week’s Short Attention Span Sales Tip, Bill Farquharson tells you to start sharpening the saw and why that will help your sales.
- [Sales Affirmation](https://salesvault.pro/sales-affirmation/) - On a call with a daughter, Bill Farquharson heard four words that made him soar: “I believe in you.” This affirmation is what’s needed for all sales reps from time to time. In this week’s Short Attention Span Sales Tip, Bill tells you how to use these four words to support your sales team.
- [Sales Brief](https://salesvault.pro/sales-brief/) - By the time you reach the end of this sentence, your attention span might be challenged. Such is the case with our clients and we need to learn how to use an economy of words when we communicate. With increasing brevity, Bill Farquharson makes the point in this week’s Short Attention Span Sales Tip.
- [Say it with video](https://salesvault.pro/say-it-with-video/) - From YouTube to TikTok, the world has gone made with video. This medium affords sales people the chance to build a brand and put a face to the name…if you know how to do it the right way. In this week’s Short Attention Span Sales Tip, Bill Farquharson shares some tips from his video skill set to help you add this tool to your sales arsenal.
- [Don't cave on price](https://salesvault.pro/dont-cave-on-price/) - Have you ever cancelled a service with a company only to find they miraculously have a lower price to offer? Bill Farquharson’s recent experience with this issue lead him to this good advice found in this week’s Short Attention Span Sales Tip.
- [Reflections on Sales](https://salesvault.pro/reflections-on-sales/) - No real tip this week. Instead, Bill talks about sales and tells a few stories as his 40th year in sales comes to a close.
- [Diligence is worth it.](https://salesvault.pro/diligence-is-worth-it/) - I have two cats, Russian Blues named Sherlock and Mycroft. I once wrote about them in a Printing Impressions column, as a matter of fact. The article was about habits that cats have that might make them good mentors for salespeople.Mycroft is a rascal. While he has shed many of his kitten-age habits, one he
- [When On Time Orders Are "Late"](https://salesvault.pro/when-on-time-orders-are-late/) - Good morning!A customer places an order and says, “No rush” when asked when they need it. “It’ll be about a week,” you tell them and they reply, “That’s fine. Whatever.” So, you enter the job, and a little over a week later it ships. Seems innocent enough, right?A month later you realize you haven’t heard
- [Sell Like, Well, You!](https://salesvault.pro/sell-like-well-you/) - Good morning! When you sell, do you believe you are being yourself or does someone else temporarily invade your body and mind, someone less interesting, more formal, a lot stiffer, and most importantly far less authentic? When we first started out, I think all salespeople have an image of who they are supposed to be,
- [Be ready to roll this September...](https://salesvault.pro/be-ready-to-roll-this-september/) - Good morning! Today, Monday, June 4, is a milestone day, one that you might look back on and say, “I wish I had done things differently.” But let’s hope not. There are three important chunks of time coming up on the sales calendar. Today marks a sprint to the finish. Next four weeks are special.
- [Street-Level Sales](https://salesvault.pro/street-level-sales/) - Good morning! Back in the day, canvassing businesses door-to-door was normal, accepted, and a decent use of time. In 1982, when I started selling, we had no internet, no cell phones, and the doors were open and unlocked. There was also no voice mail and no caller ID, so people were much more likely to
- [An Unexpected Opportunity](https://salesvault.pro/an-unexpected-opportunity/) - Correct me if I am wrong but I think this is pretty cool. So far, everyone— and I mean everyone— who has been handed one of these cards has reacted very positively and then either asked me about my business or asked me about the design. Then, and this would be great if I was
- [Sell Like My Mom](https://salesvault.pro/sell-like-my-mom/) - Good morning! It came like clockwork. Every Friday an envelope would arrive addressed to me and written in familiar handwriting. It was from my mom. Inside could be everything from a comic strip to an article, carefully cut out and lovingly mailed. We used to tease mom and dad about this habit and it even
- [What to do this week](https://salesvault.pro/what-to-do-this-week/) - Good morning!And welcome to July! Can you believe it?If you are working this week (and I couldn’t blame you if you weren’t), I believe the best use of your time will be to “sharpen the saw,” as Stephen Covey would say. That is, after your attempts to reach your customers are made, think about the
- [Are you a good investment?](https://salesvault.pro/are-you-a-good-investment/) - Good morning! This tip will sound both self-serving and contradictory. A new client said something a couple of months back that stuck with me. He was thinking about hiring me to do some work with his sales team of 15 or so reps and as he met with them one by one to discuss the
- [A Great Book on Negotiating](https://salesvault.pro/a-great-book-on-negotiating/) - Good morning! I have a great book for you to read. It’s a book on negotiating called, Never Split the Difference, Written by Chris Voss. Chris is a former FBI hostage negotiator. He took his training and the tactics he used to Harvard University one summer just to see if it worked in the business
- [What to do when no one answers the phone](https://salesvault.pro/what-to-do-when-no-one-answers-the-phone/) - Good morning!Over the years of doing what I do, there have been several topics that pop up in conversation again and again. For example, “Where do I find a good sales rep?” But there is another one quickly racing to the top and fighting for the number one spot:“No one answers the phone anymore.”Close cousins
- [How to go on vacation](https://salesvault.pro/how-to-go-on-vacation/) - Good morning! Vacation (va-ca-shun). Noun. To not work for a while. To shut down and reintroduce yourself to family members known as “children” in places like DisneyWorld (see also “Moneysuck”). 20 years ago, if you had told me I’d be doing a sales tip called, “How to go on vacation” I’d laugh in your face.
- [Be the best, but don't believe it](https://salesvault.pro/be-the-best-but-dont-believe-it/) - Good morning! Quick question. Without overthinking it, give me a yes or no: Do you think you are a better-than-average salesperson? It’s a well-worn statement that most people believe themselves to be smarter than the average person. A recent Wall Street Journal weekend edition article did a study to confirm this. Men (70%) more than
- [The Student of Sales](https://salesvault.pro/the-student-of-sales/) - Good morning! Of all the things that I do in this crazy job that I’ve created, it’s the one on one coaching that I love the best. This is most true when I’m working with new salespeople. What an opportunity this gives me! It’s as if I have a DeLorean and I can ramp it
- [The 4 Word Sales Tip](https://salesvault.pro/the-4-word-sales-tip/) - Good morning! Salespeople… You talk too much. You need to listen more. That’s all.
- [Selling With the Right Love Language](https://salesvault.pro/selling-with-the-right-love-language/) - Sales Love Languages Over the years, I have been handed many life-changing books by friends. Some, I devour immediately while others sit on the shelf until, as the Japanese proverb correctly states, “When the student is ready, the teacher appears”, and I finally give it a read.
- [You Know This Already But....](https://salesvault.pro/you-know-this-already-but/) - Good morning! If you are a long-time recipient of these sales tips, you already know what I’m going to say today. I’ve been talking about this subject for years and every year, I’m right. I even started talking to you about it earlier this summer. But, for the rest of you… Today, September 4, is
- [The Production Gremlin](https://salesvault.pro/the-production-gremlin/) - Good morning! Let me start off by saying that the overwhelming majority of work that comes out of your plant is outstanding. The work is done accurately and quickly and the clients are satisfied. But…every once in a while, the Production Gremlins take over. Without reading another word, you legacy salespeople know exactly what I’m
- [Voicemail Differentiation](https://salesvault.pro/voicemail-differentiation/) - Good morning! What would you do with these sales tips if they were the same as all the other “How to sell” information out there? If tip after tip contained the same message, you would quickly lose interest after the first one and figuratively hit delete, delete, delete. So, then, why do you think it’s

## Pages

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- [Sales Tip of the Week](https://salesvault.pro/tip-of-the-week/) - Short Attention Span Sales Tip by Bill Farquharson This Week's Sales Tip Selling Promotional Products July 6, 2026 Good morning!It’s widely known the easiest sale you make is to your existing customer. They know you. They trust you. Blah, blah, blah.That’s what makes selling promotional products and branded apparel a no brainer. It’s probably something
- [Upcoming Live Workshops](https://salesvault.pro/upcoming-live-workshops/) - Insider Exclusive Live Zoom Workshops View Full Calendar of Events Upcoming Live Workshops Live Workshops are open to users with a valid Sales Vault Membership. Join now! If you would like to try out a workshop before joining, please contact Bill Farquharson. 13 July 2026 The Follow-Up Formula: Staying Visible Without Being AnnoyingMost opportunities are
- [Chill with Bill (LinkedIn Exclusive Video Archive)](https://salesvault.pro/chill-with-bill-linkedin-exclusive-video-archive/) - Watch Chill with Bill — Bill Farquharson’s weekly LinkedIn video series for print, promo, labels, packaging, and signage sales pros. Browse the archive, learn fast, and level up with The Sales Vault.
- [ISA Sales Vault Insider Membership](https://salesvault.pro/isa-sales-vault-insider-membership/) - The Sales Vault Welcome ISA Members! Selling Solo: Free YouTube Webinar May 7 @12PM ET Click the pink bar below to get the link and add it to your calendar. Plus a bonus book download. View Event on Calendar Click to RSVP→ Get the FREE YouTube LIVE Link & Free Book Download YouTube Webinar RSVP
- [Signarama](https://salesvault.pro/signarama/) - The Sales Vault Welcome Signarama! Selling Solo: Free YouTube Webinar May 7 @12PM ET Click the pink bar below to get the link and add it to your calendar. Plus a bonus book download. View Event on Calendar Click to RSVP→ Get the FREE YouTube LIVE Link & Free Book Download YouTube Webinar RSVP –
- [Partners](https://salesvault.pro/partners/) - Howdy Partner! We're glad you're here. Wondering what you get as a member of The Sales Vault? A Graphics Arts Community & More... Wherever you are in your sales journey, you’ll find like-minded and motivated sales reps and selling owners in the Graphic Arts looking to up their game and learn from their peers and
- [SpeedPro Workshops & Replays](https://salesvault.pro/speedpro-workshops-replays/) - Join upcoming SpeedPro-only workshops and watch replays on demand. Fresh topics every month to help you find new business and close more orders.
- [SpeedPro](https://salesvault.pro/speedpro/) - Welcome! SpeedPro + The Sales Vault: Your Sales Training Hub Speedpro Workshops & Replays Courses Tools Start SpeedPro Hub SpeedPro Member Login Username or Email Address Password Remember Me Log In Lost your password? | Register Exclusive workshops & Replays Explore Your Sales Growth Tools Download Bill's Book The 25 Best Sales Tips Ever by
- [SpeedPro Start](https://salesvault.pro/speedpro-start/) - SpeedPro studios get no-cost access to The Sales Vault. Activate your account in two steps and start with our curated highlights.
- [Resource Library](https://salesvault.pro/resources/) - Searchable Archives Resources for Print, Signage, Promotional, Labels, and Packaging Sales Resources Courses Workshop Replays Tips Blogs Downloads Learn by Sales Challenge Whitepapers Articles On-Demand Courses View All Courses Included in your Sales Vault Membership Selling to Hospitals: Big Fish Sales in a High-Rules Environment Hospitals buy a ton of print, signage, and promo—yet they
- [Next Level Sales](https://salesvault.pro/next-level-sales/) - Next Level Sales is a 30-day learning track for experienced print & graphic arts reps who feel stuck. Three courses + live workshop, included with Sales Vault membership.
- [My Courses](https://salesvault.pro/my-courses/) - Access interactive sales training courses from The Sales Vault. Learn at your own pace with context, quizzes, and exercises. Start with the 90-Day New-to-Sales Program or explore advanced topics for legacy reps and high performers.
- [Member Dashboard](https://salesvault.pro/member-dashboard/) - Sales Vault Insider Member Dashboard This week! Weekly Content & Live Workshops Upcoming Live Workshops 90-day New-to-Sales Program On-Demand Courses The Latest Tip & Blog Workshop Recaps & Replays Learn by Sales Challenge Download Tools & Templates Get Resources This Week View All Upcoming Workshops View Full Calendar Upcoming Live Workshops 13 July 2026 The
- [90-Day New-to-Sales Program](https://salesvault.pro/90-day-new-to-sales-program/) - The program starts monthly. 90-Day New-to-Sales Program Learn the process. Master the fundamentals. Overcome fear and build sales confidence. ⚡ Enrollment is open NOW! The cost is Included in your Sales Vault Membership! Are you new to selling print, signage, packaging, labels, or promo? Or maybe you’ve been around the block but need to sharpen
- [Sales Vault Trial](https://salesvault.pro/sales-vault-trial/) - Welcome to Your Sales Vault Trial Experience The Sales Vault — the print industry’s top on-demand training platform. This is your opportunity to enjoy full access to workshops, courses, AI tools, and sales resources designed to help print and signage business owners grow. Get Started! We’ve handpicked a few specific resources to give you a
- [SpeedPro Tools](https://salesvault.pro/speedpro-tools/) - Use AI prompts, scripts, and templates built for print/sign shops. Write better outreach, research faster, and save hours each week.
- [SpeedPro Courses & Learning Tracks](https://salesvault.pro/speedpro-courses-learning-tracks/) - Short, practical courses and guided learning tracks for SpeedPro owners and sales teams. Start with Effective Sales Presentations or the 90-Day New-to-Sales Program.
- [Choose Your Membership](https://salesvault.pro/choose-your-membership/) - Join The Sales Vault for weekly live workshops, AI guidance, and 2,000+ resources. Start with one seat for $69/month or save per seat with team plans. Check partner discounts.
- [NPSOA](https://salesvault.pro/npsoa-sales-vault/) - Howdy Partner! We're glad you're here. Welcome NPSOA! Wondering what you get as a member of The Sales Vault? A Graphics Arts Community & More... Wherever you are in your sales journey, you’ll find like-minded and motivated sales reps and selling owners in the Graphic Arts looking to up their game and learn from their
- [PlanProphet](https://salesvault.pro/planprophet/) - Howdy Partner! We're glad you're here. Welcome PLANPROPHET! Wondering what you get as a member of The Sales Vault? A Graphics Arts Community & More... Wherever you are in your sales journey, you’ll find like-minded and motivated sales reps and selling owners in the Graphic Arts looking to up their game and learn from their
- [Minuteman](https://salesvault.pro/minuteman/) - Howdy Partner! We're glad you're here. Welcome Minuteman Press! A Graphics Arts Community & More... Wondering what you get as a member of The Sales Vault? Wherever you are in your sales journey, you’ll find like-minded and motivated sales reps and selling owners in the Graphic Arts looking to up their game and learn from
- [DSCOOP](https://salesvault.pro/dscoop/) - Howdy Partner! We're glad you're here. Welcome DSCOOP! Wondering what you get as a member of The Sales Vault? A Graphics Arts Community & More... Wherever you are in your sales journey, you’ll find like-minded and motivated sales reps and selling owners in the Graphic Arts looking to up their game and learn from their
- [Signworld](https://salesvault.pro/signworld/) - Howdy Partner! We're glad you're here. Welcome Signworld! Wondering what you get as a member of The Sales Vault? A Graphics Arts Community & More... Wherever you are in your sales journey, you’ll find like-minded and motivated sales reps and selling owners in the Graphic Arts looking to up their game and learn from their
- [DirectMail2.0](https://salesvault.pro/dm2/) - Howdy Partner! We're glad you're here. Welcome Direct Mail 2.0! Wondering what you get as a member of The Sales Vault? A Graphics Arts Community & More... Wherever you are in your sales journey, you’ll find like-minded and motivated sales reps and selling owners in the Graphic Arts looking to up their game and learn
- [Alliance Franchise Brands](https://salesvault.pro/alliance/) - Howdy Partner! We're glad you're here. Welcome Alliance Franchise Brands! Wondering what you get as a member of The Sales Vault? A Graphics Arts Community & More... Wherever you are in your sales journey, you’ll find like-minded and motivated sales reps and selling owners in the Graphic Arts looking to up their game and learn
- [Fully Promoted](https://salesvault.pro/fully-promoted/) - The Sales Vault Welcome Fully Promoted! Replays of Exclusive Fully Promoted Workshops Fully Promoted Exclusive: Selling the Value, Not the Product Too many buyers see promo and print as commodities. In this replay, you’ll learn how to position yourself as a solutions provider, overcome price objections, and sell what really matters—results, trust, and creativity. Watch
- [Printing United](https://salesvault.pro/printing-united/) - The Sales Vault Welcome Printing United! When you join The Sales Vault, you become part of A Graphics Arts Community & More... Find like-minded and motivated sales reps and selling owners in the Graphic Arts seeking new ideas, skill-building, and professional growth opportunities. When you join the Sales Vault, you become part of a dynamic selling
- [Sales Blog of the Week](https://salesvault.pro/sales-blog-of-the-week/) - The Sales Challenge Blog by Bill Farquharson This Week's Blog The Value of Selling Promo July 7, 2026 I was in Florida years ago at a sales meeting for a large print company. One salesperson was talking about selling to big accounts; Big fish. She worked with a healthcare company and their annual purchase amount
- [Articles by Bill Farquharson](https://salesvault.pro/articles-by-bill-farquharson/) - Articles By Bill Farquharson Articles Sales Challenges: Cross That Line April 4, 2025 Want Sales Success? Get in Line! Read the Full Article » Sales Challenges: The Tsunami of AI December 1, 2024 Read the Full Article » To Get Ahead, Think Ahead November 14, 2024 Read the Full Article » Tennis, Sales Management, and
- [Insider Replay Archives](https://salesvault.pro/insider-replay-archives/) - Insider Replays Recorded Zoom Workshops & Key Takeaways Insider Workshop Replays Search this site Recap & Replay | Reading the Room in Sales July 6, 2026 Sales conversations are not just about what buyers say. They are also about what they reveal through questions, body language, tone, hesitation, and engagement. In this Sales Vault replay,
- [Downloadable Tools & Templates](https://salesvault.pro/downloadable-tools-templates/) - Downloads Tools & Templates Tools & Templates AI Prompts for Presentation Prep Smart AI prompts to help you use ChatGPT effectively for planning and refining your next sales presentation. Get the Download » Tips for Delivering an Effective Presentation A one-page guide to help you deliver more persuasive, confident, and client-focused sales presentations. Get the
- [Courses](https://salesvault.pro/courses/)
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- [Reset Password](https://salesvault.pro/reset-password/)
- [Registration Success](https://salesvault.pro/registration-success/) - Welcome
- [Registration](https://salesvault.pro/registration/)
- [Student Registration](https://salesvault.pro/student-registration/) - [tutor_student_registration_form]
- [Meet Bill Farquharson: Your Sales Coach, Industry Expert, and Growth Partner](https://salesvault.pro/meet-bill-farquharson-your-sales-coach-industry-expert-and-growth-partner/) - Accelerate your print and graphics sales success with Bill Farquharson’s expert coaching, proven strategies, and valuable industry insights. Discover action-oriented training, impactful tools, and guidance that help you boost profitability, strengthen client relationships, and stand out in a competitive market.
- [How it Works](https://salesvault.pro/how-it-works/) - The Sales Vault - How It works Find What You Need, Learn in Real-Time, and Grow Your Sales See how easily The Sales Vault guides you from problem to solution—with a vast resource library, live coaching, and AI-powered insights. Engage in Live Sessions Join Weekly Marketing Calls & Monthly Workshops Every Monday at 11am ET,
- [January 2025: Sell More, Work Less](https://salesvault.pro/january-2025-sell-more-work-less/) - The Sales Vault January 2025 "Sell More, Work Less" Transform Your Sales for 2025 Imagine zeroing in on your most profitable selling activities and giving them 100% of your attention. The result? More sales in less time. Throughout January in The Sales Vault, you’ll learn the exact process to: Master time management Boost your sales
- [LinkedIn Workshop Promo](https://salesvault.pro/linkedin-workshop-promo/) - A FREE Sample of What You'll Find Inside The Sales Vault Up Your Game on LinkedIn How to use LinkedIn to make prospects feel like they know you. Get immediate access to the LinkedIn Profile Workshop! Complete the form to get immediate access to awesome tips to enhance your LinkedIn Profile. LinkedIn Workshop Access Name
- [Bill Farquharson’s Weekly Sales Coaching Program](https://salesvault.pro/bill-farquharsons-weekly-sales-coaching-program/) - Elevate your print, signage, packaging, labels, or promotional item sales with Bill Farquharson’s weekly coaching program. For $1,025/month, gain personalized guidance, practical strategies, and total accountability—plus full access to The Sales Vault and monthly AI webinars.
- [Special Bonus Replay](https://salesvault.pro/uc3yb9csdpa4n6xg/) - Special Bonus Replay Thank you for participating in our January 28, 2025 Workshop: AI & Time Management.This bonus replay of the the January 22 Sales Vault Workshop on Time Management is a primer on Bill Farquharson’s five-step approach to time management that will help put the AI tools discussed on January 28th into context. Watch
- [Contact](https://salesvault.pro/contact/) - Contact Bill bill@salesvault.pro 1 781 934 7036 Get on my calendar Connect Visit BillFarquharson.com Have questions or ideas for new content? Contact Us Name * First Last * Last Email * Subject * Message * Captcha Submit If you are human, leave this field blank.
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- [A Practical Guide to Posting on LinkedIn: Short Attention Span Webinar](https://salesvault.pro/a-practical-guide-to-posting-on-linkedin-short-attention-span-webinar/) - SAS Webinar Replay November 2022 A Practical Guide to Posting on LinkedIn: Short Attention Span Webinar November SAS REPLAY Posting on LinkedIn If you missed the November 2022 workshop with Bill and Kelly. If marketing is the new sales, we all must do a better job of creating a game plan for platforms like Linkedin.
- [Forgot Password](https://salesvault.pro/forgot-password/) - The Sales Vault Reset Your Password Please enter your username or email address. You will receive a link to create a new password via email. Username or Email Address *
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- [Privacy Policy](https://salesvault.pro/privacy-policy/) - Privacy Policy Last Updated: December 11, 2024 Welcome to The Sales Vault (“Company,” “we,” “our,” or “us”). We are committed to respecting and protecting your privacy. This Privacy Policy explains how we collect, use, store, share, and protect your personal information when you use our website https://salesvault.pro (the “Site”), any of our services, including our
- [Book Store](https://salesvault.pro/book-store/) - Discover Bill Farquharson's best-selling sales books for Print, Signage, Packaging, and Promotional Item sales professionals. Shop 'The 25 Best Sales Tips Ever' and 'Who's Making Money at Digital Inkjet Printing and How?' for proven strategies to grow your business.
- [Bill's Recommended Reads](https://salesvault.pro/bills-recommended-reads/) - Recommended Reads to enhance learning Book Recommendations “These books are like old friends. Equal parts professional and personal improvement resources, I return to these selections time and again. I like to think I am a reader. In truth, I don’t qualify. It’s not that I can’t read. I can. It’s just that I don’t put
- [Whitepapers & eBooks](https://salesvault.pro/whitepapers-and-ebooks/) - Downloads By Bill Farquharson Whitepapers Digital Printing Sales Action Plan May 4, 2023 In the following pages we will prepare you with the tools you need to successfully implement your digital print sales action plan. Consider this your do-it-yourself digital printing sales kit. Watch the Replay » Selling to Verticals May 4, 2023 Learn how
- [Learn by Sales Challenge](https://salesvault.pro/sales-challenges-solved/) - Learn by Sales Challenge Deep dive Sales Challenges Solved Each sales challenge listed below is covered inside The Sales Vault. Recorded workshops and courses, articles, blogs, and sales tips provide ideas and solutions. Click on the sales challenge you are facing and follow the path laid out for you. “How do I stay in touch
- [Member Login](https://salesvault.pro/member-login/) - The Sales Vault Member Login User Name Password Remember me? Forgot your password?
- [Calendar](https://salesvault.pro/calendar/) - Live Zoom Workshops Webinars View Upcoming Live Workshops Sales Vault Calendar of Events 35 events found. Events Views Navigation Event Views Navigation Month List Month Day Photo Week This Month 7/10/2026 July 2026 Select date. Calendar of Events M Monday T Tuesday W Wednesday T Thursday F Friday S Saturday S Sunday 1 event 29
- [Weekly Sales Tips](https://salesvault.pro/weekly-sales-tips/) - This Week's Tip Short Attention Span Sales Tip Archives by Bill Farquharson Short Attention Span Sales Tips New Sales Tips by Bill Farquharson released every Monday. Search by topic below or read this week’s tip now. Selling Promotional Products July 6, 2026 It’s a simple idea: Sell more to existing accounts. In this week’s Short
- [The Sales Challenge Blog Archive](https://salesvault.pro/the-sales-challenge-blog/) - This Week's Blog The Sales Challenge Blog Archives by Bill Farquharson The Sales Challenge Blog New blog articles by Bill Farquharson released every Tuesday. Search by topic below or read this week’s blog now. The Value of Selling Promo July 7, 2026 Impossible to land a multi million dollar account because you dropped off some
- [Upcoming Sales & Marketing Workshops](https://salesvault.pro/upcoming-sales-talk-and-marketing-matters/) - Upcoming Sales & Marketing Workshops View Full Calendar There are no upcoming events at this time Join the Sales Vault Join with your sales team and save! How It Works Insider Workshop Replays The Value of Selling Promo View Replay » Recap & Replay | Reading the Room in Sales View Replay » Selling Promotional
- [Webinars](https://salesvault.pro/webinars/) - Insider Exclusive Webinars Bill Farquharson Become a Vault Insider for full access to this content Become an Insider to view this content. Already an Insider member? Please login for immediate access. Username or Email Address Password Remember Me Log In Lost your password? | Upgrade
- [How to Use LinkedIn to Make Prospects Feel Like They've Met You​](https://salesvault.pro/how-to-use-linkedin-to-make-prospects-feel-like-theyve-met-you/) - February Short Attention Span Webinar How to Use LinkedIn to Make Prospects Feel Like They've Met You February REPLAY How to Use LinkedIn to Make Prospects Feel Like They've Met You​ If you missed the February 10th, 2022 workshop with Bill, Kelly, and special guest Madeline Farquharson on using LinkedIn to connect with top prospects
- [Shop](https://salesvault.pro/shop/)

## Views

- [Grid View User Directory](https://salesvault.pro/frm_display/dir-two-col-grid/) - [{"box":0,"content":"\n\n[if dir-avatar][\/if dir-avatar][if dir-avatar equals='']\n[\/if dir-avatar]\n\n\n[dir-first] [dir-last]\n[dir-title] [if dir-company]at [dir-company][\/if dir-company] [if dir-address] [dir-address show=country][\/if dir-address]\nView Profile\n\n","style":{"borderColor":"#bfc3c8","borderRadius":"4px","padding":"25px","borderStyle":"solid"}},{"box":1,"content":"[if dir-avatar][\/if dir-avatar]\n\n[if 635 equals=\"yes\"][\/if 635] [if 647 equals=\"yes\"][\/if 647]"},{"box":2,"content":"[dir-first] [dir-last]\n[dir-title] [if dir-company]at [dir-company][\/if dir-company] \n\n[if 639]\n[639], [640][\/if 639]\n\n[if dir-linkedin]\n Connect on LinkedIn[\/if dir-linkedin]\n\nView Profile"}]
- [Edit User Profile](https://salesvault.pro/frm_display/edit-user-profile/) - [{"box":0,"content":""},{"box":1,"content":"[editlink label=\"Edit\" prefix=\"frm_container_\"] "}]
- [Sales Vault User Directory](https://salesvault.pro/frm_display/dir-two-col/) - [if dir-avatar][/if dir-avatar][if dir-avatar equals=''] [/if dir-avatar] [dir-first] [dir-last] [if dir-title][dir-title][/if dir-title] [if dir-company][dir-company][/if dir-company] [b2yrt], [ctrjp] [if dir-linkedin] Connect on LinkedIn [/if dir-linkedin] View Profile
- [Sales Vault Directory Listing](https://salesvault.pro/frm_display/dir-table-listing/) - [if dir-avatar][/if dir-avatar][if dir-avatar equals=''][/if dir-avatar] [dir-first] [dir-last] [dir-title] [if dir-company]at [dir-company][/if dir-company] [447], [446] [if 628] [src="https://salesvault.pro/wp-content/uploads/2023/08/influencer.png" show_image="1"] [/if 628] View Profile
- [Daily Call Report for Current User FULL HISTORY](https://salesvault.pro/frm_display/daily-call-report-for-current-user-full-history/) - [178] [190] [181] [182] [185]

## Event Page Template

- [Single Page Template](https://salesvault.pro/?epta=single-page-template)

## Products

- [Sales Vault Insider Monthly Membership](https://salesvault.pro/product/sales-vault-insider-monthly-membership/) - Take advantage of the Sales Vault community of print, signage, packaging, labels, and promotional sales reps and selling owners. Membership renews monthly, cancel at any time.
- [Monthly Sales Vault Membership PARTNERS](https://salesvault.pro/product/monthly-sales-vault-membership-partners/) - Partners are entitled to a special discounted rate for Sales Vault Membership. Visit SalesVault.pro/Partners to find out if your association is a participant in this program. As a Sales Vault member you'll learn what makes the best of the best successful: Explore the challenges others are facing in the industry; seek and share solutions Adopt
- [Weekly Coaching](https://salesvault.pro/product/weekly-coaching-payment/) - Bill works with sales reps, sales managers, and selling owners of all ages, skills, and experience levels. Weekly coaching features a 45-minute phone or Zoom call along with supplemental online training, sales activity goal setting and accountability to ensure those goals are met. In addition to one-on-one interaction with Bill, weekly coaching includes an Insider Membership in The Sales Vault for additional tools, resources, live workshops, and peer discussions.
- [Team Membership Upgrade](https://salesvault.pro/product/annual-team-membership-upgrade/) - Add a seat to your existing Annual Sales Vault membership subscription.
- [PMA Insider](https://salesvault.pro/product/pma-insider/) - The Sales Vault is both a resource and a community platform featuring an active calendar of live workshops, on-demand sales courses, live peer-to-peer discussion, and 40 years of Bill’s content all searchable by sales challenge. As a Print Media Association of St. Louis Missouri member, enjoy this special offer at a discounted monthly rate of $40/participant! Cancel at any time.
- [Annual Partner Membership Upgrade](https://salesvault.pro/product/annual-partner-membership-upgrade/) - Add a seat (or more) to your existing Annual Sales Vault membership subscription. Each seat is an additional $275 annually.
- [Digital Download: 25 Best SIGN Sales Tips Ever! ISA Special](https://salesvault.pro/product/digital-download-25-best-sign-sales-tips-ever-isa-special/) - Digital Version | Downlodable PDF $10.00 Process your order and download directly from the on-page receipt. You'll also create an account during the checkout process to give you download access from the My Account page. When you purchase this book you'll get 25 instantly-applicable sales tips for sales people and selling owners in the sign industry who want to learn how to sell profitably.
- [Digital Download: 25 Best SIGN Sales Tips Ever!](https://salesvault.pro/product/digital-download-25-best-sign-sales-tips-ever/) - Digital Version | Downlodable PDF $14.95 Process your order and download directly from the on-page receipt. You'll also create an account during the checkout process to give you download access from the My Account page. When you purchase this book you'll get 25 instantly-applicable sales tips for sales people and selling owners in the sign industry who want to learn how to sell profitably.
- [Digital Download: 25 Best PRINT Sales Tips Ever!](https://salesvault.pro/product/digital-download-25-best-print-sales-tips-ever/) - Digital Version | Downloadable PDF $14.95 Process your order and download the book directly from the on-page receipt. You'll also create an account during the checkout process for future access. View/Purchase SIGN version
- [Digital Download: Who's Making Money at Digital Inkjet...and How?](https://salesvault.pro/product/digital-download-whos-making-money-at-digital-inkjet-and-how/) - Digital Version | Downlodable PDF $14.95 Process your order and download directly from the on-page receipt. You'll also create an account during the checkout process to give you download access from the My Account page.
- [The 25 Best PRINT Sales Tips Ever!](https://salesvault.pro/product/the-25-best-print-sales-tips-ever-paperback-edition/) - Price: $19.95 Free Shipping | Paperback Edition A book for salespeople and selling owners in the Print industry – part of the 25 Best Sales Tips Ever series by sales trainer and author, Bill Farquharson.
- [Who's Making Money at Digital Inkjet Printing and How?](https://salesvault.pro/product/whos-making-money-at-digital-inkjet-printing-and-how-book/) - By Bill Farquharson & Kelly Mallozzi Price: $19.95 Free Shipping | Paperback Edition Who's Making Money at Digital/Inkjet Printing...and How? is written by the been-there, sold-that team of Bill Farquharson and Kelly Mallozzi. It will show you the path to profitability by revealing lessons learned by the best of the best in digital/inkjet printing.
- [The 25 Best SIGN Sales Tips Ever!](https://salesvault.pro/product/the-25-best-sign-sales-tips-ever-book/) - By Bill Farquharson Price: $19.95 Free Shipping | Paperback Edition 25 Instantly-applicable sales tips for sales people and selling owners in the sign industry who want to learn how to sell profitably.

## Courses

- [Lead Generation for New Sales Reps: Build Your Funnel, Build Your Future](https://salesvault.pro/courses/lead-generation-for-new-sales-reps/) - Lead Generation for New Sales Reps: Build Your Funnel, Build Your Future Your first step to filling the pipeline with confidence, consistency, and skill. Course Overview If you’re new to sales, you’ve probably already discovered that the hardest part isn’t selling—it’s finding the right people to sell to. That’s where this course comes in.In Lead
- [The Prospecting Playbook](https://salesvault.pro/courses/the-prospecting-playbook/) - The Prospecting Playbook Fill Your Pipeline. Fuel Your Success. Prospecting doesn’t have to be painful. In this 6-part course, Bill Farquharson gives you a step-by-step playbook for finding the right leads, building a repeatable process, and keeping your sales pipeline full. Learn how to identify opportunities, organize your outreach, and develop a system that drives
- [Making Contact with Decision Makers](https://salesvault.pro/courses/making-contact-with-decision-makers/) - Making Contact with Decision Makers The Proven Path to Getting in Front of the People Who Matter. This course is about mastering one of the hardest parts of selling: gaining access to the person with the power to say “yes.” You’ll learn why diligence beats talent, how to craft powerful conversations, and how to reset
- [Lead Generation for Legacy Sales Reps: Sharpening Your Edge](https://salesvault.pro/courses/lead-generation-for-legacy-sales-reps-sharpening-your-edge/) - Lead Generation for Legacy Sales Reps: Sharpening Your Edge Advanced strategies for seasoned sales reps ready to refine, target, and maximize results. Start the Course About This Course As a seasoned rep, you already know how to prospect. You’ve got accounts, history, and experience. But here’s the truth: the market has shifted. Legacy accounts are
- [Time Management for Salespeople in the Graphic Arts: Do More, Stress Less, Sell Smarter](https://salesvault.pro/courses/time-management/) - Time Management Do More, Stress Less, Sell Smarter Build consistency, stay motivated, and outwork your competition with Bill Farquharson’s 6-part video course on the sales skill that beats talent every time. Perfect for print, promo, packaging, labels, and signage professionals who want lasting success. This course is for Sales Vault Members, please login for full
- [Diligence](https://salesvault.pro/courses/diligence/) - Diligence The Sales Skill That Outperforms Talent Build consistency, stay motivated, and outwork your competition with Bill Farquharson’s 6-part video course on the sales skill that beats talent every time. Perfect for print, promo, packaging, labels, and signage professionals who want lasting success. This course is for Sales Vault Members, please login for full access.
- [Pre-Call Research](https://salesvault.pro/courses/pre-call-research/) - Pre-Call Research Find the “What” Before the “Who.” Pre-call research isn’t about price — it’s about problems. This course teaches you how to uncover what matters most to your prospects and who you should talk to about it. With Bill Farquharson’s step-by-step guidance, you’ll learn to move past transactional sales calls and into meaningful discussions
- [Getting to YOUR Next Level](https://salesvault.pro/courses/getting-to-your-next-level/) - Getting to YOUR Next Level Stop coasting. Build a plan to grow your sales on purpose. Start the Course About This Course Every salesperson in the graphic arts has a “next level.” If you’re new, it might be landing your first steady stream of orders. If you’re experienced, it might be shedding low-value accounts, landing
- [Taming the Nuisance Customer](https://salesvault.pro/courses/taming-the-nuisance-customer/) - Taming the Nuisance Customer Turn time-sucking, energy-draining customers into better clients—or show them the door. Start the Course About This Course Every sales rep and every owner has “that customer.” The bully. The price checker. The slow payer. The all-quote-no-buy. The one who hijacks your day, wrecks your mindset, and contributes very little to your
- [A Sustainable Productivity Plan for New Sales Reps](https://salesvault.pro/courses/a-sustainable-productivity-plan-for-new-sales-reps/) - Discover how to create consistent, high-performing sales days with Bill Farquharson’s Sustainable Productivity Plan for New Sales Reps. Learn to plan, execute, and evaluate your time for lasting sales success.
- [Landing the Big Fish](https://salesvault.pro/courses/landing-the-big-fish/) - Landing the Big Fish: The Big-Game Playbook for Print, Signage & Promo Target 7. Pursue 5. Land 1. Repeat. (Yes, it’s supposed to feel a little intimidating.) Big accounts don’t get “won.” They get pursued, mapped, and earned—over time, with patience, creativity, and a strategy that goes way beyond “just checking in.” This course gives
- [Sustainable Productivity](https://salesvault.pro/courses/sustainable-productivity/) - Sustainable Productivity: Make Great Sales Days the Rule Turn scattered selling into a repeatable, high-output rhythm. Start the Course About This Course Every once in a while, you have that sales day—the one where everything clicks, the work flows, and you clock out thinking, “That was awesome.” The problem? Those days feel rare and random.
- [Selling to Colleges: Win the Big Fish Without Becoming Bait](https://salesvault.pro/courses/selling-to-colleges-win-the-big-fish-without-becoming-bait/) - Selling to Colleges: Win the Big Fish Without Becoming Bait Find the buyers, follow the money, and sell solutions (not just bids) across admissions, student life, and alumni. Colleges and universities are a massive, price-sensitive market with scattered buying circles—which means real opportunity… and real complexity. In this 6-lesson course, Bill breaks down what colleges
- [Selling to Banks: Cracking the Code of Financial Institution Sales](https://salesvault.pro/courses/selling-to-banks-cracking-the-code-of-financial-institution-sales/) - Selling to Banks: Cracking the Code of Financial Institution Sales Stop selling “stuff.” Start selling what makes them money: borrowers, depositors, loyalty, and trust. Banks and credit unions buy plenty of print, signage, and promo—but profitable work comes from understanding how they make money, what’s changing in the industry, and what priorities your target institution
- [Selling to Hospitals: Big Fish Sales in a High-Rules Environment](https://salesvault.pro/courses/selling-to-hospitals-big-fish-sales-in-a-high-rules-environment/) - Selling to Hospitals: Big Fish Sales in a High-Rules Environment Committees, compliance, long cycles—and huge opportunity if you sell outcomes. Hospitals buy a ton of print, signage, and promo—yet they can be notoriously hard to break into because decisions run through committees, compliance, vendor approval, and long budget cycles. This course teaches you how to
- [Marketing is the New Sales](https://salesvault.pro/courses/marketing-is-the-new-sales/) - Marketing is the New Sales Where Smart Marketing Meets Consistent Sales Growth There was a time when marketing was optional. Sales reps relied on cold calls, networking, and word-of-mouth. But in today’s digital world, your prospects are already doing research before you ever pick up the phone. If they don’t like what they find —
- [New to Sales in the Graphic Arts?](https://salesvault.pro/courses/new-to-sales-in-the-graphic-arts/) - New to Sales in the Graphic Arts? Start Smart. Sell Smarter. Build confidence, avoid costly mistakes, and hit the ground running with Bill Farquharson’s 8-part video course for sales newcomers in print, promo, packaging, labels, and signage. This course is for Sales Vault Members, please login for full access. Estimated Time to Complete: Approximately~45 minutes
- [Objection Mastery: Turning Resistance into Revenue](https://salesvault.pro/courses/objection-mastery-turning-resistance-into-revenue/) - Learn how to turn “no” into “not yet.” Bill Farquharson teaches how to overcome price and vendor objections with confidence and skill.
- [Effective Sales Presentations](https://salesvault.pro/courses/effective-sales-presentations/) - Learn how to prepare, deliver, and follow up on successful sales presentations with Bill Farquharson. Master structure, communication, and confidence for every meeting.

## Lessons

- [The Week Ahead – Turning a Blurry Polaroid into a Plan](https://salesvault.pro/courses/sustainable-productivity/lessons/the-week-ahead-turning-a-blurry-polaroid-into-a-plan/) - Sustainable Productivity Module 3 6:21 ~12 minutes The Week Ahead – Turning a Blurry Polaroid into a Plan Your next week always starts out fuzzy—like a fresh Polaroid that hasn’t developed yet. In this lesson, Bill shows you how to bring that picture into focus. You’ll pull out your calendar, identify your “knowns” (appointments, meetings,
- [Colleges Are a Business (So Sell Like It)](https://salesvault.pro/courses/selling-to-colleges-win-the-big-fish-without-becoming-bait/lessons/colleges-are-a-business-so-sell-like-it/) - Selling to Colleges Module 1 Play Video ~10 minutes Colleges Are a Business (So Sell Like It) Bill reframes colleges as a business dealing with shifting perceptions, economic pressure, and a changing job market—creating both challenge and opportunity. He also lays out two tracks: the “bid/commodity” route vs. the higher-value route where you understand trends
- [Student Engagement: Orientation, Spirit, and the Retention “Churn” Problem](https://salesvault.pro/courses/selling-to-colleges-win-the-big-fish-without-becoming-bait/lessons/student-engagement-orientation-spirit-and-the-retention-churn-problem/) - Selling to Colleges Module 3 Play Video ~10 minutes Student Engagement: Orientation, Spirit, and the Retention “Churn” Problem Bill explains the on-campus opportunity: orientation signage, spirit-building promo/apparel, club communications—and a “hidden gem” most sellers miss: student churn. When 25–30% don’t return, the financial impact is brutal, and schools will spend to fix it. What You'll
- [Admissions: The Campus Sales Department](https://salesvault.pro/courses/selling-to-colleges-win-the-big-fish-without-becoming-bait/lessons/admissions-the-campus-sales-department/) - Selling to Colleges Module 2 Play Video ~10 minutes Admissions: The Campus Sales Department Admissions is the college’s sales team: their job is to recruit applicants and then convert accepted students into enrolled students. Bill walks through what they buy across print, promo, and signage—especially for fairs, visits, and open houses—and who to contact. What
- [Trends & Theory: Stop Guessing and Start Sounding Smart](https://salesvault.pro/courses/selling-to-colleges-win-the-big-fish-without-becoming-bait/lessons/trends-theory-stop-guessing-and-start-sounding-smart/) - Selling to Colleges Module 5 Play Video ~10 minutes Trends & Theory: Stop Guessing and Start Sounding Smart This lesson is Bill’s research playbook: how to use Google and AI to understand what’s changing in higher ed right now, and how to turn that insight into credibility on a sales call. He also discusses enrollment
- [Alumni: Events, Fundraising, and Recognition Budgets](https://salesvault.pro/courses/selling-to-colleges-win-the-big-fish-without-becoming-bait/lessons/alumni-events-fundraising-and-recognition-budgets/) - Selling to Colleges Module 4 Play Video ~10 minutes Alumni: Events, Fundraising, and Recognition Budgets Alumni departments manage relationships to strengthen the school’s brand, build networks, and drive donations. Bill outlines three major buying lanes: events, fundraising, and recognition—all powered by print, promo, and signage. What You'll Learn in this Lesson The event ecosystem: reunions,
- [Do the Due Diligence: Mystery-Shop Your Prospects](https://salesvault.pro/courses/selling-to-colleges-win-the-big-fish-without-becoming-bait/lessons/do-the-due-diligence-mystery-shop-your-prospects/) - Selling to Colleges Module 6 Play Video ~10 minutes Do the Due Diligence: Mystery-Shop Your Prospects Bill recommends you go through the prospect experience as if you were a student: apply, request info, track personalization, and measure response time. He highlights how campus tours often indicate higher-value prospects—meaning schools should concentrate spend there. What You'll
- [Why Banks Don’t Pay for Print… They Pay for Outcomes](https://salesvault.pro/courses/selling-to-banks-cracking-the-code-of-financial-institution-sales/lessons/why-banks-dont-pay-for-print-they-pay-for-outcomes/) - Selling to Banks Module 1 Play Video ~10 minutes Why Banks Don’t Pay for Print… They Pay for Outcomes Bill sets the premise: knowing what banks buy gets you commoditized; knowing the trends and “why” gets you access to decision makers and margin. What You'll Learn in this Lesson The difference between “a sale” and
- [How Banks Make Money (So Your Pitch Can, Too)](https://salesvault.pro/courses/selling-to-banks-cracking-the-code-of-financial-institution-sales/lessons/how-banks-make-money-so-your-pitch-can-too/) - Selling to Banks Module 2 Play Video ~10 minutes How Banks Make Money (So Your Pitch Can, Too) Interest income and net interest margin are the core engine; add asset management and fees, and you’ve got a business that sells money—and markets aggressively to do it. What You'll Learn in this Lesson Net interest margin
- [Research Part 1: Trend Hunting with Google](https://salesvault.pro/courses/selling-to-banks-cracking-the-code-of-financial-institution-sales/lessons/research-part-1-trend-hunting-with-google/) - Selling to Banks Module 3 Play Video ~10 minutes Research Part 1: Trend Hunting with Google Bill’s two favorite searches (“trends” and “marketing mistakes”) generate pitch angles and credibility fast—if you read like a strategist, not a skimmer. What You'll Learn in this Lesson The two searches that consistently produce sales anglesTurning “competition for Gen
- [Research Part 2: AI + Associations + Insider Intel](https://salesvault.pro/courses/selling-to-banks-cracking-the-code-of-financial-institution-sales/lessons/research-part-2-ai-associations-insider-intel/) - Selling to Banks Module 4 Play Video ~10 minutes Research Part 2: AI + Associations + Insider Intel Google gives breadth; AI gives depth; associations and publications add credibility. Bill outlines where to look and how to turn it into practical sales direction. What You'll Learn in this Lesson How to prompt AI for deeper
- [The Purpose of My Call + Final Thoughts: Credit Unions, C-Suite, and the Revenue Lens](https://salesvault.pro/courses/selling-to-banks-cracking-the-code-of-financial-institution-sales/lessons/the-purpose-of-my-call-final-thoughts-credit-unions-c-suite-and-the-revenue-lens/) - Selling to Banks Module 5 Play Video ~10 minutes The Purpose of My Call + Final Thoughts: Credit Unions, C-Suite, and the Revenue Lens This final module ties everything together: you turn research into a crisp “The purpose of my call is…” value statement, pressure-test it against what the bank is actually doing right now,
- [Hospitals Are Big Fish (And Not the Easy Kind)](https://salesvault.pro/courses/selling-to-hospitals-big-fish-sales-in-a-high-rules-environment/lessons/hospitals-are-big-fish-and-not-the-easy-kind/) - Selling to Hospitals Module 1 Play Video ~10 minutes Hospitals Are Big Fish (And Not the Easy Kind) Bill frames hospitals as a high-volume vertical and reminds members to use the Big Fish course for process, while this course focuses on strategy: “what → who → solution.” What You'll Learn in this Lesson The Big
- [Research First: Trends + Local Hospital Intel](https://salesvault.pro/courses/selling-to-hospitals-big-fish-sales-in-a-high-rules-environment/lessons/research-first-trends-local-hospital-intel/) - Selling to Hospitals Module 2 Play Video ~10 minutes Research First: Trends + Local Hospital Intel Bill recommends Google and AI research to understand healthcare direction (workforce shortages, financial pressure, patient experience), then doing a local deep dive via the hospital’s website and campaigns. What You'll Learn in this Lesson How to use AI to
- [What Makes Selling to Hospitals Different](https://salesvault.pro/courses/selling-to-hospitals-big-fish-sales-in-a-high-rules-environment/lessons/what-makes-selling-to-hospitals-different/) - Selling to Hospitals Module 3 Play Video ~10 minutes What Makes Selling to Hospitals Different Bill lays out the realities: committees, long cycles, vendor approval, GPOs, compliance, and department-specific budgets. What You'll Learn in this Lesson Why “one champion” isn’t enough (committees rule)How GPOs can block or slow your pathWhy risk/compliance must be addressed in
- [General Sales Opportunities: New Patients + Service Promotion](https://salesvault.pro/courses/selling-to-hospitals-big-fish-sales-in-a-high-rules-environment/lessons/general-sales-opportunities-new-patients-service-promotion/) - Selling to Hospitals Module 4 Play Video ~10 minutes General Sales Opportunities: New Patients + Service Promotion Hospitals market services, run community education campaigns, host events, sponsor activities, and rotate priorities—creating recurring print/signage/promo demand. What You'll Learn in this Lesson Where to find “what’s being pushed” right nowWhy Marketing and Community Outreach are key doorsHow
- [Additional Services: Patient Experience + Fundraising](https://salesvault.pro/courses/selling-to-hospitals-big-fish-sales-in-a-high-rules-environment/lessons/additional-services-patient-experience-fundraising/) - Selling to Hospitals Module 5 Play Video ~10 minutes Additional Services: Patient Experience + Fundraising Wayfinding and information are central to patient experience, and fundraising teams run campaigns and galas with major sponsor visibility—both create high-value opportunities. What You'll Learn in this Lesson How patient experience teams buy signage and communication toolsHow to “walk the
- [Final Thoughts: Trust Beats Price (Be Patient.)](https://salesvault.pro/courses/selling-to-hospitals-big-fish-sales-in-a-high-rules-environment/lessons/final-thoughts-trust-beats-price-be-patient/) - Selling to Hospitals Module 6 Play Video ~10 minutes Final Thoughts: Trust Beats Price (Be Patient.) Bill reinforces: research constantly, speak outcomes and compliance, use referrals and past performance, and expect a long cycle. What You'll Learn in this Lesson Why relationships and trust can outrank priceHow to leverage one hospital to open anotherWhere to
- [Mindset of a Big-Game Hunter](https://salesvault.pro/courses/landing-the-big-fish/lessons/mindset-of-a-big-game-hunter/) - Landing the Big Fish Module 1 Play Video ~10 minutes Mindset of a Big-Game Hunter Big Fish selling starts with mindset: define what “big” means for you, accept that landing one changes your business, and commit to consistently pursuing a short list of targets (not dabbling when you feel brave). What You'll Learn in this
- [Obstacles: Fear, Time, and ‘What the Hell Are We Doing Here?’](https://salesvault.pro/courses/landing-the-big-fish/lessons/obstacles-fear-time-and-what-the-hell-are-we-doing-here/) - Landing the Big Fish Module 2 Play Video ~10 minutes Obstacles: Fear, Time, and ‘What the Hell Are We Doing Here?’ Bill tackles the internal obstacles: intimidation, imposter syndrome, and the reality that Big Fish sales cycles don’t care about your commission goals this month. What You'll Learn in this Lesson Why fear shows up
- [Getting Started: Pick Targets and Become Fluent in Their World](https://salesvault.pro/courses/landing-the-big-fish/lessons/getting-started-pick-targets-and-become-fluent-in-their-world/) - Landing the Big Fish Module 3 Play Video ~10 minutes Getting Started: Pick Targets and Become Fluent in Their World Bill shows how to choose targets you can credibly speak to, then build authority by learning their industry language, trends, and buying layers. What You'll Learn in this Lesson How your background can guide smarter
- [Find the What, Then the Who](https://salesvault.pro/courses/landing-the-big-fish/lessons/find-the-what-then-the-who/) - Landing the Big Fish Module 4 Play Video ~10 minutes Find the What, Then the Who This is the strategy engine: identify business needs (“the what”), then locate who cares (“the who”), then craft a value-first pitch. What You'll Learn in this Lesson The “What → Who → Pitch” sequenceWhy multi-prong strategies are allowed (and
- [Making Contact: Side Doors, LinkedIn, and Value Touchpoints](https://salesvault.pro/courses/landing-the-big-fish/lessons/making-contact-side-doors-linkedin-and-value-touchpoints/) - Landing the Big Fish Module 5 Play Video ~10 minutes Making Contact: Side Doors, LinkedIn, and Value Touchpoints Bill shares contact tactics beyond “call/email/hope”: blogs, press releases, LinkedIn notes, philanthropic involvement, and value-based follow-ups that keep you top of mind. What You'll Learn in this Lesson Why aiming high can work in your favorHow to
- [The Long Game: 10 Challenges and How to Win Anyway](https://salesvault.pro/courses/landing-the-big-fish/lessons/the-long-game-10-challenges-and-how-to-win-anyway/) - Landing the Big Fish Module 6 Play Video ~10 minutes The Long Game: 10 Challenges and How to Win Anyway Bill summarizes the real-world friction: gatekeepers, long cycles, procurement pressure, weak differentiation, inconsistent process, and the need to use tools like LinkedIn and AI. What You'll Learn in this Lesson The top roadblocks and the
- [The Anatomy of a Productive Sales Day](https://salesvault.pro/courses/sustainable-productivity/lessons/the-anatomy-of-a-productive-sales-day/) - Sustainable Productivity Module 1 4:09 ~10 minutes The Anatomy of a Productive Sales Day Every once in a while you have a wildly productive selling day. You get the important stuff done, you make good choices, and you finish the day with real momentum. In this lesson, Bill reverse-engineers that kind of day. You’ll look
- [Little Rocks – Systematizing Your Weekly Sales Habits](https://salesvault.pro/courses/sustainable-productivity/lessons/little-rocks-systematizing-your-weekly-sales-habits/) - Sustainable Productivity Module 4 2:59 ~10 minutes Little Rocks – Systematizing Your Weekly Sales Habits Big rocks give you structure; little rocks fill in the gaps with intentional, recurring activity. In this lesson, Bill walks through the “sales have-to’s” that should show up in your week: new business development, account maintenance, self-marketing, skills development, and
- [The Day Ahead – Plan Today, Win Tomorrow](https://salesvault.pro/courses/sustainable-productivity/lessons/the-day-ahead-plan-today-win-tomorrow/) - Sustainable Productivity Module 5 3:47 ~10 minutes The Day Ahead – Plan Today, Win Tomorrow This is where it all comes together. A sustainably productive sales life isn’t built in heroic bursts; it’s built one planned day at a time. In this final lesson, Bill shows you how to “clock in” each morning with a
- [Growth: Designing Your Next-Level Sales Engine](https://salesvault.pro/courses/getting-to-your-next-level/lessons/growth-designing-your-next-level-sales-engine/) - Getting to Your Next Level Module 4 4:39 ~10 minutes Next Level Growth Campaign Tracker Growth: Designing Your Next-Level Sales Engine Now we zoom out and look at where your additional sales will actually come from. Bill breaks growth into clear “lanes”: existing customers, lost customers, referrals, new-from-new, and Big Fish. You’ll learn how to
- [Sales Silos – Protecting the Best Use of Your Time](https://salesvault.pro/courses/sustainable-productivity/lessons/sales-silos-protecting-the-best-use-of-your-time/) - Sustainable Productivity Module 2 3:51 ~10 minutes Sales Silos – Protecting the Best Use of Your Time You can be highly efficient and still be unproductive if you’re busy with the wrong work. In this lesson, Bill introduces sales silos—the handful of sales activities that truly count as the best use of your time. You’ll
- [Final Thoughts – Systems, Labels, and Long-Term Sanity](https://salesvault.pro/courses/taming-the-nuisance-customer/lessons/final-thoughts-systems-labels-and-long-term-sanity/) - Taming The Nuisance Customer Module 6 2:45 ~10 minutes Internal Nuisance Code Communication Guide Final Thoughts – Systems, Labels, and Long-Term Sanity In this wrap-up, Bill brings everything together. Most nuisance customers will remain customers—you’ll just handle them better. Some will be gone. But either way, you’ll need systems: better self-awareness, internal language for red-flag
- [Nuisance Customer Strategies – Handling the Types](https://salesvault.pro/courses/taming-the-nuisance-customer/lessons/nuisance-customer-strategies-handling-the-types/) - Taming The Nuisance Customer Module 4 5:48 ~10 minutes Nuisance Customer Strategies – Handling the Types This is the “toolbox” lesson. Bill walks through several of the most common nuisance types—the bully, the feet-dragger, the indecisive client, the price checker, the slow payer, the all-quote-no-buy, the three-bid shopper, and the “expert” who isn’t. For each,
- [Behind the Behavior – Personality Types and Nuisance Customers](https://salesvault.pro/courses/taming-the-nuisance-customer/lessons/behind-the-behavior-personality-types-and-nuisance-customers/) - Taming The Nuisance Customer Module 2 4:54 ~10 minutes Customer Fit & Red Flag Checklist Behind the Behavior – Personality Types and Nuisance Customers In this lesson, Bill shifts the focus from what customers do to why they might be doing it. Using the DiSC model (Dominance, Influence, Steadiness, Conscientiousness), you’ll learn how personality and
- [What Is a Nuisance Customer (and What Do They Really Cost You)?](https://salesvault.pro/courses/taming-the-nuisance-customer/lessons/what-is-a-nuisance-customer-and-what-do-they-really-cost-you/) - Taming The Nuisance Customer Module 1 4:09 ~10 minutes What Is a Nuisance Customer (and What Do They Really Cost You)? In this opening lesson, Bill defines what a “nuisance customer” actually is—and why they’re more dangerous than they look. It’s not just about being annoying. These customers consume time, energy, staff goodwill, and mental
- [AI for Smarter Legacy Prospecting](https://salesvault.pro/courses/lead-generation-for-legacy-sales-reps-sharpening-your-edge/lessons/ai-for-smarter-legacy-prospecting/) - AI for Smarter Legacy Prospecting Module 4 05:21 10–15 minutes Advanced AI Prompt Guide AI for Smarter Legacy Prospecting AI isn’t just for new reps — it’s a force multiplier for experienced pros. This lesson shows how to use ChatGPT and advanced lead gen tools like Rev Scale to shorten the time it takes to
- [Defining Your Ideal Customer Criteria (ICC)](https://salesvault.pro/courses/lead-generation-for-legacy-sales-reps-sharpening-your-edge/lessons/defining-your-ideal-customer-criteria-icc/) - Defining Your Ideal Customer Criteria (ICC) Module 2 05:33 10–15 minutes ICC Analysis Guide Defining Your Ideal Customer Criteria (ICC) The market has shifted — accounts consolidate, merge, or disappear. Legacy reps can’t rely on memory. This lesson helps you define (or redefine) your Ideal Customer Criteria (ICC) to focus your time on profitable, loyal,
- [The Fundamentals Never Change](https://salesvault.pro/courses/lead-generation-for-legacy-sales-reps-sharpening-your-edge/lessons/the-fundamentals-never-change/) - The Fundamentals Never Change Module 5 02:05 10–15 minutes Legacy Rep Fundamentals Tracker The Fundamentals Never Change Even with AI, advanced tools, and decades of experience — some truths stay constant. This final lesson reinforces the timeless fundamentals of paying attention, networking, and prospecting with consistency. What You'll Learn in this Lesson By the end
- [Traditional Tools, Revisited with a Legacy Lens](https://salesvault.pro/courses/lead-generation-for-legacy-sales-reps-sharpening-your-edge/lessons/traditional-tools-revisited-with-a-legacy-lens/) - Traditional Tools, Revisited with a Legacy Lens Module 3 06:03 10–15 minutes Traditional Tools Checklist Traditional Tools, Revisited with a Legacy Lens Traditional lead gen tools aren’t just for rookies — when used strategically, they can be powerful even for legacy reps. This lesson revisits libraries, networking, trade shows, associations, and volunteering, with a focus
- [Redefining Lead Generation at the Legacy Level](https://salesvault.pro/courses/lead-generation-for-legacy-sales-reps-sharpening-your-edge/lessons/redefining-lead-generation-at-the-legacy-level/) - Redefining Lead Generation at the Legacy Level Module 1 05:35 10–15 minutes Redefining Lead Generation at the Legacy Level As a legacy sales rep, you’ve been in the game long enough to know that not all prospects are created equal. This lesson sharpens your focus: it’s no longer about casting a wide net — it’s
- [Fix It – Conflict Resolution and Knowing Your Worth](https://salesvault.pro/courses/taming-the-nuisance-customer/lessons/fix-it-conflict-resolution-and-knowing-your-worth/) - Taming The Nuisance Customer Module 3 4:30 ~10 minutes Difficult Conversation Script Builder Fix It – Conflict Resolution and Knowing Your Worth Before we fire anyone, we try to fix it. This lesson is about mature conflict resolution: listening first, seeking to understand, then clearly stating what has to change. Bill also introduces a crucial
- [How to Fire a Customer](https://salesvault.pro/courses/taming-the-nuisance-customer/lessons/how-to-fire-a-customer/) - Taming The Nuisance Customer Module 5 2:08 ~10 minutes Firing a Client Planning Worksheet How to Fire a Customer This lesson addresses the nuclear option: ending a client relationship. Bill shares real-world examples of firing customers who cross the line—and what happened next. You’ll learn when to consider it, how to prepare, what to say,
- [Your End Goal & Limiting Beliefs](https://salesvault.pro/courses/getting-to-your-next-level/lessons/your-end-goal-limiting-beliefs/) - Getting to Your Next Level Module 2 5:36 ~10 minutes 6-Month Next Level Vision & Belief Planner Your End Goal & Limiting Beliefs You can’t hit a target you haven’t clearly defined. In this lesson, Bill walks you through a 6–12 month “future casting” exercise to define your next-level sales reality—specific revenue, number of accounts,
- [Back to the Basics: The Four Fundamentals](https://salesvault.pro/courses/getting-to-your-next-level/lessons/back-to-the-basics-the-four-fundamentals/) - Getting to Your Next Level Module 3 6:00 ~10 minutes Sales Fundamentals Scorecard Back to the Basics: The Four Fundamentals Getting to your next level is not about finding a magic new trick. It’s about tightening up the basics you may have let slide. In this lesson, Bill walks through the four key sales fundamentals:
- [Self Evaluation: Know Where You’re Starting](https://salesvault.pro/courses/getting-to-your-next-level/lessons/self-evaluation-know-where-youre-starting/) - Getting to Your Next Level Module 1 5:45 ~10 minutes Next-Level Self-Evaluation Worksheet Self Evaluation: Know Where You’re Starting Every sales rep has a “next level”—more income, better accounts, less chaos, or simply more fun doing the job. But you can’t build a plan to get there if you’re not brutally honest about where you’re
- [Introduction: Why “Next Level” Matters](https://salesvault.pro/lessons/introduction-why-next-level-matters/) - Getting to Your Next Level Introduction ~10 minutes Introduction: Why “Next Level” Matters Before you can grow, you need to admit something: wherever you are right now is just your current level, not your ceiling. In this opening lesson, Bill explains why “next level” is different for everyone, why sales growth is always a mix
- [The Rest of It – Execution, Adaptation & Reflection](https://salesvault.pro/courses/a-sustainable-productivity-plan-for-new-sales-reps/lessons/the-rest-of-it-execution-adaptation-reflection/) - Sustainable Productivity New Reps Module 4 3:47 ~10 minutes The Rest of It – Execution, Adaptation & Reflection Once your plan is built, your focus shifts to execution. But life (and sales) rarely go perfectly. This final module helps you balance discipline with flexibility — knowing when to stick to your plan and when to
- [Little Rocks – The Weekly Sales Habits](https://salesvault.pro/courses/a-sustainable-productivity-plan-for-new-sales-reps/lessons/little-rocks-the-weekly-sales-habits/) - Sustainable Productivity New Reps Module 3 2:59 ~10 minutes Little Rocks – The Weekly Sales Habits The “little rocks” are your recurring activities: prospecting, follow-ups, and client maintenance. They may seem small, but together they keep your sales machine running smoothly. This module shows you how to plan, track, and manage them so nothing slips
- [The Week Ahead – Seeing the Big Picture](https://salesvault.pro/courses/a-sustainable-productivity-plan-for-new-sales-reps/lessons/the-week-ahead-seeing-the-big-picture/) - Sustainable Productivity New Reps Module 2 6:21 ~12 minutes The Week Ahead – Seeing the Big Picture Your next week might look blurry now, but like a Polaroid photo, it becomes clearer with planning. In this module, you’ll learn to start with your “knowns” and build around them — turning every trip, call, and appointment
- [Introduction – Building the Foundation for Productivity](https://salesvault.pro/courses/a-sustainable-productivity-plan-for-new-sales-reps/lessons/introduction-building-the-foundation-for-productivity/) - Sustainable Productivity New Reps Module 1 3:50 ~10 minutes Introduction – Building the Foundation for Productivity Every salesperson has those rare, magic days when everything seems to go right. But productivity isn’t luck — it’s the outcome of deliberate habits. This module explores the three essential steps for building consistency: Preparation, Execution, and Self-Evaluation. What
- [Handling the Price Objection](https://salesvault.pro/courses/objection-mastery-turning-resistance-into-revenue/lessons/handling-the-price-objection/) - Objection Mastery Module 2 6:56 ~12 minutes Handling the Price Objection The price objection has been around forever — but it’s not really about money. It’s about value, trust, and preparation. Bill shares real-world examples and strategies to respond with confidence and prevent price pushback before it happens. What You'll Learn in this Lesson The
- [We Already Have a Vendor](https://salesvault.pro/courses/objection-mastery-turning-resistance-into-revenue/lessons/we-already-have-a-vendor/) - Objection Mastery Module 3 2:44 ~10 minutes We Already Have a Vendor When you hear “We already have a vendor,” it’s not the end — it’s your opening. Bill explains how to create doubt in the incumbent’s relationship and position yourself as a proactive, idea-driven alternative. What You'll Learn in this Lesson The real reason
- [Mastering the Close](https://salesvault.pro/courses/objection-mastery-turning-resistance-into-revenue/lessons/mastering-the-close/) - Objection Mastery Module 4 1:38 ~10-12 minutes Mastering the Close This final module ties it all together — listening, clarifying, responding, and closing. Bill explains how to stay calm under pressure, handle objections like a pro, and leave every conversation stronger than you started. What You'll Learn in this Lesson The four steps to mastering
- [Understanding the Root of Objections](https://salesvault.pro/courses/objection-mastery-turning-resistance-into-revenue/lessons/understanding-the-root-of-objections/) - Objection Mastery Module 1 3:10 ~10 minutes Understanding the Root of Objections Every objection has a cause — fear, confusion, lack of trust, or bad timing. In this opening module, Bill reframes objections as opportunities and shows how understanding why someone resists is the key to winning them over. What You'll Learn in this Lesson
- [The Foundation of a Successful Presentation](https://salesvault.pro/courses/effective-sales-presentations/lessons/the-foundation-of-a-successful-presentation/) - Effective Sales Presentations Module 1 6:05 ~20 minutes The Foundation of a Successful Presentation Every sales rep dreams of landing that big appointment — but few are ready for what comes next. This module lays the groundwork for effective presentations by focusing on the fundamentals: structure, preparation, and communication. Bill reveals the most common mistakes
- [Get Prepped – Three Areas of Research](https://salesvault.pro/courses/effective-sales-presentations/lessons/get-prepped-three-areas-of-research/) - Effective Sales Presentations Module 2 4:14 ~15 minutes Get Prepped – Three Areas of Research In this module, Bill explains the three essential areas to research before every presentation: the company, the industry, and the individuals. Your credibility — and often your success — depend on it. What You'll Learn in this Lesson Why research
- [Course Downloads & Next Steps](https://salesvault.pro/courses/effective-sales-presentations/lessons/course-downloads-next-steps/) - Effective Sales Presentations Module 4 Downloads Course Downloads & Next Steps Congratulations on completing the Effective Sales Presentations course!You’ve explored how to prepare, structure, and deliver a presentation that captures attention and moves prospects to action. Now it’s time to put it all into practice.Below you’ll find three downloadable tools designed to help you apply
- [The Meeting](https://salesvault.pro/courses/effective-sales-presentations/lessons/the-meeting/) - Effective Sales Presentations Module 3 4:57 ~20 minutes The Meeting Your research is done and your slides are ready. Now it’s time for game day. In this final module, Bill shows you how to guide the conversation from start to finish, build rapport, manage time, and ensure you leave with a clear next step. What
- [Summary](https://salesvault.pro/courses/making-contact-with-decision-makers/lessons/summary/) - Summary Module 5 Download Future Client Journal Summary Making contact with decision makers is about playing the long game. Even when it feels like no one is listening, you are planting seeds for future success. What You've Learned Why positive assumptions fuel better resultsHow long-term diligence builds credibilityWhy belief in your own success is half
- [Say What? Mastering Call Quality](https://salesvault.pro/courses/making-contact-with-decision-makers/lessons/say-what-mastering-call-quality/) - Say What? Mastering Call Quality Module 3 3:44 Pre-Call Research Checklist Download Say What? Mastering Call Quality Persistence gets you through the gate. But if your pitch is weak, it’s game over. This module shows you how to replace rambling voicemails and product dumps with research-driven, problem-solving conversations. What You'll Learn in this Lesson How
- [Breaking Down the Barriers](https://salesvault.pro/courses/making-contact-with-decision-makers/lessons/breaking-down-the-barriers/) - Breaking Down the Barriers Module 1 3:02 Reality Check Worksheet Download Breaking Down the Barriers Making contact with decision makers isn’t easy — and it’s not supposed to be. Between voicemail, Caller ID, hybrid work, and gatekeeping technology, it can feel like you’re shouting into the abyss. This module puts that reality into perspective and
- [Diligence is Omnipotent](https://salesvault.pro/courses/making-contact-with-decision-makers/lessons/diligence-is-omnipotent/) - Diligence is Omnipotent Module 2 03:01 Diligence Tracker Download (XLS) Diligence is Omnipotent Prospecting isn’t about luck — it’s about persistence. Most salespeople give up far too early, while the decision maker is waiting to see who will stick it out. What You'll Learn in this Lesson Why diligence beats natural talent in salesThe shocking
- [Mindset Reset](https://salesvault.pro/courses/making-contact-with-decision-makers/lessons/mindset-reset/) - Mindset Reset Module 4 1:26 The Mindset Reset Guide Download Mindset Reset Too many reps think they’re bothering people. That belief stops them from even picking up the phone. This module challenges that mindset and gives you a framework to shift from “pest” to “problem solver.” What You'll Learn in this Lesson How “imposter syndrome”
- [Long-Term Success in Sales](https://salesvault.pro/courses/new-to-sales-in-the-graphic-arts/lessons/long-term-success-in-sales/) - New To Sales Module 8 3:17 10–15 minutes Long-Term Success in Sales You’re not just building a pipeline — you’re building a career. In this final lesson, Bill shares what long-term success looks like in sales, how to develop strong client relationships, and why confidence builds slowly but steadily over time. What You'll Learn in
- [The Foundations of Lead Generation](https://salesvault.pro/courses/lead-generation-for-new-sales-reps/lessons/the-foundations-of-lead-generation/) - The Foundations of Lead Generation Module 1 06:18 10–15 minutes Lead Gen Worksheet The Foundations of Lead Generation Every successful sales career begins with a pipeline — but how you fill it will determine how fast you grow. In this first lesson, we’ll break down the real meaning of lead generation, the difference between inbound
- [Lead Generation for the Long Game](https://salesvault.pro/courses/lead-generation-for-new-sales-reps/lessons/lead-generation-for-the-long-game/) - Lead Generation for the Long Game Module 4 02:39 10–15 minutes Commitment Tracker Lead Generation for the Long Game You’ve learned the fundamentals, explored traditional prospecting methods, and added AI into the mix. Now it’s time to pull it all together. In this final lesson, we’ll look at how to build sustainable habits, how your
- [Modern Prospecting with AI](https://salesvault.pro/courses/lead-generation-for-new-sales-reps/lessons/modern-prospecting-with-ai/) - Modern Prospecting with AI Module 3 05:21 10–15 minutes AI Prompt Builder Modern Prospecting with AI You’ve seen how the classics work. Now it’s time to add some modern firepower. In this lesson, we’ll explore how AI tools like ChatGPT can help you identify targets faster, create smarter lists, and even overcome the doubts every
- [Traditional Tools That Still Work](https://salesvault.pro/courses/lead-generation-for-new-sales-reps/lessons/traditional-tools-that-still-work/) - Traditional Tools That Still Work Module 2 06:32 10–15 minutes Lead Gen Checklist Traditional Tools That Still Work Before AI and automation, sales reps relied on tried-and-true methods to uncover prospects — and the surprising thing is, many of them still work today. From leveraging libraries to working a room at a networking event, these
- [The Anatomy of a Prospecting Process](https://salesvault.pro/courses/the-prospecting-playbook/lessons/the-anatomy-of-a-prospecting-process/) - The Anatomy of a Prospecting Process Module 2 08:41 10–15 minutes Download Full Workbook (Word) The Anatomy of a Prospecting Process Every process has a beginning, a middle, and an end. In this lesson, Bill breaks down the options for making first contact—calls, emails, letters, even drop-ins—and explains how to keep your follow-up steady without
- [Prospecting Process #2 – The Four-Week Classic](https://salesvault.pro/courses/the-prospecting-playbook/lessons/prospecting-process-2-the-four-week-classic/) - The Four-Week Classic Module 4 03:53 10–15 minutes Download Full Workbook (WORD) Prospecting Process #2 – The Four-Week Classic This is Bill’s tried-and-true method, taught for decades and proven to generate consistent results. It’s a week-by-week plan that balances outreach methods and keeps your pipeline moving. From letters to calls to handwritten postcards, this process
- [Prospecting Process #3 – The 14-Step Power Plan](https://salesvault.pro/courses/the-prospecting-playbook/lessons/prospecting-process-3-the-14-step-power-plan/) - Prospecting Process #3 – The 14-Step Power Plan Module 5 02:32 10–15 minutes Download Playbook Prospecting Process #3 – The 14-Step Power Plan For those who want to go all-in, this process is not for the faint of heart. Spanning 31 days and 14 different touchpoints, it blends LinkedIn activity, phone calls, emails, and content
- [Putting It All Together](https://salesvault.pro/courses/the-prospecting-playbook/lessons/putting-it-all-together/) - Putting It All Together Module 6 02:19 10–15 minutes Download Playbook Putting It All Together You’ve now seen three different prospecting processes—from simple to detailed to extreme. In this final lesson, Bill shows how to pull it all together into a system you can run consistently. You’ll learn how to track activity, manage your time,
- [Why Research Wins](https://salesvault.pro/courses/pre-call-research/lessons/why-research-wins/) - Why Research Wins Module 1 04:08 10–15 minutes Why Research Wins: The Power of Preparation Making a high-value, well-researched sales call is one of the four keys to sales success. With so much information available online about companies, industries, and the people within them, there’s no excuse for making a generic, “Do you have anything
- [Where to Look](https://salesvault.pro/courses/pre-call-research/lessons/where-to-look/) - Where to Look Module 2 02:46 10–15 minutes Where to Look: Finding the Sources You know why pre-call research matters. Now, let’s focus on where to find the information that fuels a smarter, more strategic sales approach. From company websites to Google searches, trade associations, and business news, the clues you gather will allow you
- [What to Look For](https://salesvault.pro/courses/pre-call-research/lessons/what-to-look-for/) - What to Look For Module 3 06:52 10–15 minutes What to Look For Once you’ve found the right sources, the next challenge is knowing what information really matters. From mission statements and press releases to blogs and philanthropic initiatives, each clue paints a picture of your prospect’s priorities. This module shows you how to dig
- [Finding the Who](https://salesvault.pro/courses/pre-call-research/lessons/finding-the-who/) - Finding the Who Module 4 02:28 10–15 minutes Download Playbook Finding the Who With business needs identified, it’s time to focus on the people who can act on them. Calling on “the buyer” leads to price-driven conversations. Instead, aim for the individuals who care about outcomes, results, and success. This module shows you how to
- [From Research to Results](https://salesvault.pro/courses/pre-call-research/lessons/from-research-to-results/) - From Research to Results Module 5 03:40 10–15 minutes Download Playbook From Research to Results Pre-call research is not about pitching products — it’s about solving problems. By first identifying the “what” (business needs) and then the “who” (decision-makers), you set yourself apart from competitors and position yourself as a partner in your client’s success.
- [The New Rules of Sales](https://salesvault.pro/courses/marketing-is-the-new-sales/lessons/the-new-rules-of-sales/) - The New Rules of Sales Module 1 02:04 Download Workbook The New Rules of Sales Bill kicks off the course with a reality check: sales has changed. In the pre-internet era, buyers relied on word-of-mouth and instinct. Today, they Google you, scan reviews, and make decisions long before your pitch. If your digital presence doesn’t
- [Expanding Your Network](https://salesvault.pro/courses/marketing-is-the-new-sales/lessons/expanding-your-network/) - Expanding Your Network Module 4 02:59 Download Workbook Expanding Your Network A polished profile is only powerful if people see it. Building your LinkedIn network intentionally — without spamming, selling too soon, or being ignored — is the next critical step. Bill shares how to grow connections, stay visible, and nurture relationships that pay off
- [Crafting Your Digital Storefront](https://salesvault.pro/courses/marketing-is-the-new-sales/lessons/crafting-your-digital-storefront/) - Crafting Your Digital Storefront Module 3 04:29 Download Workbook Crafting Your Digital Storefront Your LinkedIn page is more than a resume — it’s your personal brand showcase. A strong photo, a compelling headline, a powerful “About” section, and social proof all add up to a storefront that either invites people in or drives them away.
- [Consistency is King](https://salesvault.pro/courses/marketing-is-the-new-sales/lessons/consistency-is-king/) - Consistency is King Module 7 02:17 Download Workbook Consistency is King The most important rule in marketing: consistency beats intensity. It’s not about going viral — it’s about being visible, credible, and easy to buy from. Bill wraps up the course with a roadmap for building your own weekly marketing plan and sticking to it
- [Beyond LinkedIn](https://salesvault.pro/courses/marketing-is-the-new-sales/lessons/beyond-linkedin/) - Beyond LinkedIn Module 6 05:49 Download Workbook Beyond LinkedIn Once you’ve mastered LinkedIn, it’s time to expand your toolkit. From white papers to quick iPhone videos to client testimonials, there are countless ways to showcase your expertise and generate leads. Bill even shares some fresh AI tools you can use to make marketing faster and
- [Creating Content that Connects](https://salesvault.pro/courses/marketing-is-the-new-sales/lessons/creating-content-that-connects/) - Creating Content That Connects Module 5 06:06 Download Workbook Creating Content That Connects The #1 roadblock in marketing? “I don’t know what to post.” Bill pulls back the curtain on content creation — showing you how to educate, share stories, repurpose client successes, and even use AI to stay consistent. Content isn’t about going viral;
- [Your Digital First Impression](https://salesvault.pro/courses/marketing-is-the-new-sales/lessons/your-digital-first-impression-lesson/) - Your Digital First Impression Module 2 02:48 Download Workbook Your Digital First Impression When a prospect finally decides to check you out, odds are they’ll land on your LinkedIn profile. That first glance — often less than 5 seconds — can either open the door or shut it permanently. A bad photo, political posts, or
- [Prospecting Process #1 – The “Taco Bell Menu” Approach](https://salesvault.pro/courses/the-prospecting-playbook/lessons/prospecting-process-1-the-taco-bell-menu-approach/) - The Taco Bell Menu Approach Module 3 02:25 10–15 minutes Download Full Workbook (WORD) Prospecting Process #1 – The “Taco Bell Menu” Approach Sometimes the simplest process is the most effective. In this lesson, Bill introduces a creative and low-pressure approach to prospecting: packaging your products or services into tiered “combo meal” bundles, just like
- [Why You Need a Prospecting Process](https://salesvault.pro/courses/the-prospecting-playbook/lessons/why-you-need-a-prospecting-process/) - Why You Need a Prospecting Process Module 1 04:19 10–15 minutes Download Full Workbook (Word) Why You Need a Prospecting Process After learning how to identify high-quality leads and research them deeply, it’s time to move to the next Sales Fundamental: having a process. Shockingly, about 90% of salespeople don’t have a consistent week-by-week prospecting
- [Staying Motivated: When You Don’t Feel Like Selling](https://salesvault.pro/courses/diligence/lessons/staying-motivated-when-you-dont-feel-like-selling/) - Diligence Module 2 3:56 Download Diligence Workbook Staying Motivated: When You Don’t Feel Like Selling Let’s face it — no one feels like selling every single day. Distractions, low energy, and discouragement creep in, and before you know it, your sales activity stalls. In this lesson, Bill shows you how the most successful sales reps
- [Lesson](https://salesvault.pro/courses/the-prospecting-playbook/lessons/lesson/)
- [Bringing It All Together: Run the Play](https://salesvault.pro/courses/diligence/lessons/bringing-it-all-together-run-the-play/) - Diligence Module 6 2:21 10–15 minutes Download Diligence Workbook Bringing It All Together: Run the Play After learning about diligence, motivation, persistence, avoiding drift, and managing your time, it’s time to put the pieces together. In this final lesson, Bill connects diligence to the other three Keys to Sales Success and shows you why it’s
- [Defining Diligence](https://salesvault.pro/courses/diligence/lessons/defining-diligence/) - Diligence Module 1 3:59 10–15 minutes Download Diligence Workbook Defining Diligence Diligence isn’t about hustle for hustle’s sake — it’s about showing up with purpose, again and again, even when the work feels hard, repetitive, or thankless. In this first lesson, Bill redefines diligence as the single most important characteristic in sales — more powerful
- [Daily Persistence: Consistency Over Hero Moves](https://salesvault.pro/courses/diligence/lessons/daily-persistence-consistency-over-hero-moves/) - Diligence Module 3 3:51 10–15 minutes Download Diligence Workbook Daily Persistence: Consistency Over Hero Moves Big wins are exciting, but they’re not what keeps your pipeline full. The real magic happens in the grind — the steady, daily effort that compounds over time. In this lesson, Bill reveals why consistency of action is more valuable
- [Avoiding Drift: Staying Consistent During Success](https://salesvault.pro/courses/diligence/lessons/avoiding-drift-staying-consistent-during-success/) - Diligence Module 4 3:08 10–15 minutes Diligence Workbook Activity Tracker Avoiding Drift: Staying Consistent During Success Ironically, one of the most dangerous times in sales is when things are going really well. The orders are flowing, your confidence is high… and your prospecting slows to a crawl. This is drift — the silent momentum killer.
- [Time Management : Selling More in Less Time](https://salesvault.pro/courses/diligence/lessons/time-management-selling-more-in-less-time/) - Diligence Module 5 2:36 10–15 minutes Download Diligence Workbook Time Management : Selling More in Less Time The more successful you become in sales, the less time you have to chase new opportunities. That’s why mastering your time is essential to sustaining growth. In this lesson, Bill shares his #1 time management rule and the
- [Bill’s Recommended Reading List](https://salesvault.pro/courses/new-to-sales-in-the-graphic-arts/lessons/bills-recommended-reading-list/) - New To Sales Module 7 2:27 10–15 minutes Bill’s Recommended Reading List Sales is about people, not just products. In this lesson, Bill shares a list of books that will sharpen your communication skills, build empathy, and help you connect more deeply with customers — and yourself. What You'll Learn in this Lesson Why some
- [Your Digital First Impression](https://salesvault.pro/courses/new-to-sales-in-the-graphic-arts/lessons/your-digital-first-impression/) - New To Sales Module 6 1:45 10–15 minutes Your Digital First Impression Before you even make a sales call, your prospects are checking you out online. In this lesson, you’ll learn how to shape your digital presence — and why it can make or break your credibility. What You'll Learn in this Lesson Why your
- [Are You Doing Your Job (Even Without Sales?)](https://salesvault.pro/courses/new-to-sales-in-the-graphic-arts/lessons/are-you-doing-your-job-even-without-sales/) - New To Sales Module 5 2:36 10–15 minutes Are You Doing Your Job (Even Without Sales?) In the early stages of sales, you might not have results — yet. This lesson reframes success around what really matters: consistent activity, creating opportunities, and proving your progress (to yourself and your boss). What You'll Learn in this
- [Welcome to Sales + Setting Expectations](https://salesvault.pro/courses/new-to-sales-in-the-graphic-arts/lessons/video-welcome-to-sales-and-setting-expectations/) - New To Sales Module 1 3:05 10–15 minutes Welcome to Sales + Setting Expectations This first lesson sets the tone for your sales journey. You’ll learn what to expect, how to stay motivated, and why ‘running the play’ is your path to success. What You'll Learn in this Lesson Why most new salespeople feel lost
- [Conquering Imposter Syndrome](https://salesvault.pro/courses/new-to-sales-in-the-graphic-arts/lessons/conquering-imposter-syndrome/) - New To Sales Module 4 1:40 10–15 minutes Conquering Imposter Syndrome Everyone feels like a fraud when they’re just starting out. This short but powerful lesson will help you recognize those fears, normalize them, and start building your confidence from the inside out. What You'll Learn in this Lesson What imposter syndrome is — and
- [The Four Keys to Sales Success](https://salesvault.pro/courses/new-to-sales-in-the-graphic-arts/lessons/the-four-keys-to-sales-success/) - New To Sales Module 3 3:32 10–15 minutes The Four Keys to Sales Success Success in sales isn’t random — it’s built on four essential habits. This module gives you the foundation you need to find your market, deliver value, and follow a process that works. What You'll Learn in this Lesson The four essential
- [Why Selling Is Hard (and Why That’s a Good Thing)](https://salesvault.pro/courses/new-to-sales-in-the-graphic-arts/lessons/why-selling-is-hard-and-why-thats-a-good-thing/) - New To Sales Module 2 4:08 10–15 minutes Why Selling Is Hard (and Why That’s a Good Thing) Sales is not for the faint of heart — but that’s exactly what makes it so rewarding. In this lesson, you’ll learn why a realistic mindset and a customer-first approach are the keys to lasting success. What
- [Structure Your Week](https://salesvault.pro/courses/time-management/lessons/structure-your-week/) - Structure Your Week Overview Module 2 Great sales days aren’t accidents—they’re designed. In this module, you’ll learn how to plan each day and structure your week so you sell more, stress less, and finish each workday ready for the next. You'll learn how to: Think ahead and theme your week Set three meaningful daily priorities
- [Conclusion: Time Management](https://salesvault.pro/courses/time-management/lessons/conclusion-time-management/) - Conclusion: Time Management You’ve made it to the end of the Sales Vault Time Management Course — and more importantly, you’ve built a stronger foundation for staying focused, productive, and in control of your sales day. In this final message, Bill shares some personal insights and encouragement for what’s next. Whether you’re juggling sales calls,
- [Building Sustainable Habits](https://salesvault.pro/courses/time-management/lessons/building-sustainable-habits/) - Building Sustainable Habits Overview Module 5 In this final module of the Sales Vault Time Management Course, you’ll take everything you’ve learned — from tracking your time to organizing your sales silos — and turn it into a repeatable weekly rhythm. You’ll also learn how to filter out distractions and stay focused on the work
- [Stay Focused During the Chaos—Managing the Highs & Lows](https://salesvault.pro/courses/time-management/lessons/stay-focused-during-the-chaos/) - Stay Focused During the Chaos—Managing the Highs & Lows Overview Module 4 What do you do when your schedule explodes—or goes completely silent? In this module, you’ll learn how to stay focused during chaotic periods and recharge strategically during quieter ones. You’ll also discover how to group your work into sales silos, so you can
- [Learn How to Fit Prospecting Into Your Busy Day](https://salesvault.pro/courses/time-management/lessons/learn-how-to-fit-prospecting-into-your-busy-day/) - Learn How to Fit Prospecting Into Your Busy Day Overview Module 3 Rewire Your Day: Make Time for Prospecting Without Blocking Time In this module, you’ll learn a smarter, more sustainable way to fit prospecting into your sales day — no time-blocking required. Instead of carving out giant chunks of calendar time (which rarely works),
- [Your Task: Plan Tomorrow Today](https://salesvault.pro/courses/time-management/lessons/your-task-plan-tomorrow-today/) - Your Task: Plan Tomorrow Today Task Module 2 Before you wrap up your workday, take just a few minutes to set yourself up for success tomorrow. This simple but powerful exercise helps you log off with confidence, reduce stress, and hit the ground running every morning. By ending today with a clear plan for what’s
- [Video: The Sales Rep's Ideal Day](https://salesvault.pro/courses/time-management/lessons/video-the-sales-reps-ideal-day/) - Video: The Sales Rep’s Ideal Day In this lesson, Bill breaks down what a well-planned sales day actually looks like—and explains why planning ahead is the single most important time management habit you can form. Key Concept “You can do anything, but you can't do everything.” Top-performing reps are ruthless with their time and always
- [Final Debrief – The Habit Check](https://salesvault.pro/courses/time-management/lessons/final-debrief-the-habit-check/) - Final Debrief – The Habit Check Checkpoint Module 5 You've completed the course — but lasting change comes from repetition. This checkpoint reinforces the mindset and systems you’ll need to keep improving every week. Final Debrief – The Habit Check Time limit: 0 Quiz Summary 0 of 5 Questions completed Questions: Information You have already
- [Video: Managing Time in Chaos](https://salesvault.pro/courses/time-management/lessons/video-managing-time-in-chaos/) - Video: Managing Time in Chaos Video Module 4 Sales life isn’t steady — it’s a rollercoaster of busy stretches and quiet lulls. This video shows you how to make the most of both extremes and introduces a simple tool to help you group your time by priority: Sales Silos. Key Concept “When it’s busy, work
- [Your Task: Time Audit & Sales Silos](https://salesvault.pro/courses/time-management/lessons/your-task-time-audit-sales-silos/) - Your Task: Time Audit & Sales Silos Task Module 4 Before you can focus, you need clarity. In this task, you’ll complete a simple time audit using your past activity tracking (from Module 1) and categorize how you spend your time into a few key buckets, called Sales Silos. Step By Step Instructions Review your
- [Your Task: Microburst Prospecting](https://salesvault.pro/courses/time-management/lessons/your-task-microburst-prospecting/) - Your Task: Microburst Prospecting Task Module 3 Traditional time-blocking for prospecting rarely works — especially on a busy sales day. Instead, test this more flexible, realistic method: make two sales calls before and after your regular daily tasks. These “microbursts” add up fast and help you build consistency without rearranging your calendar. Step By Step
- [Video: Time Management for Prospecting](https://salesvault.pro/courses/time-management/lessons/video-time-management-for-prospecting/) - Video: Time Management for Prospecting Time-blocking sounds good in theory — but real sales days are messy. In this short video, Bill Farquharson shares a smarter alternative: a system that adds sales calls between your existing tasks, without needing to reschedule your day. Key Concept “Make two calls. Then do the task. Then make two
- [Prospecting Debrief: Building Sales Into Your Day](https://salesvault.pro/courses/time-management/lessons/prospecting-debrief-building-sales-into-your-day/) - Prospecting Debrief: Building Sales Into Your Day Checkpoint Module 3 You’ve just tried a new approach to prospecting that fits real life — not just ideal calendars. This short quiz helps reinforce what you learned about staying consistent, getting organized, and fitting outreach into the cracks of your day. Time limit: 0 Quiz Summary 0
- [Chaos Control Debrief: Focus Through the Noise](https://salesvault.pro/courses/time-management/lessons/chaos-control-debrief-focus-through-the-noise/) - Chaos Control Debrief: Focus Through the Noise Checkpoint Module 4 You’ve learned how to stay focused when things are frantic — and how to recharge with purpose when they’re not. This quick checkpoint helps you reinforce your ability to manage time, energy, and attention during the extremes of the sales cycle. Time limit: 0 Quiz
- [Video: Building Habits that Stick](https://salesvault.pro/courses/time-management/lessons/video-5-steps-to-sustainable-habits/) - Video: Building Habits that Stick You’ve put in the work — now it’s time to build lasting habits that help you stay focused and in control every week. This video lesson walks through a 5-step system that top reps use to keep chaos in check and keep selling. Key Concept Do less — better. Focus
- [Your Task: 5-Step Habit Builder](https://salesvault.pro/courses/time-management/lessons/your-task-5-step-habit-builder/) - Your Task: 5-Step Habit Builder Task Module 5 Now it’s time to lock it all in. This 5-step process helps you stay organized and focused week after week — without overcomplicating your life. Step By Step Instructions Start with your Sales Silos (from Module 4).You should have 3–5 categories that define your highest-value activities.Set a
- [Time Planner Debrief: Designing Your Ideal Sales Day](https://salesvault.pro/courses/time-management/lessons/time-planner-debrief-designing-your-ideal-sales-day/) - Time Planner Debrief: Designing Your Ideal Sales Day Checkpoint Module 2 You’ve just learned how top-performing sales reps use structure, focus, and planning to stay ahead. This quick checkpoint is here to reinforce what you’ve learned about building your ideal sales day and week. No pressure — just a chance to reflect, check your understanding,
- [Welcome to the Time Management Course](https://salesvault.pro/courses/time-management/lessons/welcome-to-the-time-management-course/) - Welcome to the Time Management Course Welcome! This course is designed to help salespeople in the graphic arts industry take control of their time, reduce stress, and boost productivity. In this short video, Bill Farquharson introduces the course and outlines what you can expect in the modules ahead. 💡 Tip: Don’t just binge-watch. For best
- [Time Tracker Debrief: What Did You Learn?](https://salesvault.pro/courses/time-management/lessons/time-tracker-debrief-what-did-you-learn/) - Time Tracker Debrief: What Did You Learn? Checkpoint Module 1 This quick self-check helps reinforce what you’ve just learned and brings clarity to your current habits. There are no grades here — just growth. Time limit: 0 Quiz Summary 0 of 6 Questions completed Questions: Information You have already completed the quiz before. Hence you
- [Your Task: Track Your Day](https://salesvault.pro/courses/time-management/lessons/your-task-download-track-your-day/) - Your Task: Track Your Day Task Module 1 You’ve seen where time can slip away — now it’s time to see where yours actually goes. This task helps you gather real data about how you're spending your sales day, so you can make smarter, more intentional decisions. Download your Tools Time Tracker Worksheet (PDF) —
- [Video: What's Stealing Your Time?](https://salesvault.pro/courses/time-management/lessons/video-whats-stealing-your-time/) - Video: What’s Stealing Your Time? Reclaim your hours and get back in control! In this video, you'll learn to recognize the silent killers of sales productivity—like multitasking, unnecessary admin work, and reacting instead of planning. Key Concept "You don’t have a time problem. You have a priority clarity problem." This mindset shift is your first
- [Identify Time Wasters & Track Your Sales Day](https://salesvault.pro/courses/time-management/lessons/module-1-identify-time-wasters-track-your-sales-day/) - Identify Time Wasters & Track Your Sales Day Overview Module 1 In this module, we’ll explore what’s really stealing your time — and how to reclaim it. You’ll start by watching a short video that exposes the “silent killers” of sales productivity. Then, you’ll complete a simple but eye-opening task to track your day. Watch

## Quizzes

- [The Big Fish Reality Check](https://salesvault.pro/quizzes/the-big-fish-reality-check/)
- [Yield Season Pop Quiz](https://salesvault.pro/quizzes/yield-season-pop-quiz/)
- [Churn Burner Challenge](https://salesvault.pro/quizzes/churn-burner-challenge/)
- [Credibility Builder](https://salesvault.pro/quizzes/credibility-builder/)
- [Hospital Strategy Starter](https://salesvault.pro/quizzes/hospital-strategy-starter/)
- [Purpose-of-Call Power Test](https://salesvault.pro/quizzes/purpose-of-call-power-test/)
- [Trend Translator](https://salesvault.pro/quizzes/trend-translator/)
- [Follow-the-Money Sprint](https://salesvault.pro/quizzes/follow-the-money-sprint/)
- [Margin vs. Mayday](https://salesvault.pro/quizzes/margin-vs-mayday/)
- [Prospect Journey Final Exam](https://salesvault.pro/quizzes/prospect-journey-final-exam/)
- [Trend Translator Test](https://salesvault.pro/quizzes/trend-translator-test/)
- [Alumni Money Trail](https://salesvault.pro/quizzes/alumni-money-trail/)
- [Healthcare Homework Check](https://salesvault.pro/quizzes/healthcare-homework-check/)
- [Hospital Reality Round](https://salesvault.pro/quizzes/hospital-reality-round/)
- [Opportunity Spotter](https://salesvault.pro/quizzes/opportunity-spotter/)
- [The Two Hidden Departments](https://salesvault.pro/quizzes/the-two-hidden-departments/)
- [Big Fish Survival Final](https://salesvault.pro/quizzes/big-fish-survival-final/)
- [Hospital Wrap-Up](https://salesvault.pro/quizzes/hospital-wrap-up/)
- [Big Fish Reality Check](https://salesvault.pro/quizzes/big-fish-reality-check/)
- [Imposter Syndrome Immunity Test](https://salesvault.pro/quizzes/imposter-syndrome-immunity-test/)
- [Who’s Who in the Zoo?](https://salesvault.pro/quizzes/whos-who-in-the-zoo/)
- [Finish the Sentence](https://salesvault.pro/quizzes/finish-the-sentence/)
- [Can You Hear Me Now?](https://salesvault.pro/quizzes/can-you-hear-me-now/)
- [Mind the Gaps](https://salesvault.pro/quizzes/mind-the-gaps/)
- [Own the Day Before It Starts](https://salesvault.pro/quizzes/own-the-day-before-it-starts/)
- [From One Call to a Full Route](https://salesvault.pro/quizzes/from-one-call-to-a-full-route/)
- [Guardrails for Your Selling Day](https://salesvault.pro/quizzes/guardrails-for-your-selling-day/)
- [Make Productivity the Rule](https://salesvault.pro/quizzes/make-productivity-the-rule/)
- [Meet the Usual Suspects](https://salesvault.pro/quizzes/meet-the-usual-suspects/)
- [Research Drill: Identifying the Who](https://salesvault.pro/quizzes/research-drill-identifying-the-who/)
- [Research Drill: Putting It All Together](https://salesvault.pro/quizzes/research-drill-putting-it-all-together/)
- [Research Drill: Spotting the Clues](https://salesvault.pro/quizzes/research-drill-spotting-the-clues/)
- [Research Drill: Finding the Sources](https://salesvault.pro/quizzes/research-drill-finding-the-sources/)
- [Research Drill: The Power of Preparation](https://salesvault.pro/quizzes/research-drill-the-power-of-preparation/)
- [Process Check: Putting It All Together](https://salesvault.pro/quizzes/process-check-putting-it-all-together/)
- [Process Check: The Four-Week Classic](https://salesvault.pro/quizzes/process-check-the-four-week-classic/)
- [Process Check: The Taco Bell Menu Approach](https://salesvault.pro/quizzes/process-check-the-taco-bell-menu-approach/)
- [Process Check: Anatomy of a Prospecting Process](https://salesvault.pro/quizzes/process-check-anatomy-of-a-prospecting-process/)
- [Process Check: Why You Need a Prospecting Process](https://salesvault.pro/quizzes/process-check-why-you-need-a-prospecting-process/)
- [Knowledge Check: Run the Play Review](https://salesvault.pro/quizzes/knowledge-check-run-the-play-review/)
- [Knowledge Check: Time Mastery Test](https://salesvault.pro/quizzes/knowledge-check-time-mastery-test/)
- [Knowledge Check: Drift Defense](https://salesvault.pro/quizzes/knowledge-check-drift-defense/)
- [Knowledge Check: Momentum Maker](https://salesvault.pro/quizzes/knowledge-check-momentum-maker/)
- [Knowledge Check: Prove Your Persistence](https://salesvault.pro/quizzes/knowledge-check-prove-your-persistence/)
- [Knowledge Check: Diligence Drill](https://salesvault.pro/quizzes/knowledge-check-diligence-drill/)
- [Reality Check: Are You in It for the Long Game?](https://salesvault.pro/quizzes/reality-check-are-you-in-it-for-the-long-game/)
- [Checkpoint Quiz: Did You Catch It?](https://salesvault.pro/quizzes/checkpoint-quiz-did-you-catch-it/)
- [Reality Check: Are You Growing Beyond the Sale?](https://salesvault.pro/quizzes/reality-check-are-you-growing-beyond-the-sale/)
- [Reality Check: Are You Being Googled?](https://salesvault.pro/quizzes/reality-check-are-you-being-googled/)
- [Reality Check: Measuring What Matters](https://salesvault.pro/quizzes/reality-check-measuring-what-matters/)
- [Quick Reality Check: You’re Not Alone](https://salesvault.pro/quizzes/quick-reality-check-youre-not-alone/)
- [Reality Check: Are You Building a Solid Foundation?](https://salesvault.pro/quizzes/reality-check-are-you-building-a-solid-foundation/)
- [Reality Check: Are You Ready for the Hard Stuff?](https://salesvault.pro/quizzes/reality-check-are-you-ready-for-the-hard-stuff/)
- [Know Before You Go](https://salesvault.pro/quizzes/know-before-you-go/)
- [Own the Room](https://salesvault.pro/quizzes/own-the-room/)
- [Can You Read Between the Lines?](https://salesvault.pro/quizzes/can-you-read-between-the-lines/)
- [The Price Is (Still) Right](https://salesvault.pro/quizzes/the-price-is-still-right/)
- [Displacing the Favorite](https://salesvault.pro/quizzes/displacing-the-favorite/)
- [The Closer’s Mindset](https://salesvault.pro/quizzes/the-closers-mindset/)
- [Laying the Groundwork for Productivity](https://salesvault.pro/quizzes/laying-the-groundwork-for-productivity/)
- [Planning the Productive Week](https://salesvault.pro/quizzes/planning-the-productive-week/)
- [Mastering the Little Rocks](https://salesvault.pro/quizzes/mastering-the-little-rocks/)
- [Quiz: AI Hacks for Smarter Leads](https://salesvault.pro/quizzes/quiz-ai-hacks-for-smarter-leads/)
- [Quiz: Old School vs. New School](https://salesvault.pro/quizzes/quiz-old-school-vs-new-school/)
- [Quiz: The LinkedIn Litmus Test](https://salesvault.pro/quizzes/quiz-the-linkedin-litmus-test/)
- [Quiz: Network or Not Work? ](https://salesvault.pro/quizzes/quiz-network-or-not-work/)
- [Quiz: Content or Crickets?](https://salesvault.pro/quizzes/quiz-content-or-crickets/)
- [Quiz: Consistency is Key](https://salesvault.pro/quizzes/quiz-consistency-is-key/)
- [The Persistence Play Quiz](https://salesvault.pro/quizzes/the-persistence-play-quiz/)
- [Quiz: Tools of the Trade](https://salesvault.pro/quizzes/quiz-tools-of-the-trade/)
- [Talk Less, Sell More](https://salesvault.pro/quizzes/talk-less-sell-more/)
- [The Long Game Quiz](https://salesvault.pro/quizzes/the-long-game-quiz/)
- [The Mindset Shift Quiz](https://salesvault.pro/quizzes/the-mindset-shift-quiz/)
- [The Say It Right Quiz](https://salesvault.pro/quizzes/the-say-it-right-quiz/)
- [The Reality Check Quiz](https://salesvault.pro/quizzes/the-reality-check-quiz/)
- [Quiz: Foundations Refined](https://salesvault.pro/quizzes/quiz-foundations-refined/)
- [Quiz: Know Your ICC](https://salesvault.pro/quizzes/quiz-know-your-icc/)
- [Quiz: Strategic Tradition](https://salesvault.pro/quizzes/quiz-strategic-tradition/)
- [Quiz: AI Applied](https://salesvault.pro/quizzes/quiz-ai-applied/)
- [Quiz: Back to Basics](https://salesvault.pro/quizzes/quiz-back-to-basics/)
- [Quiz: Building Habits for Lifelong Leads](https://salesvault.pro/quizzes/quiz-building-habits-for-lifelong-leads/)
- [Fundamentals Fitness Test](https://salesvault.pro/quizzes/fundamentals-fitness-test/)
- [You’re Fired (Professionally)](https://salesvault.pro/quizzes/youre-fired-professionally/)
- [Choose Your Weapon](https://salesvault.pro/quizzes/choose-your-weapon/)
- [Fix It or Fuel It?](https://salesvault.pro/quizzes/fix-it-or-fuel-it/)
- [Name That Personality](https://salesvault.pro/quizzes/name-that-personality/)
- [Make It a System](https://salesvault.pro/quizzes/make-it-a-system/)
- [Your Growth Engine Gut-Check](https://salesvault.pro/quizzes/your-growth-engine-gut-check/)
- [Vision & Beliefs Pulse Check](https://salesvault.pro/quizzes/vision-beliefs-pulse-check/)
- [Next-Level Self-Awareness Check](https://salesvault.pro/quizzes/next-level-self-awareness-check/)
- [Finishing Strong](https://salesvault.pro/quizzes/finishing-strong/)
- [Quiz: Storefront or Ghost Town?](https://salesvault.pro/quizzes/quiz-storefront-or-ghost-town/)
- [Quiz: Laying the Groundwork](https://salesvault.pro/quizzes/quiz-laying-the-groundwork/)
- [Quiz: Classic Prospecting in Action](https://salesvault.pro/quizzes/quiz-classic-prospecting-in-action/)
- [Process Check: The 14-Step Power Plan](https://salesvault.pro/quizzes/process-check-the-14-step-power-plan/)
- [Chaos Control Debrief: Focus Through the Noise](https://salesvault.pro/quizzes/chaos-control-debrief-focus-through-the-noise/)
- [Prospecting Debrief: Building Sales Into Your Day](https://salesvault.pro/quizzes/prospecting-debrief-building-sales-into-your-day/)
- [Final Debrief – The Habit Check](https://salesvault.pro/quizzes/final-debrief-the-habit-check/)
- [Time Tracking Debrief](https://salesvault.pro/quizzes/time-tracking-mini-quiz/)
- [Checkpoint Quiz: Time Planner Debrief](https://salesvault.pro/quizzes/checkpoint-quiz-time-planner-debrief/)

## Certificates

- [Selling to Hospitals](https://salesvault.pro/certificates/selling-to-hospitals/)
- [Selling to Colleges](https://salesvault.pro/certificates/selling-to-colleges/)
- [Selling to Banks](https://salesvault.pro/certificates/selling-to-banks/)
- [Getting to YOUR Next Level](https://salesvault.pro/certificates/getting-to-your-next-level/)
- [Taming the Nuisance Customer](https://salesvault.pro/certificates/taming-the-nuisance-customer/)
- [Landing the Big Fish](https://salesvault.pro/certificates/landing-the-big-fish/)
- [A Sustainable Productivity Plan for New Sales Reps](https://salesvault.pro/certificates/a-sustainable-productivity-plan-for-new-sales-reps/)
- [A Sustainable Productivity Plan for Legacy Reps](https://salesvault.pro/certificates/a-sustainable-productivity-plan-for-legacy-reps/)
- [Objection Mastery Certificate of Completion](https://salesvault.pro/certificates/objection-mastery-certificate-of-completion/)
- [Effective Sales Presentations Certificate of Completion](https://salesvault.pro/certificates/effective-sales-presentations-certificate-of-completion/)
- [Making Contact with Decision Makers Certificate of Completion](https://salesvault.pro/certificates/making-contact-with-decision-makers-certificate-of-completion/)
- [Lead Gen for New Sales Reps Certificate of Completion](https://salesvault.pro/certificates/lead-gen-for-new-sales-reps-certificate-of-completion/)
- [Lead Gen for Legacy Sales Reps Certificate of Completion](https://salesvault.pro/certificates/lead-gen-for-legacy-sales-reps-certificate-of-completion/)
- [Marketing is the New Sales Certificate of Completion](https://salesvault.pro/certificates/marketing-is-the-new-sales-certificate-of-completion/)
- [Prospecting Playbook Certificate of Completion](https://salesvault.pro/certificates/prospecting-playbook-certificate-of-completion/)
- [Pre-Call Research Certificate of Completion](https://salesvault.pro/certificates/pre-call-research-certificate-of-completion/)
- [Time Management Certificate](https://salesvault.pro/certificates/time-management-certificate/)
- [New To Sales Certificate of Completion](https://salesvault.pro/certificates/81336/)
- [Diligence Certificate of Completion](https://salesvault.pro/certificates/diligence-certificate-of-completion/)

## Venues

- [Zoom](https://salesvault.pro/venue/zoom/)
- [Virtual Event](https://salesvault.pro/venue/virtual-event/)

## Organizers

- [Bill Farquharson](https://salesvault.pro/organizer/bill-farquharson-2/)
- [Jonathan London](https://salesvault.pro/organizer/jonathan-london/)
- [Kelly Mallozzi](https://salesvault.pro/organizer/kelly-mallozzi/)

## Events

- [The Art of Asking for Referrals](https://salesvault.pro/event/the-art-of-asking-for-referrals/) - Most salespeople wait for referrals instead of creating a referral process. This session will focus on when to ask, how to ask without sounding desperate, and how to turn happy customers into a consistent source of introductions.
- [Becoming the Trusted Advisor](https://salesvault.pro/event/becoming-the-trusted-advisor/) - Customers can buy products from many suppliers. What they can't easily find is someone who helps them make better decisions. Learn how to move beyond vendor status, earn greater trust, and become the first call when opportunities arise.
- [Selling to Marketing, Purchasing, and Everyone in Between](https://salesvault.pro/event/selling-to-marketing-purchasing-and-everyone-in-between/) - Rarely does one person make the buying decision. This workshop explores how to identify influencers, champions, gatekeepers, users, and decision-makers—and how to tailor your message to each of them.
- [The Follow-Up Formula: Staying Visible Without Being Annoying](https://salesvault.pro/event/the-follow-up-formula-staying-visible-without-being-annoying/) - Most opportunities are lost because the salesperson stops too soon—or follows up the wrong way. Learn a practical follow-up framework that keeps you top-of-mind, adds value, and dramatically increases response rates.
- [Reading the Room: Improving Your Sales Emotional Intelligence](https://salesvault.pro/event/reading-the-room-improving-your-sales-emotional-intelligence/) - Why do some sales conversations flow effortlessly while others stall? We'll discuss how to recognize buying signals, uncover hidden concerns, adapt to different personality styles, and build stronger relationships through emotional intelligence.
- [SpeedPro Exclusive: Crush that First Client Meeting](https://salesvault.pro/event/speedpro-exclusive-crush-that-first-client-meeting/) - You did it! You landed an appointment with a new prospective client. Congratulations…now what? Face-to-face meetings are no longer the norm. Therefore we need to make the most of a rare opportunity. Let’s talk about how to prepare, run, and follow up on an initial client meeting. As the saying goes, you only get one chance to make a first impression. After this SpeedPro-only Zoom event, you will have what you need to nail it!
- [The Questions to Ask](https://salesvault.pro/event/the-questions-to-ask/) - So many sales issues can be avoided or overcome if we just do a thorough job of learning everything we need to know up front. Let’s talk about the quote process and conversations with new customers plus other sales situations where knowing what to ask is critical.
- [How to Sell Without Feeling Like a Salesperson](https://salesvault.pro/event/how-to-sell-without-feeling-like-a-salesperson/) - Hate feeling pushy? Learn how to sell naturally by building trust, asking better questions, and positioning yourself as a helpful resource — not just another salesperson.
- [SpeedPro Exclusive: 5 Sales Actions to Take Right Now](https://salesvault.pro/event/speedpro-exclusive-5-sales-actions-to-take-right-now/) - Get five specific, executable actions you can start this week — activities that create sales momentum going into September, October, and November. Bill will walk you through each one so you can leave the session with a clear, short list of what to do next.
- [Selling to Buyers Who Don't Want to Be Sold To](https://salesvault.pro/event/selling-to-buyers-who-dont-want-to-be-sold-to/) - Today's buyers don't always want relationships — they want efficiency. Learn how to adapt your sales approach to connect with modern buyers who prefer speed, independence, and minimal interaction.
- [When the Phone Isn't Ringing: What to Do During Slow Sales Periods](https://salesvault.pro/event/when-the-phone-isnt-ringing-what-to-do-during-slow-sales-periods/) - Slow sales happen — but what you do during them matters. Learn how to use downtime productively, build pipeline, and position yourself for future growth.
- [Landing the Big Fish: How to Go After (and Win) Larger Accounts](https://salesvault.pro/event/landing-the-big-fish-how-to-go-after-and-win-larger-accounts/) - Big accounts can feel intimidating — but they're within reach. Learn how to confidently pursue larger opportunities, position yourself effectively, and win bigger business.
- [Too Busy to Sell? Managing Growth Without Losing Momentum](https://salesvault.pro/event/too-busy-to-sell-managing-growth-without-losing-momentum/) - As sales increase, selling often decreases. Learn how to manage your time, protect prospecting hours, and continue growing without getting buried in day-to-day tasks.
- [Who's Actually in Charge Here? Finding and Reaching the Decision-Maker](https://salesvault.pro/event/whos-actually-in-charge-here-finding-and-reaching-the-decision-maker/) - Struggling to get past gatekeepers? Learn how to identify decision-makers, navigate organizations, and connect with the people who can actually say yes.
- [Speedpro Exclusive: From Inquiry to Income: Turning SpeedPro Leads into Sales](https://salesvault.pro/event/speedpro-exclusive-from-inquiry-to-income-turning-speedpro-leads-into-sales/) - Not all leads are created equal and treating them that way is costing you time and revenue. In this session, we’ll break down a smarter approach to follow-up that helps you quickly identify high-value opportunities, filter out tire-kickers, and focus your energy where it counts.
- [Selling Solo | YouTube Live Webinar FREE](https://salesvault.pro/event/selling-solo-youtube-live-webinar-free/) - Free YouTube Live Webinar — open to non-Sales Vault members in the graphic arts. RSVP to receive the private viewing link by email. Click to RSVP→ Get the FREE YouTube LIVE Link & Free Book Download YouTube Webinar RSVP – Selling Solo First * Last * Email * Company/Title * Captcha Submit If you are
- [Standing Out in a Crowded Market](https://salesvault.pro/event/standing-out-in-a-crowded-market/) - When every vendor looks the same, price becomes the deciding factor. Learn practical strategies to differentiate yourself, communicate unique value, and become the salesperson clients remember.
- [Sales Productivity: Where Your Time Really Goes](https://salesvault.pro/event/sales-productivity-where-your-time-really-goes/) - Many salespeople feel busy but struggle to generate results. Learn how to identify time-wasting activities, prioritize revenue-generating tasks, and increase your overall sales productivity.
- [What Buyers Actually Care About](https://salesvault.pro/event/what-buyers-actually-care-about/) - Understanding your buyer is the key to winning business. Discover what decision-makers actually value, what frustrates them about sales reps, and how to position yourself as a trusted partner.
- [Turning Small Orders Into Big Accounts](https://salesvault.pro/event/turning-small-orders-into-big-accounts/) - Big clients often start small. Learn strategies to build trust, expand relationships, and turn initial orders into larger opportunities and long-term customer partnerships.
- [Getting the First Meeting](https://salesvault.pro/event/getting-the-first-meeting/) - Struggling to turn outreach into real conversations? Learn proven tactics for securing the first sales meeting, overcoming “I’m too busy,” and getting prospects to say yes.
- [The First 90 Days Survival Plan for New Sales Reps | YouTube Live Webinar FREE](https://salesvault.pro/event/the-first-90-days-survival-plan-for-new-sales-reps/) - New to sales? Learn the 90-day survival plan to build momentum, prospect consistently, and prove progress. Free YouTube webinar—open to non-members.
- [Speedpro Exclusive: The Second 3 Most Important Selling Months of the Year](https://salesvault.pro/event/speedpro-exclusive-the-second-3-most-important-selling-months-of-the-year/) - Join in on this Speedpro exclusive and beat the summer slowdown and create momentum right into the fall. April, May, and June’s sales activities have a huge impact on sales. You are creating your summer slowdown—or lack thereof—by what you do or don’t do this month.
- [Speedpro Exclusive: How to Get Ready to Hire a Sales Rep](https://salesvault.pro/event/speedpro-exclusive-how-to-get-ready-to-hire-a-sales-rep/) - Join fellow SpeedPro Sales Vault members at this interactive workshop! This Sales Vault workshop focuses on the steps to take before placing the ad and holding the interviews. You can dramatically increase the likelihood of a successful hire by following the advice and hearing the experience of other owners. Show up and start the process that can add hundreds of thousands of additional sales dollars to your Studio.
- [Speedpro Exclusive: From Paralyzed to Productive](https://salesvault.pro/event/speedpro-exclusive-from-paralyzed-to-productive/) - Join fellow SpeedPro Sales Vault members at this interactive workshop! Stop feeling overwhelmed and start selling smarter. Learn how to protect your time, cut distractions, and stay productive every day.
- [Fuel the Fire: How to Stay Diligent, Disciplined, and Driving Forward](https://salesvault.pro/event/fuel-the-fire-how-to-stay-diligent-disciplined-and-driving-forward/) - Sales is a mental game. Learn how top reps stay focused, disciplined, and productive — and how to bounce back quickly when you lose momentum.
- [Make It Repeatable: Designing a Prospecting Process You’ll Actually Use](https://salesvault.pro/event/make-it-repeatable-designing-a-prospecting-process-youll-actually-use/) - Struggling to stay consistent with outreach? Learn how to create a repeatable, low-maintenance prospecting system that fits your sales style and delivers results.
- [What to Say and Why They Should Care: Mastering PreCall Research](https://salesvault.pro/event/what-to-say-and-why-they-should-care-mastering-precall-research/) - Don’t go into your next sales call unprepared. Discover fast, effective ways to research prospects so you can personalize your message and boost response rates.
- [Stop Chasing the Wrong People: How to Identify High-Value Prospects](https://salesvault.pro/event/stop-chasing-the-wrong-people-how-to-identify-high-value-prospects/) - Tired of chasing bad leads? Learn how to define your ideal customer, where to find them, and how to focus on prospects who are most likely to buy.
- [What Are You So Afraid Of? Conquering Sales Call Fear](https://salesvault.pro/event/what-are-you-so-afraid-of-conquering-sales-call-fear/) - Afraid to pick up the phone? This workshop helps salespeople overcome fear of rejection, fear of interrupting, and fear of being bullied on calls — with practical tools that build confidence and consistency.
- [What the Groundhog Can Teach Us About Time Management](https://salesvault.pro/event/what-the-groundhog-can-teach-us-about-time-management/) - Join Bill for a special Feb 2 Sales Vault workshop (11am ET): a repeatable time management process to boost productivity, build accountability, and sell more in less time—Groundhog Day style.
- [The Big Fish Blueprint: How to Land Larger Accounts Without Getting Intimidated](https://salesvault.pro/event/the-big-fish-blueprint-how-to-land-larger-accounts-without-getting-intimidated/) - Learn how to sell to larger accounts without intimidation. Break big prospects into clear steps, build credibility fast, and win bigger clients.
- [The Weekly Sales Plan: Think Ahead, Win Ahead](https://salesvault.pro/event/the-weekly-sales-plan-think-ahead-win-ahead/) - Create a weekly sales plan that works. Learn time-blocking, prioritization, and a simple system to stay proactive and avoid burnout.
- [The Persistence Advantage: Outwork Your Competition and Win More Deals](https://salesvault.pro/event/the-persistence-advantage-outwork-your-competition-and-win-more-deals/) - Build a smart follow-up sequence that wins deals. Learn persistence strategies, repeatable outreach, and how to outwork competitors without desperation.
- [Selling Value When the Customer Just Wants Price](https://salesvault.pro/event/selling-value-when-the-customer-just-wants-price/) - Don’t race to the bottom. This session teaches sales pros how to reframe the price conversation, demonstrate real value, and close more high-quality deals.
- [How to Sell Without Selling: The Power of Education-Based Marketing](https://salesvault.pro/event/how-to-sell-without-selling-the-power-of-education-based-marketing/) - Learn how to sell by educating—build trust, position yourself as an expert, and generate warm leads with simple LinkedIn and email content.
- [SpeedPro Exclusive: Overcoming Call Reluctance and Sales Anxiety](https://salesvault.pro/event/speedpro-exclusive-overcoming-call-reluctance-and-sales-anxiety/) - Join fellow SpeedPro Sales Vault members at this interactive workshop! Making sales calls shouldn’t feel like a panic attack. Yet for many, it does. This open, honest conversation explores the emotional side of selling—fear of rejection, perfectionism, imposter syndrome, and call reluctance. We’ll share practical techniques for building confidence, flipping your mindset, and crafting a call plan that feels authentic and doable. Perfect for new reps and seasoned pros alike.
- [Stop Quoting and Start Selling](https://salesvault.pro/event/stop-quoting-and-start-selling/) - Tired of sending out quotes with no response? Learn how to qualify better, sell smarter, and turn your quotes into real conversations — and real revenue.
- [Breaking Out of a Sales Slump](https://salesvault.pro/event/breaking-out-of-a-sales-slump/) - Lost your selling spark? Discover strategies to regain confidence, boost motivation, and get back on track when sales feel slow or stuck.
- [Creating a Prospecting Process You’ll Actually Stick To](https://salesvault.pro/event/creating-a-prospecting-process-youll-actually-stick-to/) - Struggling to stay consistent with outreach? This workshop shows you how to create a simple, repeatable sales prospecting process you can stick to — even on your busiest days.
- [“Just Checking In” Isn’t a Follow-Up Strategy](https://salesvault.pro/event/just-checking-in-isnt-a-follow-up-strategy/) - Stop getting ignored. Learn how to write follow-up emails that engage prospects, add value, and move the sale forward — without sounding desperate or generic.
- [SpeedPro Exclusive: Why they're not calling you back](https://salesvault.pro/event/speedpro-exclusive-why-theyre-not-calling-you-back/) - Join fellow SpeedPro Sales Vault members at this interactive workshop! You had a great first meeting. You sent the quote. And then… silence. In this workshop, learn why prospects go dark, how to re-engage them, and what to do differently next time to keep the conversation alive.
- [Selling with a Boss Who Doesn’t Get Sales: How to Stay Sane (and Hit Quota Anyway)](https://salesvault.pro/event/selling-with-a-boss-who-doesnt-get-sales-how-to-stay-sane-and-hit-quota-anyway/) - Learn to stay productive and hit quota even when your manager doesn’t understand sales. Manage up and sell despite dysfunction.
- [Objection Handling Mastery: What to Say When They Push Back](https://salesvault.pro/event/objection-handling-mastery-what-to-say-when-they-push-back/) - Master objection handling with proven language and roleplays tailored for print, promo, and signage sales pros.
- [From Paralyzed to Productive: Time Management for the Distracted Seller](https://salesvault.pro/event/from-paralyzed-to-productive-time-management-for-the-distracted-seller/) - Take control of your sales day with practical time management tools that protect selling hours and boost productivity.
- [The Courage to Call: Overcoming Call Reluctance and Sales Anxiety](https://salesvault.pro/event/the-courage-to-call-overcoming-call-reluctance-and-sales-anxiety/) - Conquer call reluctance, fear of rejection, and sales anxiety with actionable confidence-building techniques.
- [Motivation, Momentum & The Midweek Slump: Resetting Your Sales Mindset](https://salesvault.pro/event/motivation-momentum-the-midweek-slump-resetting-your-sales-mindset/) - Beat the midweek slump with real-world mindset tools. Learn sustainable ways to stay motivated and disciplined in sales.
- [What Would Primo Do?](https://salesvault.pro/event/what-would-primo-do/) - He’s back! Join Sales Vault favorite Ignacio “Primo” Duran for a special one-time workshop on Monday, October 20th. Learn Primo’s top sales tips, client strategies, and mindset secrets as he takes over for Bill Farquharson’s 65th birthday celebration. Don’t miss this exclusive, high-energy Zoom event.
- [SpeedPro Exclusive: Marketing Without a Marketing Department](https://salesvault.pro/event/speedpro-exclusive-marketing-without-a-marketing-department/) - Join this SpeedPro-exclusive workshop on November 5 to learn how to market your studio without a full-time marketing team. Discover real-world strategies to attract leads, boost visibility, and grow your business — even on a small budget.
- [What to Do When Business Slows Down](https://salesvault.pro/event/what-to-do-when-business-slows-down/) - Every seller hits a slow patch. In this session, you’ll explore what to focus on when orders slow down — from reactivating past customers to rebooting your marketing and outreach.
- [Why They’re Not Calling You Back](https://salesvault.pro/event/why-theyre-not-calling-you-back/) - You had a great first meeting. You sent the quote. And then… silence. In this workshop, learn why prospects go dark, how to re-engage them, and what to do differently next time to keep the conversation alive.
- [Sales Activities That Actually Move the Needle](https://salesvault.pro/event/sales-activities-that-actually-move-the-needle/) - Stop wasting time on busywork. This workshop explores what daily and weekly sales activities actually generate results — and how to prioritize them for consistent growth.
- [Selling When You’re Crazy Busy](https://salesvault.pro/event/selling-when-youre-crazy-busy/) - Busy with orders and customer service? Learn how to keep your sales pipeline full — even when you're stretched thin. Ideal for solo sellers and small business teams.
- [Fully Promoted Exclusive: "I didn't know you did that!"](https://salesvault.pro/event/fully-promoted-exclusive-i-didnt-know-you-did-that/) - Join fellow Fully Promoted Sales Vault members at this interactive workshop! When a customer says, “I didn’t know you did that,” it’s not just frustrating—it’s a lost opportunity. In this workshop, Bill Farquharson leads a tactical conversation about how to better communicate your capabilities, using consistent storytelling, educational outreach, and strategic touchpoints. Whether you’re in print, promotional products, signage, or marketing services, you’ll walk away with actionable ways to fix this costly gap and increase your share of wallet with existing clients.
- [Turning One Order Into Many](https://salesvault.pro/event/turning-one-order-into-many/) - Don’t just take the order — take the relationship. Learn how to turn small or one-time jobs into repeat business, cross-sells, referrals, and long-term growth.
- [SpeedPro Exclusive: What Buyers are Thinking (But Won't Tell You)](https://salesvault.pro/event/speedpro-exclusive-what-buyers-are-thinking-but-wont-tell-you/) - Join fellow SpeedPro Sales Vault members at this interactive workshop! Sales isn’t just about what you say—it’s about what they don’t. In this deep dive into buyer psychology, we’ll uncover the silent objections, hidden priorities, and unspoken fears that sabotage deals. You’ll learn how to spot these cues, ask better questions, and adjust your pitch on the fly to align with the decision-maker’s mindset.
- [SpeedPro Exclusive: Run the Room, Run the Deal](https://salesvault.pro/event/speedpro-exclusive-run-the-room-run-the-deal/) - Join fellow SpeedPro Sales Vault members at this interactive workshop! Learn how to lead high-impact first sales meetings that build trust, uncover buyer pain points, and set clear next steps. Perfect your discovery process and increase close rates fast.
- [Fully Promoted Exclusive: Tell Me About Your Business: Turning Conversations into Sales Gold](https://salesvault.pro/event/fully-promoted-exclusive-tell-me-about-your-business-turning-conversations-into-sales-gold/) - Join fellow Fully Promoted Sales Vault members at this interactive workshop! Too many sales calls start with a product pitch and end with a polite no. In this workshop, we’ll flip the script. You’ll learn how to lead with curiosity, ask better openers, and turn a simple “Tell me about your business” into a goldmine of sales intel. We’ll also break down how to connect what you hear to what you sell—without sounding like a salesperson.
- [Fully Promoted Exclusive: What Makes You Different?](https://salesvault.pro/event/fully-promoted-exclusive-what-makes-you-different/) - Join fellow Fully Promoted Sales Vault members at this interactive workshop! Struggling to differentiate yourself in a crowded market? Learn how to identify and communicate what makes your print, signage, or promo business stand out with this practical, interactive workshop.
- [Fully Promoted Exclusive: What Buyers Are Thinking (But Won’t Tell You)](https://salesvault.pro/event/fully-promoted-exclusive-what-buyers-are-thinking-but-wont-tell-you/) - Join fellow Fully Promoted Sales Vault members at this interactive workshop! Dive into buyer psychology to uncover what prospects really think. Learn how to read between the lines, ask strategic questions, and influence buying decisions.
- [Fully Promoted Exclusive: How to Follow Up Without Being Annoying](https://salesvault.pro/event/fully-promoted-exclusive-how-to-follow-up-without-being-annoying/) - Join fellow Fully Promoted Sales Vault members at this interactive workshop! When and how should you follow up without turning off your prospects? This session explores timing, tone, and strategy for follow-up messages that build trust and drive sales.
- [Fully Promoted Exclusive: Selling the Value, Not the Product](https://salesvault.pro/event/fully-promoted-exclusive-selling-the-value-not-the-product/) - Join fellow Fully Promoted Sales Vault members at this interactive workshop! Competing on price is a race to the bottom. This workshop teaches you how to position your value, not just your products, to close more sales and justify premium pricing.
- [Selling to Banks](https://salesvault.pro/event/selling-to-banks/) - Learn how to identify emerging trends in banking and turn insights into opportunities. Discover how to craft compelling sales pitches and reach key decision-makers with confidence. Build a repeatable sales process tailored for success in the financial sector.
- [Selling to Colleges – A Strategic Sales Workshop](https://salesvault.pro/event/selling-to-colleges-a-strategic-sales-workshop/) - Join this Sales Vault workshop on August 20, 2025, to learn how to successfully sell to colleges. Discover strategies to navigate campus bureaucracy and become a go-to vendor for print, promo, and signage.
- [How to Get More Referrals](https://salesvault.pro/event/how-to-get-more-referrals/) - Your best source of new business might be your existing clients. This workshop shows you how to ask for — and earn — referrals without sounding desperate or pushy.
- [Marketing Without a Marketing Department](https://salesvault.pro/event/marketing-without-a-marketing-department/) - No marketing department? No problem. Learn how to build awareness, generate leads, and stay top-of-mind using simple tools, smart habits, and solo strategies designed for busy salespeople and small business owners.
- [Prospecting Without Cold Calling](https://salesvault.pro/event/prospecting-without-cold-calling/) - Tired of cold calls that lead nowhere? Learn modern ways to reach new leads through warm introductions, content marketing, and value-based outreach — perfect for print and promo pros.
- [SpeedPro Exclusive Workshop: Overcoming the "Price" Objection](https://salesvault.pro/event/speedpro-exclusive-workshop-overcoming-the-price-objection/) - SPEEDPRO STUDIO EXCLUSIVE: Join fellow SpeedPro Sales Vault Members at this interactive workshop! Learn how to confidently handle one of the most common customer objections in sales: price resistance. This workshop arms you with practical rebuttals, reframing techniques, and value-driven responses that help shift the conversation from cost to benefit—so you close more deals without discounting.lions to lambs.
- [AI-Powered Selling to Colleges – Tips, Tools & Prompts to Boost Your Outreach](https://salesvault.pro/event/ai-powered-selling-to-colleges-tips-tools-prompts-to-boost-your-outreach/) - Join the August 27 Sales Vault webinar to learn how to use AI tools to enhance your sales efforts in higher education. Discover real-world prompts, strategies, and tools to connect with campus buyers and grow your client base.
- [Marketing to a Niche Without Getting Stuck in a Rut](https://salesvault.pro/event/marketing-to-a-niche-without-getting-stuck-in-a-rut/) - Focusing on a niche can help you win business — but it can also box you in. Learn how to market deeply within your niche while staying flexible enough to expand and grow.
- [How to Follow Up Without Being Annoying](https://salesvault.pro/event/how-to-follow-up-without-being-annoying/) - When and how should you follow up without turning off your prospects? This session explores timing, tone, and strategy for follow-up messages that build trust and drive sales.
- [Fully Promoted Exclusive: From Dead Leads to Warm Starts: Resurrecting Cold Accounts with AI](https://salesvault.pro/event/fully-promoted-exclusive-from-dead-leads-to-warm-starts-resurrecting-cold-accounts-with-ai/) - Join fellow Fully Promoted Sales Vault members at this interactive workshop! Don’t write off your cold accounts. Learn how to use AI tools to segment, score, and reconnect with lost prospects using personalized, data-driven outreach.
- [Fully Promoted Exclusive: Your Website, Email Signature, and LinkedIn Profile Walk into a Bar...](https://salesvault.pro/event/fully-promoted-exclusive-your-website-email-signature-and-linkedin-profile-walk-into-a-bar/) - Join fellow Fully Promoted Sales Vault members at this interactive workshop! Your website, LinkedIn, and email signature speak volumes before you do. Learn how to optimize your digital presence to make stronger first impressions and win more business.
- [What Makes You Different?](https://salesvault.pro/event/what-makes-you-different/) - Struggling to differentiate yourself in a crowded market? Learn how to identify and communicate what makes your print, signage, or promo business stand out with this practical, interactive workshop.
- [Content Creation for Non-Creatives](https://salesvault.pro/event/content-creation-for-non-creatives/) - No design degree? No problem. Discover fast, simple ways to create effective marketing content using templates, AI tools, and proven shortcuts — built for busy print and promo salespeople.
- [Fully Promoted Exclusive: Run the Room, Run the Deal](https://salesvault.pro/event/fully-promoted-exclusive-run-the-room-run-the-deal/) - Join fellow Fully Promoted Sales Vault members at this interactive workshop! Learn how to lead high-impact first sales meetings that build trust, uncover buyer pain points, and set clear next steps. Perfect your discovery process and increase close rates fast.
- [Prescription for Sales Success: Selling to Hospitals with Special Guest Peter Holden | Webinar](https://salesvault.pro/event/prescription-for-sales-success-selling-to-hospitals/) - Hospitals are one of the most complex – and potentially rewarding – verticals for print and promotional sales. In this workshop, you’ll get a strategic breakdown of the healthcare buying cycle, learn how to address compliance and vendor approval hurdles, and gain actionable tips to warm up cold calls. Whether you're new to this vertical or looking to grow your healthcare client list, this session is your prescription for success.
- [From Dead Leads to Warm Starts: Resurrecting Cold Accounts with AI](https://salesvault.pro/event/from-dead-leads-to-warm-starts-resurrecting-cold-accounts-with-ai/) - Don’t write off your cold accounts. Learn how to use AI tools to segment, score, and reconnect with lost prospects using personalized, data-driven outreach.
- [Tell Me About Your Business: Turning Conversations into Sales Gold](https://salesvault.pro/event/tell-me-about-your-business-turning-conversations-into-sales-gold/) - Discover how to spark meaningful sales conversations, ask better questions, and align solutions with buyer goals. This session will boost engagement and uncover real selling opportunities.
- [AI RX: Automating Access & Accelerating Sales in Hospitals](https://salesvault.pro/event/ai-rx-automating-access-accelerating-sales-in-hospitals/) - Take your hospital sales strategy to the next level with this advanced session on AI-powered selling. In this workshop, you’ll learn how to use ChatGPT, Perplexity, and others to simplify your pre-call research, personalize outreach, and streamline follow-ups. Whether you’re prospecting the purchasing department, a department head, or a hospital marketer, we’ll show you how AI can uncover what matters most—and how to speak directly to those priorities.
- [Run the Room, Run the Deal](https://salesvault.pro/event/the-first-sales-appointment-running-the-call-that-runs-the-deal/) - Learn how to lead high-impact first sales meetings that build trust, uncover buyer pain points, and set clear next steps. Perfect your discovery process and increase close rates fast.
- [Fully Promoted Exclusive Workshop: Overcoming the “Price” Objection](https://salesvault.pro/event/fully-promoted-exclusive-workshop-july-7-2025/) - Learn how to confidently handle one of the most common customer objections in sales: price resistance. This workshop arms you with practical rebuttals, reframing techniques, and value-driven responses that help shift the conversation from cost to benefit—so you close more deals without discounting.
- [Fully Promoted Exclusive Workshop: Identifying and Qualifying Customers](https://salesvault.pro/event/fully-promoted-exclusive-workshop-identifying-and-qualifying-customers/) - FULLY PROMOTED LOCATIONS EXCLUSIVE: Join fellow Fully Promoted Sales Vault Members at this interactive workshop! Stop wasting time chasing the wrong leads. In this session, you’ll discover a proven system to identify high-potential prospects and ask the right questions that reveal buying intent, budget, and authority—helping you focus your efforts where they’ll yield the greatest return.
- [Fully Promoted Exclusive Workshop: How to Double Your Bidding “Win” Success](https://salesvault.pro/event/fully-promoted-exclusive-workshop-how-to-double-your-bidding-win-success/) - FULLY PROMOTED LOCATIONS EXCLUSIVE: Join fellow Fully Promoted Sales Vault Members at this interactive workshop! It’s not just about quoting; it’s about standing out. This workshop teaches you how to craft bids that resonate, follow up strategically, and apply behavioral psychology to increase your close rate. Perfect for anyone who wants to turn more proposals into profit.
- [What Buyers Are Thinking (But Won’t Tell You)](https://salesvault.pro/event/what-buyers-are-thinking-but-wont-tell-you/) - Dive into buyer psychology to uncover what prospects really think. Learn how to read between the lines, ask strategic questions, and influence buying decisions.
- [Why Aren’t You Selling More? Sales Growth Strategies & AI Insights](https://salesvault.pro/event/why-arent-you-selling-more-sales-growth-strategies-ai-insights/) - Join The Sales Vault on June 17 for an AI-focused webinar that explores how artificial intelligence can help you overcome common sales challenges. From prospecting to time management, learn smart tools and real solutions to sell more, faster. $99 for non-members or free with Sales Vault membership.
- [NEW DATE/TIME: AI for Signage Sales: Tips, Tricks, and Tools That Close Deals](https://salesvault.pro/event/ai-for-signage-sales-tips-tricks-and-tools-that-close-deals-june-4/) - Learn how to integrate AI into your sign sales strategies in this live JUNE 4th workshop featuring Emma Farquharson of SharedIntel AI. $99 for non-members or free with Sales Vault membership.
- [Why Aren't You Selling More?](https://salesvault.pro/event/why-arent-you-selling-more-june-2025-workshop/) - Discover what’s standing between you and stronger sales. In this Sales Vault workshop, we’ll tackle real-world challenges like prospecting, time management, handling objections, and keeping momentum. Join us June 11th to find your answer to: Why aren’t you selling more?
- [CANCELLED & RESCHEDULED FOR JUNE 4 @ 1pm EST](https://salesvault.pro/event/ai-for-signage-sales-tips-tricks-and-tools-that-close-deals/) - Learn how to integrate AI into your sign sales strategies in this live May 28th workshop featuring Emma Farquharson of SharedIntel AI. $99 for non-members or free with Sales Vault membership.
- [From Cold to Warm: How to Open More Doors (Tues 11am ET)](https://salesvault.pro/event/from-cold-to-warm-how-to-open-more-doors/) - Tired of cold calls that go nowhere? Learn practical ways to turn cold leads into warm introductions using email, LinkedIn, and smart outreach. Perfect for B2B sales pros.
- [Bill Says Marketing is the New Sales. So, Why Aren’t You Doing It?](https://salesvault.pro/event/bill-says-marketing-is-the-new-sales-so-why-arent-you-doing-it/) - Discover the hidden reasons why sales professionals avoid marketing — and simple strategies to overcome them. Ideal for print, promo, and signage sellers looking to stay top-of-mind.
- [Sales and Marketing for Customer Retention (Not Just Acquisition)](https://salesvault.pro/event/sales-and-marketing-for-customer-retention-not-just-acquisition/) - Retention is the new acquisition. Learn creative ways to market to existing customers, drive repeat sales, and build long-term loyalty in print, promo, and signage businesses.
- [Selling the Value, Not the Product](https://salesvault.pro/event/selling-the-value-not-the-product/) - Competing on price is a race to the bottom. This workshop teaches you how to position your value, not just your products, to close more sales and justify premium pricing.
- [Your Website, Email Signature, and LinkedIn Profile Walk into a Bar...](https://salesvault.pro/event/your-website-email-signature-and-linkedin-profile-walk-into-a-bar/) - Your website, LinkedIn, and email signature speak volumes before you do. Learn how to optimize your digital presence to make stronger first impressions and win more business.
- [Fully Promoted Exclusive Workshop: Overcoming Sales Fear](https://salesvault.pro/event/overcoming-sales-fear/) - FULLY PROMOTED LOCATIONS EXCLUSIVE: Join fellow Fully Promoted Sales Vault Members at this interactive workshop! Sales reluctance is real—and it's costing you opportunities. In this exclusive workshop for Fully Promoted locations, we’ll confront the most common fears that hold salespeople back: fear of rejection, fear of failure, fear of sounding “salesy,” and more. You’ll walk away with practical strategies to build confidence, start more conversations, and approach every sales interaction with a winning mindset. Let’s turn hesitation into action—and fear into fuel for growth.
- [Fully Promoted Exclusive Workshop: That Nuisance Customer](https://salesvault.pro/event/that-nuisance-customer-fully-promoted-june-3/) - Slow payers. Know-it-all's. Nit pickers. Perennial price shoppers...The nuisance customer earns his/her label every day. Some feel they've become the norm and not the exception. Let's talk about how to identify, head off, and deal with these clients and turn them from lions to lambs.
- [SpeedPro Exclusive Workshop: That Nuisance Customer](https://salesvault.pro/event/that-nuisance-customer-speedpro-july-1/) - SPEEDPRO STUDIO EXCLUSIVE: Join fellow SpeedPro Sales Vault Members at this interactive workshop! Slow payers. Know-it-all's. Nit pickers. Perennial price shoppers...The nuisance customer earns his/her label every day. Some feel they've become the norm and not the exception. Let's talk about how to identify, head off, and deal with these clients and turn them from lions to lambs.
- [The Power of the First 30 Days: Marketing to New Clients After the Sale](https://salesvault.pro/event/the-power-of-the-first-30-days-marketing-to-new-clients-after-the-sale/) - Most reps stop marketing once the first order lands—but that’s when the real opportunity begins. Learn how to create a “wow” experience during the first 30 days that builds loyalty and sets you apart.
- [Selling Without Selling: Using Education as Your Secret Marketing Weapon](https://salesvault.pro/event/selling-without-selling-using-education-as-your-secret-marketing-weapon/) - Nobody wants to be pitched, but everyone wants to learn. Discover how to become the expert clients turn to by creating helpful, relevant content that sparks new conversations and sales.
- [Humans vs. AI: How to Keep Your Marketing Personal in an Automated World](https://salesvault.pro/event/humans-vs-ai-how-to-keep-your-marketing-personal-in-an-automated-world/) - Striking the right balance between AI automation and personal connection is key. In this workshop, we explore how to keep your sales and marketing authentic—even with tools like ChatGPT in the mix.
- [Campaigns That Keep On Giving: How to Build a Repeatable 12-Week Marketing Plan](https://salesvault.pro/event/campaigns-that-keep-on-giving-how-to-build-a-repeatable-12-week-marketing-plan/) - Random acts of marketing don’t work. Join us to create a structured 12-week plan you can repeat, refine, and scale—without burning out.
- [Sign Language for Sales Reps: Talk the Talk, Sell the Sign](https://salesvault.pro/event/sign-language-for-sales-reps-talk-the-talk-sell-the-sign/) - Join Bill Farquharson and The Sales Vault on May 20th for a tactical workshop designed to help sales reps boost signage sales. Learn how to speak your customer’s language, uncover hidden signage opportunities, and close more profitable deals. Register now!
- [SpeedPro Owner Exclusive: What Sets You Apart?](https://salesvault.pro/event/speedpro-owner-exclusive-what-sets-you-apart/) - SPEEDPRO OWNER EXCLUSIVE: Join fellow SpeedPro owners at this interactive workshop. In today’s competitive landscape, blending in is the fastest path to being overlooked. This high-impact workshop is designed specifically for SpeedPro Studio owners who want to stand out in a crowded market. We’ll explore how to uncover and articulate what makes your studio unique—and how to turn that into a powerful sales and marketing advantage. Walk away with actionable strategies to position your brand, attract the right clients, and win more business by being unmistakably you. Join us and discover how differentiation isn’t just a buzzword—it’s your superpower.
- [SpeedPro Owner Exclusive: Seasonal Selling Mastery: Maximizing Impact Year Round](https://salesvault.pro/event/speedpro-owner-exclusive-seasonal-selling-mastery-maximizing-impact-year-round/) - SPEEDPRO OWNER EXCLUSIVE: Join fellow SpeedPro owners at this interactive workshop. Every season brings new opportunities to connect with customers—are you ready to take advantage? In “Seasonal Selling Mastery: Maximizing Impact Year-Round,” discover how to create targeted campaigns for holidays, industry events, and other timely occasions. Tailored for SpeedPro Owners, this workshop offers actionable insights into crafting personalized promotions, timely offers, and creative marketing materials that resonate with your audience. Join us to make every season your most profitable one yet!
- [Smarter Sales: Using AI to Power a More Efficient, Effective Sales Process](https://salesvault.pro/event/smarter-sales-using-ai-to-power-a-more-efficient-effective-sales-process/) - Learn how to integrate AI into your sales process in this live April 29 workshop featuring Emma Farquharson of SharedIntel AI. $99 for non-members or free with Sales Vault membership.
- [Sales by Design: Creating a Process That Wins New Business and Grows Existing Accounts](https://salesvault.pro/event/sales-by-design-creating-a-process-that-wins-new-business-and-grows-existing-accounts/) - Join Bill Farquharson's Sales by Design workshop and learn how to create a repeatable, customizable sales process to win new business and grow existing accounts. Perfect for print, promo, signage & label pros.
- [I Didn’t Know You Did That!](https://salesvault.pro/event/i-didnt-know-you-did-that/) - Many customers don’t know your full product range. Learn how to showcase your capabilities, promote your full offering, and win back business that’s going elsewhere—without sounding salesy.
- [Marketing that Actually Works: Simple Ideas for Busy Shops](https://salesvault.pro/event/marketing-that-actually-works-simple-ideas-for-busy-shops/) - Discover easy, proven marketing tactics for busy print and promo businesses. Learn how to use your own products, seasonal campaigns, and smart content to attract and retain more customers with less effort.
- [The Loyalty Ladder: Turning One-Time Buyers into Lifelong Clients](https://salesvault.pro/event/the-loyalty-ladder-turning-one-time-buyers-into-lifelong-clients/) - Learn how to increase repeat business and customer loyalty in the print and promotional products space. Explore practical tips for building lasting relationships and driving more revenue from your existing customer base.
- [From Order Taker to Opportunity Maker](https://salesvault.pro/event/from-order-taker-to-opportunity-maker-how-to-spot-create-and-close-bigger-deals/) - Learn how to move beyond transactional selling and identify upsell and cross-sell opportunities in print, signage, and promotional products. Discover practical sales strategies that turn everyday orders into strategic wins.
- [SpeedPro Owner Exclusive: The Future of Content Marketing](https://salesvault.pro/event/speedpro-owner-exclusive-the-future-of-content-marketing/) - SPEEDPRO OWNER EXCLUSIVE: Join fellow SpeedPro owners at this interactive workshop on the future of content marketing where we'll discuss emerging content formats (e.g., short-form video, interactive content, podcasts) that marketers should invest in. Join us to discuss strategies for content repurposing and maximizing the value of existing assets.
- [AI and New Business Development: Winning More Clients in Print, Signage, and Promo](https://salesvault.pro/event/ai-and-new-business-development-winning-more-clients-in-print-signage-and-promo/) - Discover how AI-driven prospecting, automated research, and personalized outreach can fuel new business growth in the print, signage, and promo industries. Join our webinar for actionable insights on winning more clients efficiently.
- [Mastering New Business Development: Proven Strategies for Print, Signage, and Promo Sales](https://salesvault.pro/event/mastering-new-business-development-proven-strategies-for-print-signage-and-promo-sales/) - Unlock proven prospecting, networking, and referral strategies to grow your sales pipeline in print, signage, and promo. Join our March 17 workshop for actionable tactics that drive real results.
- [February 2025 Wrap-up: Additional Lead Gen Resources](https://salesvault.pro/event/february-2025-wrap-up-additional-lead-gen-resources/) - As we wrap up the February 2025 unit on Lead Generation, you'll find additional resources here to help you identify the right target market to get more leads! Get More Resources
- [SpeedPro Owner Exclusive: Making Initial Contact and Maintaining Relationships](https://salesvault.pro/event/making-initial-contact-and-maintaining-relationships/) - Join fellow SpeedPro owners at this interactive workshop on making initial contact and maintaining relationships. Back in the day, connecting with customers was not this hard. What’s more, we had enough face time to form lasting relationships. Today, everything is different. But there is still a way to create a bond with a customer. This
- [What You Should Be Doing (But Aren’t): Essential Tasks for Managing and Growing Your Business](https://salesvault.pro/event/what-you-should-be-doing-but-arent-essential-tasks-for-managing-and-growing-your-business/) - Are you overlooking key tasks that drive business growth? Join Sales Vault’s March 24 workshop to uncover essential strategies for customer retention, sales growth, and business management in the print, signage, and promo industry.
- [Getting the Meeting: How to Give Clients a Reason to Say Yes](https://salesvault.pro/event/getting-the-meeting-how-to-give-clients-a-reason-to-say-yes/) - Struggling to book meetings with print, signage, and promo clients? Join Sales Vault’s live workshop on March 3 to learn how to position yourself as a strategic partner, craft compelling invitations, and secure more sales meetings.
- [Charting the Path Forward – Essential Questions for Growth](https://salesvault.pro/event/charting-the-path-forward-essential-questions-for-growth/) - Want to grow your print, signage, or promotional products business? Join Sales Vault’s March 17 workshop to assess your market position, uncover opportunities, and build a strategy for long-term success.
- [Overcoming Objections – What Clients Say (and What They Don’t)](https://salesvault.pro/event/overcoming-objections-what-clients-say-and-what-they-dont/) - Client objections—spoken and unspoken—stand between you and the sale. Join the March 10 Sales Vault workshop to master objection-handling strategies that help print, signage, and promo sales pros turn hesitation into sales.
- [Why Aren’t You Selling More?](https://salesvault.pro/event/why-arent-you-selling-more/) - Struggling to increase sales? In this interactive workshop on March 31, uncover what’s holding you back—whether it’s lead generation, pricing, time management, or client retention—and learn how to sell more effectively.
- [AI and Lead Generation: Supercharge Your Prospecting](https://salesvault.pro/event/ai-and-lead-generation-supercharge-your-prospecting/) - Harness the power of AI to transform your sales game! At this Sales Vault members-only event, discover high-efficiency tactics to uncover top prospects in print, sign, and promo. Join us and stay at the cutting edge of lead-gen innovation.
- [Prep for Feb. 19 Workshop - Download Lead Gen Worksheet](https://salesvault.pro/event/prep-for-feb-19-workshop-download-lead-gen-worksheet/) - New business is the key to sustained success. This Lead Generation Worksheet, designed as prep for the February 19th workshop “Find Your Next Best Customer, will help you evaluate your current lead-gen efforts, identify areas for improvement, and prepare a plan to attract high-quality prospects. Download the worksheet now and get ready to grow your
- [Find Your Next Best Customer: Innovative Lead-Gen Strategies](https://salesvault.pro/event/find-your-next-best-customer-innovative-lead-gen-strategies/) - Don't miss this exclusive Sales Vault workshop on February 19 at 1pm ET featuring innovative lead-generation tactics tailored for print and signage sales professionals. Discover how to sharpen your target market focus and land higher-value clients. Join The Sales Vault for access.
- [AI & Time Management: The Ideal Sales Day](https://salesvault.pro/event/ai-time-management-january-2025/) - Join our one-hour workshop on January 28 to uncover AI-driven time management strategies tailored for print, signage, promo item, label, and packaging sales professionals. Free for Sales Vault members or $99 for non-members.
- [The Marketing Workshop: Understand the Competition](https://salesvault.pro/event/understand-the-competition/) - Gain a competitive edge by analyzing your rivals' strengths, weaknesses, and vulnerabilities. Learn how to identify opportunities and craft strategies that set you apart. This session equips you with the insights needed to outmaneuver the competition and win more deals.
- [Selling the Value: Highlighting the Benefits of Print, Signage, and Promo Products](https://salesvault.pro/event/selling-the-value-highlighting-the-benefits-of-print-signage-and-promo-products/) - Join the Sales Vault’s February 24 workshop to master the art of selling the value of print and signage. Not a member? Sign up today to access this session and more.
- [Marketing Smarter: Budget-Conscious Strategies for Big Impact](https://salesvault.pro/event/marketing-smarter-budget-conscious-strategies-for-big-impact/) - Join in on our February 18 marketing workshop to learn budget-conscious marketing strategies for print, signage, and promotional products. Not a Sales Vault member? Join today for exclusive workshop access.
- [Seasonal Selling Mastery: Maximizing Impact Year-Round](https://salesvault.pro/event/seasonal-selling-mastery-maximizing-impact-year-round/) - Join the Sales Vault’s February 10, 2025 workshop to learn how to leverage seasonal trends for impactful marketing. Not a member? Sign up today for exclusive access to this session and more.
- [Storytelling That Sells: Creating Case Studies That Convert](https://salesvault.pro/event/storytelling-that-sells-creating-case-studies-that-convert/) - Learn how to craft compelling case studies that build trust and win clients in the Sales Vault's exclusive February 3, 2025 marketing workshop. Not a member? Join today to access this session and more.
- [The Marketing Workshop: Know Thy Client](https://salesvault.pro/event/know-thy-client/) - Deepen your client relationships by understanding their goals, challenges, and future direction. Learn effective research techniques to uncover what drives your clients and how to align your approach with their needs. This session empowers you to sell smarter and build lasting partnerships.
- [The Marketing Workshop: Think Ahead, Get Ahead](https://salesvault.pro/event/think-ahead-get-ahead/) - Master the art of proactive marketing by designing campaigns 90 days in advance. Learn how to pitch forward-thinking strategies that align with your clients’ goals. This session helps you stay ahead of trends and close deals with confidence.
- [The Marketing Workshop: Evolve Your Customer Base](https://salesvault.pro/event/evolve-your-customer-base-january-2025/) - Discover how to analyze the lifespan of your clients and identify when to evolve your customer base. Learn strategies to phase out unprofitable relationships and attract higher-value clients. This session equips you with tools to refine your customer portfolio for long-term success.
- [AI and Sales: Back to the Future — A 2025 Guide for Print, Signage, and Promotional Sales Success](https://salesvault.pro/event/ai-and-sales-back-to-the-future/) - Supercharge your 2025 sales strategy with a unique blend of time-tested fundamentals and next-generation AI insights. In this exclusive, two-hour intensive, you’ll discover how to identify premium prospects, deliver compelling messages, and automate your processes to maximize efficiency and profits. Guided by sales expert Bill Farquharson and AI expert Dr. Emma Farquharson, you’ll learn actionable tactics to dominate your market—so you can stop wasting time and start winning more business at better margins. Don’t miss this chance to future-proof your sales success.
- [Prepare this week for Jan. 22 Workshop: Sell More Work Less](https://salesvault.pro/event/prepare-this-week-for-jan-22-workshop-sell-more-work-less/) - A reminder: Download the instructions and worksheet, work through the steps within and join us for the January 22 Live Workshop. Get the details and RSVP for January 22 Live Workshop Instructions Worksheet [PDF] Download Word Doc [Editable]
- [Sell 50% More, Work 50% Less Interactive Workshop](https://salesvault.pro/event/sell-50-more-work-50-less/) - Double your sales results without extra effort. Join Bill Farquharson’s January 22 workshop for proven time management and sales-boosting techniques.
- [10 Keys to Mastering Your Time | Video Tips](https://salesvault.pro/event/10-keys-to-mastering-your-time/) - Learn how to optimize every minute of your selling day. Discover Bill Farquharson’s top 10 time management tips, from strategic planning to smart delegation, and boost your productivity through The Sales Vault.
- [The Marketing Workshop: Networking with Purpose—Transform Conversations into Clients](https://salesvault.pro/event/the-marketing-workshop-december-30/) - Learn to network effectively, turn contacts into clients, and stand out as a trusted resource in this workshop with Bill Farquharson.
- [The Marketing Workshop: Stand Out in Your Market and Master Your Unique Value Proposition](https://salesvault.pro/event/stand-out-in-your-market-mastering-your-unique-value-proposition/) - Learn to define your unique selling proposition and stand out. Join Bill Farquharson’s December 23 workshop for print, signage, and packaging pros.
- [Kick Off 2025 Strong: Build Your Q1 Sales Plan](https://salesvault.pro/event/kick-off-2025-strong-build-your-q1-sales-plan/) - Build a focused, actionable sales plan for Q1 2025 in this special new year focused workshop with Bill Farquharson.
- [The Marketing Workshop: I Didn’t Know You Did That: Showcase Your Full Potential](https://salesvault.pro/event/the-marketing-workshop-december-16/) - Join the December 16 exclusive Sales Vault workshop to learn how to showcase your full range of services and boost customer engagement. Not a member? Sign up today for this and more benefits.
- [The Marketing Workshop: Customer Loyalty Unlocked: Marketing that Brings Them Back](https://salesvault.pro/event/the-marketing-workshop-december-9/) - Build lasting connections with your customers by creating marketing that nurtures loyalty. Learn proven strategies in this must-attend workshop for sales and marketing professionals.
- [The Marketing Workshop | Showcasing Your Superpower: Marketing with Print and Signage](https://salesvault.pro/event/the-marketing-workshop-december-2/) - Are you truly showcasing the magic of your products in your marketing? This workshop reveals how to turn your print and signage into powerful marketing tools that inspire and win over customers.
- [The Elite Edge: Strategies for Sales Success](https://salesvault.pro/event/the-elite-edge-strategies-for-sales-success/) - Join Bill Farquharson and a group of high-performing sales professionals to explore the most effective strategies for prospecting, relationship-building, closing deals, and fostering long-term client loyalty.
- ["New-to-Sales": The Key to Sales Success: Master the Ultimate Skill](https://salesvault.pro/event/new-to-sales-workshop-december-18/) - Discover the one skill every successful salesperson needs. Join this interactive workshop and take your sales career to the next level.
- ["New-to-Sales": Prospecting Like a Pro: Boost Your Pipeline Success](https://salesvault.pro/event/new-to-sales-workshop-december-11/) - Take control of your sales pipeline with proven techniques for prospecting and lead-generation - identify high-quality leads, master outreach, and keep your pipeline thriving.
- ["New-to-Sales": Elevate Your Sales Game: Mastering Consultative Selling](https://salesvault.pro/event/new-to-sales-workshop-december-4/) - Unlock the secret to becoming a trusted advisor and learn how to build stronger relationships, drive higher-value sales, and grow your business—one client at a time.
- [Sales Anxiety? Break Through the Fear and Thrive](https://salesvault.pro/event/sales-anxiety-break-through-the-fear-and-thrive/) - Sales doesn’t have to be scary. Learn how to overcome sales anxiety and build strategies that work for you. Join this empowering workshop!
- ["New-to-Sales" Workshop: How long do I have to wait for success?](https://salesvault.pro/event/new-to-sales-workshop-november-20/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- [The Marketing Workshop: Connecting with that Elusive Prospect](https://salesvault.pro/event/the-marketing-workshop-connecting-with-that-elusive-prospect/) - Unlock the secrets to LinkedIn success in our upcoming Sales Vault members-only workshop. Connect with peers, discover fresh content ideas, and craft engaging stories to showcase your print shop’s unique capabilities. Whether you're new to LinkedIn or refining your strategy, this is your chance to learn proven tactics, build visibility, and attract new business. Reserve your spot and gain actionable strategies to set your business apart on LinkedIn!
- [The Marketing Workshop: Boosting Business Through LinkedIn](https://salesvault.pro/event/the-marketing-workshop-november-25-2024/) - Unlock the secrets to LinkedIn success in our upcoming Sales Vault members-only workshop. Connect with peers, discover fresh content ideas, and craft engaging stories to showcase your print shop’s unique capabilities. Whether you're new to LinkedIn or refining your strategy, this is your chance to learn proven tactics, build visibility, and attract new business. Reserve your spot and gain actionable strategies to set your business apart on LinkedIn!
- [Selling Promotional Products and Branded Apparel](https://salesvault.pro/event/selling-promotional-products-and-branded-apparel/) - Ready to grow your profits with promotional products and branded apparel? Join Bill Farquharson’s Sales Vault workshop on November 5 to discover effective sales strategies, marketing tips, and new opportunities in the promo industry. Let’s unlock your promo potential together, Vault-style!
- [Overcoming Objections and Beating Voice Mail](https://salesvault.pro/event/overcoming-objections-and-beating-voice-mail/) - Sales, it is said, begins with “no.” Objections and voice mail are all about no: No, your price is too high. No, you can’t speak with that prospect. No, we already have a vendor. In this special double-topic workshop, you will learn how to anticipate and overcome sales objections and then turn voice mail into your best friend.
- [Post-Purchase Prospecting](https://salesvault.pro/event/post-purchase-prospecting/) - It takes hard work to open a new account. Once they become a client, it is common practice to move on to other opportunities. But, hold on. There is still some work to do. After the sale is made, you need to onboard that new client while looking for ways to get that second, third, and fourth order from them. This workshop begins with that moment when you bring on a new customer. Where it ends is up to you.
- ["New-to-Sales" Workshop: Sales Process Optimization](https://salesvault.pro/event/new-to-sales-workshop-november-6/) - Ready to streamline your sales process? Join Bill Farquharson on November 6, 2024, for a discussion on creating an efficient step-by-step approach that takes you from lead to satisfied customer.
- [The Marketing Workshop: The Future of Content Marketing](https://salesvault.pro/event/the-marketing-workshop-november-4/) - Content marketing is evolving fast. Join Bill Farquharson on November 4, 2024, for an engaging workshop on how AI is shaping the future of content creation and delivery, and discover time-saving strategies to stay ahead.
- ["New-to-Sales" Workshop: Competitive Differentiation](https://salesvault.pro/event/new-to-sales-workshop-october-30/) - What sets you apart from the competition? Join Bill Farquharson on October 30, 2024, to discover strategies for creating real separation from competitors and standing out to your clients.
- [The Marketing Workshop: Building a Loyalty Program](https://salesvault.pro/event/the-marketing-workshop-october-28/) - How can you increase customer loyalty? Join Bill Farquharson on October 28, 2024, to explore strategies for building a loyalty program that taps into your existing client base and boosts sales.
- ["New-to-Sales" Workshop: Making the Internal Sale (Getting Ahead with Co-workers)](https://salesvault.pro/event/new-to-sales-workshop-october-23/) - Struggling to connect with your co-workers? Join Bill Farquharson on October 23, 2024, for a discussion on how to strengthen relationships with your CSR and Production teams, just like you would with a client.
- [The Marketing Workshop: The Role of AI in Marketing](https://salesvault.pro/event/the-marketing-workshop-october-21/) - How can AI revolutionize your marketing efforts? Join Bill Farquharson on October 21, 2024, to uncover the benefits of AI and how it can enhance your marketing strategies. Perfect for sales reps in print, promo, and signage.
- ["New-to-Sales" Workshop: Building Long-Term Client Relationships](https://salesvault.pro/event/new-to-sales-workshop-october-16/) - In sales, building relationships with clients is key. Join Bill Farquharson on October 16, 2024, for a discussion on creating long-term client connections in today’s virtual world. Perfect for new sales reps!
- [The Marketing Workshop: What’s Stopping You From Running a Marketing Campaign?](https://salesvault.pro/event/the-marketing-workshop-october-14/) - Are you struggling to start a marketing campaign? Join Bill Farquharson on October 14, 2024, for an interactive discussion that tackles the roadblocks holding you back from marketing success.
- [The Marketing Workshop: Tracking Marketing Success](https://salesvault.pro/event/the-marketing-workshop-october-7/) - Discover how to measure the effectiveness of your marketing efforts in this interactive workshop led by Bill Farquharson. Collaborate with industry peers and gain expert insights on what it means to achieve marketing success.
- ["New-to-Sales" Workshop: Solve the Problem, Earn the Order](https://salesvault.pro/event/new-to-sales-workshop-october-9/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- ["New-to-Sales" Workshop: The 4 Keys to Sales Success](https://salesvault.pro/event/new-to-sales-workshop-october-2/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- [The Marketing Workshop: Choosing the Right Medium](https://salesvault.pro/event/the-marketing-workshop-september-30/) - Join your fellow Sales Vault Insiders for this general conversation about marketing (both company-wide and personal). Gain ideas, insight, and inspiration from others who have found effective methods to reach new customers using social channels.
- ["New-to-Sales" Workshop: Handling Objections](https://salesvault.pro/event/new-to-sales-workshop-september-25/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- [Selling to Banks](https://salesvault.pro/event/selling-to-banks-october-2024/) - Even before the pandemic, banks were experiencing a radical change in every part of their business model. With fewer branches they have less face-to-face contact with their existing customers and must seek new ways to not only expand service offerings within current clients but also pull in new business.
- [Motivation, fatigue, burnout and how to reset](https://salesvault.pro/event/motivation-fatigue-burnout-and-how-to-reset-october-2024/) - Job burnout has gotten a lot of attention in the last 3 years. In this workshop, we will discuss ideas and tactics for managing the energy you bring to your job. Creativity, work ethic, time management, and balance are all factors in this pursuit and your input is welcome.
- [How to Create a Well-Rounded Sales Strategy](https://salesvault.pro/event/how-to-create-a-well-rounded-sales-strategy/) - New sales reps start out in search of any client. Got a pulse and a checkbook? You are my target market! But over time, we learn who our client is and who our client isn’t. This workshop looks at the endgame and helps you find the right balance of customers.
- [Better Communication: What to Write, What to Say](https://salesvault.pro/event/better-communication-what-to-write-what-to-say-sept-2024/) - Steve Martin once said, “Some people have a way with words. Others not have way.” How are your sales communications skills? This Sales Vault exclusive covers letters, email messages, and voice mail techniques for several selling situations.
- [Selling to Different Personalities](https://salesvault.pro/event/selling-to-different-personalities-october-2024/) - When you are selling to someone you’ve never met before, you need to quickly determine how to communicate with that person. That requires figuring them out. Fast. This workshop will teach you how to identify and speak to four different personality types.
- [Owners Workshop | "Google Business Profile Mastery: Elevate Your Local Presence"](https://salesvault.pro/event/owners-workshop-google-business-profile-mastery-elevate-your-local-presence/) - This workshop is for owners only. Join us for a hands-on workshop designed to help local business owners take full control of their Google Business Profiles. Learn the latest tips and strategies to optimize your profile, boost local search visibility, and attract more customers. From setting up your profile correctly to leveraging features like posts,
- [Sales and AI: More on "The ChatGPT Sales Playbook" with guest host Linda Bishop](https://salesvault.pro/event/sales-and-ai-more-on-the-chatgpt-sales-playbook-with-guest-host-linda-bishop/) - This is the third in a series of Vault workshops aimed at learning how to harness the power of ChatGPT as a sales rep. Make sure you watch replays of the first two in order to make the most of this installment.
- [Effective Sales Presentations](https://salesvault.pro/event/effective-sales-presentations-september-2024/) - You did it! You got the appointment! Congratulations…now what? Securing face-time with the client is only the beginning. Mishandle this next step and it will all be for naught. This program teaches how to prepare and run an impactful sales presentation and includes critical steps to avoid being ghosted afterward.
- [How to Create an Effective Prospecting Process](https://salesvault.pro/event/how-to-create-an-effective-prospecting-process-sept-2024/) - Nine out of ten salespeople do not have a step-by-step, week by week prospecting process to follow. They seek new business only when they needed and stop the process soon after starting. After this workshop, you will be in the 10% with a plan to follow.
- [Innovative Lead Sources](https://salesvault.pro/event/innovative-lead-sources-sept-2024/) - Sure, you could buy a list of companies and do the old fashion “Dial-for-Dollars” routine. Maybe you prefer waiting for your phone to ring. If you want new business, you need new and innovative sources to find the best possible prospects. This workshop will help. Advanced Questions Where do you find your best leads now?
- [The Art of Attraction: How You and Your Company Can Become a Sales Magnet (with Paula Fargo)](https://salesvault.pro/event/the-art-of-attraction-how-you-and-your-company-can-become-a-sales-magnet-with-paula-fargo/) - Exclusive to Selling Owners, please. As a consumer, there are some stores you favor. There’s just something about them; something …positive. Imagine if customers felt the same about you and your company. Paula Fargo recently sold her Baltimore-based print shop, Curry Printing. Part of what she sold was the outstanding reputation she built. In this
- ["New-to-Sales" Workshop](https://salesvault.pro/event/new-to-sales-workshop-september-4/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- ["New-to-Sales" Workshop](https://salesvault.pro/event/new-to-sales-workshop-august-28/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- ["New-to-Sales" Workshop](https://salesvault.pro/event/new-to-sales-workshop-august-21/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- ["New-to-Sales" Workshop](https://salesvault.pro/event/new-to-sales-workshop-august-14/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- ["New-to-Sales" Workshop](https://salesvault.pro/event/new-to-sales-workshop-september-11/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- ["New-to-Sales" Workshop](https://salesvault.pro/event/new-to-sales-workshop-september-18/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- ["New-to-Sales" Workshop](https://salesvault.pro/event/new-to-sales-workshop-november-13/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- ["New-to-Sales" Workshop](https://salesvault.pro/event/new-to-sales-workshop-november-27/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- ["New-to-Sales" Workshop](https://salesvault.pro/event/new-to-sales-workshop-august-7/) - This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- [The Marketing Workshop](https://salesvault.pro/event/the-marketing-workshop-november-11/) - Join your fellow Sales Vault Insiders for this general conversation about marketing (both company-wide and personal). Gain ideas, insight, and inspiration from others who have found effective methods to reach new customers using social channels.
- [The Marketing Workshop](https://salesvault.pro/event/the-marketing-workshop-july-29/) - Join your fellow Sales Vault Insiders for this general conversation about marketing (both company-wide and personal). Gain ideas, insight, and inspiration from others who have found effective methods to reach new customers using social channels.
- [The Marketing Workshop](https://salesvault.pro/event/the-marketing-workshop-august-5/) - Join your fellow Sales Vault Insiders for this general conversation about marketing (both company-wide and personal). Gain ideas, insight, and inspiration from others who have found effective methods to reach new customers using social channels.
- [The Marketing Workshop](https://salesvault.pro/event/the-marketing-workshop-august-12/) - Join your fellow Sales Vault Insiders for this general conversation about marketing (both company-wide and personal). Gain ideas, insight, and inspiration from others who have found effective methods to reach new customers using social channels.
- [The Marketing Workshop](https://salesvault.pro/event/the-marketing-workshop-august-19/) - Join your fellow Sales Vault Insiders for this general conversation about marketing (both company-wide and personal). Gain ideas, insight, and inspiration from others who have found effective methods to reach new customers using social channels.
- [The Marketing Workshop](https://salesvault.pro/event/the-marketing-workshop-august-26/) - Join your fellow Sales Vault Insiders for this general conversation about marketing (both company-wide and personal). Gain ideas, insight, and inspiration from others who have found effective methods to reach new customers using social channels.
- [The Marketing Workshop](https://salesvault.pro/event/the-marketing-workshop-september-2/) - Join your fellow Sales Vault Insiders for this general conversation about marketing (both company-wide and personal). Gain ideas, insight, and inspiration from others who have found effective methods to reach new customers using social channels.
- [The Marketing Workshop](https://salesvault.pro/event/the-marketing-workshop-september-23/) - Join your fellow Sales Vault Insiders for this general conversation about marketing (both company-wide and personal). Gain ideas, insight, and inspiration from others who have found effective methods to reach new customers using social channels.
- [The Marketing Workshop](https://salesvault.pro/event/the-marketing-workshop-september-16/) - Join your fellow Sales Vault Insiders for this general conversation about marketing (both company-wide and personal). Gain ideas, insight, and inspiration from others who have found effective methods to reach new customers using social channels.
- [The Marketing Workshop](https://salesvault.pro/event/the-marketing-workshop-september-9/) - Join your fellow Sales Vault Insiders for this general conversation about marketing (both company-wide and personal). Gain ideas, insight, and inspiration from others who have found effective methods to reach new customers using social channels.
- [Pre-Call Research: Gaining Access to Power](https://salesvault.pro/event/pre-call-research-gaining-access-to-power-august-2024/) - If you are looking to get into a price-based conversation, this is not the workshop for you. If, however, you prefer selling solutions and naming your price, you might want to check this one out.
- [Time Management Basics](https://salesvault.pro/event/time-management-basics-august-2024/) - As you become more successful as a sales rep, something ironic happens: The more successful you become, the less selling time you have to become even more successful! This program will help you get organized, increase your sales efficiency, and follow some basic rules of time management.
- [Negotiating and Closing](https://salesvault.pro/event/negotiating-and-closing-august-2024/) - A price is submitted to a new client but they respond with, “Your price is too high?” What should you do? A big reorder is coming up with an existing account and you learn they are bidding it out. How do you circumvent that process and close the deal now? Today we will talk about
- [What Buyers and Decision Makers Want](https://salesvault.pro/event/what-buyers-and-decision-makers-want/) - Wouldn’t it be great if we could read minds? Imagine what we might learn. This Vault workshop will help understand two important contacts: Buyers and Decision-Makers. Come learn and share what you know on the topic.
- [Sales Talk [No Sales Talk This Week!]](https://salesvault.pro/event/sales-talk-2-3-4-2-2/) - Got a sales challenge? Stuck on a problem? Need ideas for a sales situation? Join Bill and your peers for Sales Talk, a weekly workshop where participants bring a sales challenge for peer input.
- [That Nuisance Customer [Note: Thursday this week]](https://salesvault.pro/event/that-nuisance-customer-july-2024/) - “I need to place an order, but I don’t know what I want or how many. The only thing I know is I need them in a hurry.” Ah, yes, the nuisance customer. We love new revenue streams and annuities but not the work it takes to get there. Let’s talk about deciding whom to work with, identifying red flags, and then how to handle it when turning the work away is the best choice.
- [Staying Organized](https://salesvault.pro/event/selling-in-chaos-staying-organized-july-2024/) - While every day has the potential to be busy, we all run up against those times when the chaos flows into the next day and then the next. The good news is, you are busy with a lot of orders. But the challenge of keeping ahead of it all can be overwhelming, especially when trying
- [Vertical Markets: Selling to Hospitals](https://salesvault.pro/event/vertical-markets-selling-to-hospitals-july-2024/) - Perhaps no other vertical market has seen more disruption than healthcare. Hospitals went from business as usual to anything but and now try to get back to normal. Where are the opportunities for you to help? This program gives the answers.
- [Diligence and Determination](https://salesvault.pro/event/diligence-and-determination-july-2024/) - Sales success is due in large part to persistence. But there is a lot talk about here since making those calls is part numbers game and part motivation. Let’s talk about the drive and diligence it takes to succeed.
- [Sales Talk](https://salesvault.pro/event/sales-talk-2-3-4-2/2024-06-12/) - Got a sales challenge? Stuck on a problem? Need ideas for a sales situation? Join Bill and your peers for Sales Talk, a weekly workshop where participants bring a sales challenge for peer input.
- [Sales Talk [Thursday this week only]](https://salesvault.pro/event/sales-talk-3/) - Got a sales challenge? Stuck on a problem? Need ideas for a sales situation? Join Bill and your peers for Sales Talk, a weekly workshop where participants bring a sales challenge for peer input.
- [Sales Talk](https://salesvault.pro/event/sales-talk-2-3-4/) - Got a sales challenge? Stuck on a problem? Need ideas for a sales situation? Join Bill and your peers for Sales Talk, a weekly workshop where participants bring a sales challenge for peer input.
- [Do you need more Marketing in your Sales? with guest Pat Whelan](https://salesvault.pro/event/do-you-need-more-marketing-in-your-sales-featuring-pat-whelan-june-2024/) - You know you need to post on LinkedIn. You might even have gotten off to a good start. But the key to marketing is consistency. I’ve invited my good friend and expert on the subject, Patrick Whelan, to lead this workshop. Let’s talk about how to create a sustaining strategy on LinkedIn.
- [Sales Talk (Thursday this week 5/23/24)](https://salesvault.pro/event/sales-talk-2-3-3/) - Got a sales challenge? Stuck on a problem? Need ideas for a sales situation? Join Bill and your peers for Sales Talk, a weekly workshop where participants bring a sales challenge for peer input.
- ["New-to-Sales" Group](https://salesvault.pro/event/new-to-sales-group-4-2-3/2024-04-02/) - Getting started in sales can be a lonely voyage. This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. This small discussion group (5-7 participants) meets via Zoom every other week.
- [Driving New Business](https://salesvault.pro/event/driving-new-business-june-2024/) - This Insider-exclusive workshop will help you to create and maintain a New Business strategy. We will discuss what works and what doesn’t and why that is. You will hear best case scenarios from your peers and Bill will give you a sustainable plan.
- [Prospecting for Introverts](https://salesvault.pro/event/prospecting-for-introverts-june-2024/) - Selling is scary – for even the most outgoing of us. If you’re an introvert it makes it harder. This workshop won’t change your personality, but it will give you strategies to overcome your fears when it comes to sales.
- [Sales Apps You Should Know About](https://salesvault.pro/event/sales-apps-you-should-know-about-june-2024/) - There are apps for directions, organization, and even one which allows Bill to close his garage door from anywhere in the world. This workshop provides a list and a description of the best apps salespeople should know about and use.
- [[Cancelled Today - Reschedule TBD] Sales Apps You Should Know About](https://salesvault.pro/event/sales-apps-you-should-know-about/) - There are apps for directions, organization, and even one which allows Bill to close his garage door from anywhere in the world. This workshop provides a list and a description of the best apps salespeople should know about and use.
- [Sales Best Practices](https://salesvault.pro/event/sales-best-practices-april-2024/) - How’s that for a session title? In my 35 years as a sales coach, I have found there to be certain trends amongst the most successful reps I work with. In this live session, you will hear what they are and what you need to do to be one of them.
- [Time Management Master Class](https://salesvault.pro/event/time-management-master-class-may-2024/) - While time management for salespeople is important, it’s far from being enough. You also need to know where to focus your selling activities. Only when you combine time management with proper sales focus do you achieve the elusive goal of selling more in less time.
- [Vertical Markets: Selling to Colleges](https://salesvault.pro/event/vertical-markets-selling-to-colleges-may-2024/) - It’s a nightmare for colleges and universities right now. Before the Pandemic, there were 7 consecutive years of declining applicants. Then came the shutdown, allowing students and parents a chance to reevaluate the financial benefits and risks of higher education. And now? Now colleges and universities are navigating uncharted waters and they need help. This
- [The Tips and Tricks of Working/Selling from Home](https://salesvault.pro/event/the-tips-and-tricks-of-working-selling-from-home-may-2024/) - In theory, being home-based is a great idea and can offer some wonderful lifestyle-enhancing options. But in reality, what it takes to succeed requires skills you don’t have because, well, you’ve never needed them before. Trying to sell while dealing with barking dogs, kids being kids, procrastination, and constant interruptions does not come naturally. Learn tips and tricks for working and selling from home.
- [Getting to the Next Level](https://salesvault.pro/event/getting-to-the-next-level-may-2024/) - When you are just starting out in sales, you are the Tasmanian Devil: everyone is your customer and you are trying to build a book of business. Once you get there and from that moment on, you want to get to the next level. Let’s talk about how to get to YOUR next level.
- [Sales Triathlon (Note day and time change: *Wednesday at 1pm EST* this week only)](https://salesvault.pro/event/sales-triathlon-april-2024/) - You can’t sell in the graphic arts without mad skills in time management, overcoming objections, and beating voicemail. This fast-paced, highly-informative program covers all three. Limber up your writing hand. You’ll take a lot of notes in this one! Advanced Questions What is your greatest challenge regarding time management? What is your greatest challenge regarding
- [Sales Talk [Note date change to Friday March 29]](https://salesvault.pro/event/sales-talk-2-3-2/) - Got a sales challenge? Stuck on a problem? Need ideas for a sales situation? Join Bill and your peers for Sales Talk, a weekly workshop where participants bring a sales challenge for peer input.
- [Motivation, fatigue, burnout and how to reset](https://salesvault.pro/event/motivation-fatigue-burnout-and-how-to-reset-march-2024/) - Job burnout has gotten a lot of attention in the last 3 years. In this workshop, we will discuss ideas and tactics for managing the energy you bring to your job. Creativity, work ethic, time management, and balance are all factors in this pursuit and your input is welcome.
- ["New to Sales" Group [on Thursday this week only!]](https://salesvault.pro/event/new-to-sales-group-on-thursday-this-week-only-march-21-2024/) - Getting started in sales can be a lonely voyage. This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. Bring a sales challenge for discussion or just be a fly-on-the-wall and listen, but this workshop might just become your favorite Sales Vault session!
- ["New-to-Sales" Group](https://salesvault.pro/event/new-to-sales-group-4-2/2023-09-19/) - Getting started in sales can be a lonely voyage. This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. This small discussion group (5-7 participants) meets via Zoom every other week.
- [Sales Talk](https://salesvault.pro/event/sales-talk-2-3/2024-03-20/) - Got a sales challenge? Stuck on a problem? Need ideas for a sales situation? Join Bill and your peers for Sales Talk, a weekly workshop where participants bring a sales challenge for peer input.
- [Selling Promo](https://salesvault.pro/event/selling-promo/) - So, you want to get into Promo, huh? Let the power of The Sales Vault community be your guide into this lucrative opportunity. Bring your best selling ideas and success stories and let's learn from each other, Vault style!
- [Please Note: NO Sales Talk this Week](https://salesvault.pro/event/sales-talk-2-2/) - Got a sales challenge? Stuck on a problem? Need ideas for a sales situation? Join Bill and your peers for Sales Talk, a weekly workshop where participants bring a sales challenge for peer input.
- [Sales Talk](https://salesvault.pro/event/sales-talk-2/2024-02-21/) - Got a sales challenge? Stuck on a problem? Need ideas for a sales situation? Join Bill and your peers for Sales Talk, a weekly workshop where participants bring a sales challenge for peer input.
- [Sales and AI (Follow Up to the Follow Up)](https://salesvault.pro/event/sales-and-ai-follow-up-to-the-follow-up/) - This is the third in a series of Vault workshops aimed at learning how to harness the power of ChatGPT as a sales rep. Make sure you watch replays of the first two in order to make the most of this installment.
- [Selling to Banks](https://salesvault.pro/event/selling-to-banks-april-2024/) - Even before the pandemic, banks were experiencing a radical change in every part of their business model. With fewer branches they have less face-to-face contact with their existing customers and must seek new ways to not only expand service offerings within current clients but also pull in new business.
- [Innovative Lead Sources](https://salesvault.pro/event/innovative-lead-sources-march-2024/) - Sure, you could buy a list of companies and do the old fashion “Dial-for-Dollars” routine. Maybe you prefer waiting for your phone to ring. If you want new business, you need new and innovative sources to find the best possible prospects. This workshop will help. Advanced Questions Where do you find your best leads now?
- [Effective Sales Presentations](https://salesvault.pro/event/effective-sales-presentations-march-2024/) - You did it! You got the appointment! Congratulations…now what? Securing face-time with the client is only the beginning. Mishandle this next step and it will all be for naught. This program teaches how to prepare and run an impactful sales presentation and includes critical steps to avoid being ghosted afterward.
- [Sales Talk](https://salesvault.pro/event/sales-talk/2024-01-03/) - Got a sales challenge? Stuck on a problem? Need ideas for a sales situation? Join Bill and your peers for Sales Talk, a weekly workshop where participants bring a sales challenge for peer input.
- [A Practical Guide to Posting on LinkedIn (Featuring Pat Whelan)](https://salesvault.pro/event/a-practical-guide-to-posting-on-linkedin-featuring-pat-whelan/) - You know you need to post on LinkedIn. You might even have gotten off to a good start. But the key to marketing is consistency. I’ve invited my good friend and expert on the subject, Patrick Whelan, to lead this workshop. Let’s talk about how to create a sustaining strategy on LinkedIn.
- [How to Create an Effective Prospecting Process](https://salesvault.pro/event/how-to-create-an-effective-prospecting-process-feb-2024/) - Nine out of ten salespeople do not have a step-by-step, week by week prospecting process to follow. They seek new business only when they needed and stop the process soon after starting. After this workshop, you will be in the 10% with a plan to follow.
- [Time Management Basics Class](https://salesvault.pro/event/time-management-basics-class-feb-2024/) - As you become more successful as a sales rep, something ironic happens: The more successful you become, the less selling time you have to become even more successful! This program will help you get organized, increase your sales efficiency, and follow some basic rules of time management.
- [Selling to Different Personalities](https://salesvault.pro/event/selling-to-different-personalities-feb-2024/) - When you are selling to someone you’ve never met before, you need to quickly determine how to communicate with that person. That requires figuring them out. Fast. This workshop will teach you how to identify and speak to four different personality types.
- [Sales and AI: The Follow Up](https://salesvault.pro/event/sales-and-ai-the-follow-up/) - Last month, we discussed how to use AI tools like Chat GPT, Bard, and Bing to help with typical sales practices. Then, participants set out to apply the lessons learned. In this workshop, we'll get back together to discuss the results. Note: If you missed the first workshop, you will find the Replay here.
- [No Office Hours Today!](https://salesvault.pro/event/office-hours-with-bill-wednesdays-2-3-2-2/) - Office Hours with Bill every Wednesday at noon ET We start with a group discussion of a sales challenge, then take questions from the participants for group discussion. Hear ideas from your peers. Offer up suggestions to others. Office Hours is a chance to benefit from the Sales Vault community. Join us. Zoom link
- ["New-to-Sales" Group - No meeting today see you next year!](https://salesvault.pro/event/new-to-sales-group-4-2-2/) - Getting started in sales can be a lonely voyage. This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. This small discussion group (5-7 participants) meets via Zoom every other week.
- [Your Q1 Sales Plan](https://salesvault.pro/event/your-q1-sales-plan/) - In the first three months of the year, it's cold, wet, and dark. Selling hard during these 90 days makes it possible for you to enjoy life when it's warm, dry, and light. Let's talk about a plan for rocketing out of the gates in 2024.
- [Sales and AI](https://salesvault.pro/event/sales-and-ai/) - Are you using AI in your selling efforts? AI is everywhere and has tremendous implications for changing the way we sell. Let's talk about how sales people are using it. Come join the conversation.
- [Vertical Markets: Selling to Hospitals](https://salesvault.pro/event/vertical-markets-selling-to-hospitals-jan-2024/) - Perhaps no other vertical market has seen more disruption than healthcare. Hospitals went from business as usual to anything but and now try to get back to normal. Where are the opportunities for you to help? This program gives the answers.
- [Pre-Call Research: Gaining Access to Power](https://salesvault.pro/event/pre-call-research-gaining-access-to-power-jan-2024/) - If you are looking to get into a price-based conversation, this is not the workshop for you. If, however, you prefer selling solutions and naming your price, you might want to check this one out.
- [Happy New Year! Book a Private Call with Bill](https://salesvault.pro/event/happy-new-year-book-a-private-call-with-bill/) - In the place of a workshop today, Sales Vault Members are invited to book time on Bill's calendar to have a private conversation regarding your personal sales challenges. Use this link: https://go.oncehub.com/BillFarquharson
- [Wednesday Office Hours with Bill](https://salesvault.pro/event/office-hours-with-bill-wednesdays-2-3-2/2023-11-01/) - Office Hours with Bill every Wednesday at noon ET We start with a group discussion of a sales challenge, then take questions from the participants for group discussion. Hear ideas from your peers. Offer up suggestions to others. Office Hours is a chance to benefit from the Sales Vault community. Join us. Zoom link
- [Open Sales Discussion](https://salesvault.pro/event/open-sales-discussion/) - The week between Festivus and New Year's Eve....Join in on this open sales discussion with Bill Farquharson and other Sales Vault members.
- [Prospecting for Introverts](https://salesvault.pro/event/prospecting-for-introverts-december-2023/) - Selling is scary – for even the most outgoing of us. If you’re an introvert it makes it harder. This workshop won’t change your personality, but it will give you strategies to overcome your fears when it comes to sales.
- [Planning for 2024 | A workshop for Sales Reps](https://salesvault.pro/event/planning-for-2024-a-workshop-for-sales-reps/) - This is the perfect week to start thinking ahead and craft a plan for the next year. Sales people let's talk about how to review 2023 and the steps to take to set yourself up for success in 2024.
- [Planning for 2024 | A workshop for Selling Owners](https://salesvault.pro/event/planning-for-2024-a-workshop-for-selling-owners/) - The sales reps had their planning workshop and now it is your turn, owners. In this special workshop, we will talk about how to review 2023 and the steps to take to set yourself up for success in 2024.
- [Friday Office Hours with Bill](https://salesvault.pro/event/office-hours-with-bill-fridays-2-3-2/) - You asked and Bill delivered! Friday at noon is the new time slot for Office Hours. Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but
- [Negotiating and Closing](https://salesvault.pro/event/negotiating-and-closing/) - This Insider-exclusive workshop will help you to create and maintain a New Business strategy. We will discuss what works and what doesn’t and why that is. You will hear best case scenarios from your peers and Bill will give you a sustainable plan.
- [Vertical Markets: Selling to Colleges](https://salesvault.pro/event/vertical-markets-selling-to-colleges-nov-2023/) - It’s a nightmare for colleges and universities right now. Before the Pandemic, there were 7 consecutive years of declining applicants. Then came the shutdown, allowing students and parents a chance to reevaluate the financial benefits and risks of higher education. And now? Now colleges and universities are navigating uncharted waters and they need help. This
- [Time Management Master Class](https://salesvault.pro/event/time-management-master-class-nov-2023/) - While time management for salespeople is important, it’s far from being enough. You also need to know where to focus your selling activities. Only when you combine time management with proper sales focus do you achieve the elusive goal of selling more in less time.
- ["She Sells" with Kelly Mallozzi](https://salesvault.pro/event/she-sells-with-kelly-mallozzi-8/) - Join Kelly Mallozzi on Wednesdays from 1pm to 2pm for "She Sells" a woman only Sales Vault forum to address sales strategies, sales skill building, and overcoming sales challenges.
- ["She Sells" with Kelly Mallozzi](https://salesvault.pro/event/she-sells-with-kelly-mallozzi-5/) - Join Kelly Mallozzi on Wednesdays from 1pm to 2pm for "She Sells" a woman only Sales Vault forum to address sales strategies, sales skill building, and overcoming sales challenges.
- ["She Sells" with Kelly Mallozzi](https://salesvault.pro/event/she-sells-with-kelly-mallozzi-6/) - Join Kelly Mallozzi on Wednesdays from 1pm to 2pm for "She Sells" a woman only Sales Vault forum to address sales strategies, sales skill building, and overcoming sales challenges.
- ["She Sells" with Kelly Mallozzi](https://salesvault.pro/event/she-sells-with-kelly-mallozzi-4/) - Join Kelly Mallozzi on Wednesdays from 1pm to 2pm for "She Sells" a woman only Sales Vault forum to address sales strategies, sales skill building, and overcoming sales challenges.
- [Landing the Big Fish [Note date change to Thursday 9/28 11:30am EST]](https://salesvault.pro/event/landing-the-big-fish-september-2023/) - Every mall needs an anchor store (Target, Macy’s, Dillards) and every successful sales rep needs one big anchor account… or two… or three. But how do you land these big fish? You will leave this workshop with ideas for calling one (or more) such game-changing accounts, “my customer.”
- [Friday Office Hours with Bill](https://salesvault.pro/event/office-hours-with-bill-fridays-2-3/2023-10-06/) - You asked and Bill delivered! Friday at noon is the new time slot for Office Hours. Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but
- [Innovative Lead Sources](https://salesvault.pro/event/innovative-lead-sources-october-2023/) - Sure, you could buy a list of companies and do the old fashion “Dial-for-Dollars” routine. Maybe you prefer waiting for your phone to ring. If you want new business, you need new and innovative sources to find the best possible prospects. This workshop will help. Advanced Questions Where do you find your best leads now?
- [Effective Sales Presentations](https://salesvault.pro/event/effective-sales-presentations-october-2023/) - You did it! You got the appointment! Congratulations…now what? Securing face-time with the client is only the beginning. Mishandle this next step and it will all be for naught. This program teaches how to prepare and run an impactful sales presentation and includes critical steps to avoid being ghosted afterward.
- [Sales Best Practices](https://salesvault.pro/event/sales-best-practices-october-2023/) - How’s that for a session title? In my 35 years as a sales coach, I have found there to be certain trends amongst the most successful reps I work with. In this live session, you will hear what they are and what you need to do to be one of them.
- [Diligence and Determination](https://salesvault.pro/event/diligence-and-determination/) - Sales success is due in large part to persistence. But there is a lot talk about here since making those calls is part numbers game and part motivation. Let’s talk about the drive and diligence it takes to succeed.
- ["New-to-Sales" Group](https://salesvault.pro/event/new-to-sales-group-4/2023-08-08/) - Getting started in sales can be a lonely voyage. This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. This small discussion group (5-7 participants) meets via Zoom every other week.
- [Signarama AU Exclusive | Time Management: "Sell More in Less Time" Webinar](https://salesvault.pro/event/signarama-au-exclusive-sell-more-in-less-time-webinar/) - There is a crossroad where time management meets sales productivity and it’s nothing short of magical. The holy grail of selling more and working less is not a pipe dream. It is achievable if you know the secrets. This webinar has two components. First, there is basic time management where the fundamentals are laid out and a foundation is built. Second, we’ll cover a 5 step plan for ratcheting up your productivity to a level you never thought possible. Come learn how to find that crossroad in your selling day.
- ["She Sells" with Kelly Mallozzi](https://salesvault.pro/event/she-sells-with-kelly-mallozzi-2/) - Join Kelly Mallozzi on Wednesdays from 1pm to 2pm for "She Sells" a woman only Sales Vault forum to address sales strategies, sales skill building, and overcoming sales challenges.
- ["She Sells" with Kelly Mallozzi](https://salesvault.pro/event/she-sells-with-kelly-mallozzi/) - Join Kelly Mallozzi on Wednesdays from 1pm to 2pm for "She Sells" a woman only Sales Vault forum to address sales strategies, sales skill building, and overcoming sales challenges.
- ["She Sells" with Kelly Mallozzi](https://salesvault.pro/event/she-sells-with-kelly-mallozzi-3/) - Join Kelly Mallozzi on Wednesdays from 1pm to 2pm for "She Sells" a woman only Sales Vault forum to address sales strategies, sales skill building, and overcoming sales challenges.
- [Sales Apps You Should Know About](https://salesvault.pro/event/sales-apps-you-should-know-about-august-2023/) - There are apps for directions, organization, and even one which allows Bill to close his garage door from anywhere in the world. This workshop provides a list and a description of the best apps salespeople should know about and use.
- [Motivation, fatigue, burnout and how to reset](https://salesvault.pro/event/motivation-fatigue-burnout-and-how-to-reset/) - Job burnout has gotten a lot of attention in the last 3 years. In this workshop, we will discuss ideas and tactics for managing the energy you bring to your job. Creativity, work ethic, time management, and balance are all factors in this pursuit and your input is welcome.
- [Motivation, Fatigue, Burnout....and Reset](https://salesvault.pro/event/motivation-fatigue-burnout-and-reset/) - Job burnout has gotten a lot of attention in the last 3 years. In this workshop, we will discuss ideas and tactics for managing the energy you bring to your job. Creativity, work ethic, time management, and balance are all factors in this pursuit and your input is welcome.
- [Selling to That Young Buyer](https://salesvault.pro/event/selling-to-that-young-buyer-september-2023/) - As if finding the right person to speak with wasn’t hard enough and connecting is even harder, once you finally get an audience you have the challenge of talking to someone with little or not buying experience outside of Amazon. Let’s talk about this new challenge.
- [Overcoming Objections](https://salesvault.pro/event/overcoming-objections-sept-2023/) - Sales objections are to be expected. Fortunately, you will hear the same ones over and over again: “Your price is too high” “We already have a vendor” “We get everything from corporate” “We get 3 bids on everything” This workshop gives you the words to use in order to break through and make a sale.
- [Making Contact and Maintaining Relationships](https://salesvault.pro/event/making-contact-and-maintaining-relationships/) - Go ahead and phone. No one is picking up. Email? Sure, if you don't mind being one of 100. Stop by, text, try smoke signals...whatever. The first challenge is to make contact. Then, it's a matter of creating and maintaining a relationship in these "I don't need to see you" times. Let's talk about how to find, connect, and bond with lifelong customers.
- [The 25 Best Sign Sales Tips Ever! Webinar](https://salesvault.pro/event/the-25-best-sign-sales-tips-ever-webinar/) - Whether you are brand new to sales, an inside rep, or an owner who wants to learn how to grow your store, you will walk away from this program with a sore wrist from jotting down dozens of selling ideas.
- [Time Management Basics Class](https://salesvault.pro/event/time-management-basics-class-august-2023/) - As you become more successful as a sales rep, something ironic happens: The more successful you become, the less selling time you have to become even more successful! This program will help you get organized, increase your sales efficiency, and follow some basic rules of time management.
- [Effective Prospecting Process](https://salesvault.pro/event/effective-prospecting-process-august-2023/) - Wouldn’t it be great if people picked up on the first call, replied to that initial email, or phoned you to say, “Got your intro letter!“? Well that would be nice, just doesn’t happen that way. You need a step-by-step, week by week process. 9 out of 10 print/signage salespeople do not have one. You will by the time you leave this workshop
- [Better Communication: What to Write, What to Say](https://salesvault.pro/event/better-communication-what-to-write-what-to-say-august-2023/) - Steve Martin once said, “Some people have a way with words. Others not have way.” How are your sales communications skills? This Sales Vault exclusive covers letters, email messages, and voice mail techniques for several selling situations.
- [That Nuisance Customer [Note: Date Changed to July 12]](https://salesvault.pro/event/that-nuisance-customer/) - “I need to place an order, but I don’t know what I want or how many. The only thing I know is I need them in a hurry.” Ah, yes, the nuisance customer. We love new revenue streams and annuities but not the work it takes to get there. Let’s talk about deciding whom to work with, identifying red flags, and then how to handle it when turning the work away is the best choice.
- ["New-to-Sales" Group [Note: 1:30pm start this week]](https://salesvault.pro/event/new-to-sales-group-2/) - Getting started in sales can be a lonely voyage. This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. This small discussion group (5-7 participants) meets via Zoom every other week.
- ["New-to-Sales" Group](https://salesvault.pro/event/new-to-sales-group-3/) - Getting started in sales can be a lonely voyage. This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. This small discussion group (5-7 participants) meets via Zoom every other week.
- ["New-to-Sales" Group](https://salesvault.pro/event/new-to-sales-group/) - Getting started in sales can be a lonely voyage. This Sales Vault exclusive has given new sales reps and selling owners a community to share success strategies and support. This small discussion group (5-7 participants) meets via Zoom every other week.
- [No Office Hours this week. Happy 4th!](https://salesvault.pro/event/office-hours-with-bill-fridays-2-2/) - You asked and Bill delivered! Friday at noon is the new time slot for Office Hours. Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but
- [Friday Office Hours with Bill](https://salesvault.pro/event/office-hours-with-bill-fridays-2/2023-06-09/) - You asked and Bill delivered! Friday at noon is the new time slot for Office Hours. Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but
- [LinkedIn: What to Post](https://salesvault.pro/event/linkedin-what-to-post/) - We'll be discussing content development for LinkedIn; what to post and how often to post to ensure you get the most of your time spent on the platform.
- [Fighting Sales Fear, Anxiety, and Imposter Syndrome](https://salesvault.pro/event/fighting-sales-fear-anxiety-and-imposter-syndrome/) - “How dare you? What are you even doing here? We both know you’re not qualified.” These are the kinds of things that little voice in your head loves to tell us. This is completely natural! Every sales rep feels this way at some point. The good ones overcome it. Come find out how.
- [Friday Office Hours with Bill](https://salesvault.pro/event/office-hours-with-bill-fridays/2023-05-26/) - You asked and Bill delivered! Friday is the new time slot for Office Hours! Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail
- [Friday Office Hours with Bill](https://salesvault.pro/event/office-hours-with-bill-fridays-during-may/2023-05-05/) - New for the month of May! Friday office hours will replace the regular Wednesday time slot. Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but
- [Beating Voicemail](https://salesvault.pro/event/beating-voicemail-june-2023/) - If you see voicemail as an obstacle, think again. Voicemail is a powerful selling tool if you know how to leave a valuable message. This workshop gives you a template to use and teaches you what to say and how to say it.
- [Selling to Different Personalities](https://salesvault.pro/event/selling-to-different-personalities-june-2023/) - When you are selling to someone you’ve never met before, you need to quickly determine how to communicate with that person. That requires figuring them out. Fast. This workshop will teach you how to identify and speak to four different personality types.
- [New Business](https://salesvault.pro/event/new-business-june-2023/) - This Insider-exclusive workshop will help you to create and maintain a New Business strategy. We will discuss what works and what doesn’t and why that is. You will hear best case scenarios from your peers and Bill will give you a sustainable plan.
- [Pre-Call Research: Gaining Access to Power](https://salesvault.pro/event/pre-call-research-gaining-access-to-power-june-2023/) - If you are looking to get into a price-based conversation, this is not the workshop for you. If, however, you prefer selling solutions and naming your price, you might want to check this one out.
- [Time Management Master Class (Note Date Change to Thurs. May 25 @11:30am EST)](https://salesvault.pro/event/time-management-master-class-may-2023/) - While time management for salespeople is important, it’s far from being enough. You also need to know where to focus your selling activities. Only when you combine time management with proper sales focus do you achieve the elusive goal of selling more in less time.
- [Sales Best Practices](https://salesvault.pro/event/sales-best-practices-may-2023/) - As Tony Robbins would say, “Success leaves clues.” In this workshop, you will learn the traits and tricks followed by top sales people. From a better use of time to a disciplined adherence to the sales fundamentals, these practices are not complicated. Sign up and take your sales not just to the next level, but
- [Prospecting for Introverts](https://salesvault.pro/event/prospecting-for-introverts-april-18-2023/) - Selling is scary – for even the most outgoing of us. If you’re an introvert it makes it harder. This workshop won’t change your personality, but it will give you strategies to overcome your fears when it comes to sales.
- [Overcoming Objections](https://salesvault.pro/event/overcoming-objections-april-25-2023/) - Sales objections are to be expected. Fortunately, you will hear the same ones over and over again: “Your price is too high” “We already have a vendor” “We get everything from corporate” “We get 3 bids on everything” This workshop gives you the words to use in order to break through and make a sale.
- [Marketing is the New Sales with Patrick Whelan](https://salesvault.pro/event/marketing-is-the-new-sales-with-patrick-whelan-april-2023/) - Creating an ongoing marketing campaign greases the skids for your selling efforts and even gets your phone ringing with inquiries. Join guest host Patrick Whelan for this Sales Vault Workshop.
- [Vertical Markets: Selling to Colleges](https://salesvault.pro/event/vertical-markets-selling-to-colleges-may-16-2023/) - It’s a nightmare for colleges and universities right now. Before the Pandemic, there were 7 consecutive years of declining applicants. Then came the shutdown, allowing students and parents a chance to reevaluate the financial benefits and risks of higher education. And now? Now colleges and universities are navigating uncharted waters and they need help. This
- [Vertical Markets: Selling to Hospitals](https://salesvault.pro/event/vertical-markets-selling-to-hospitals-may-9-2023/) - Perhaps no other vertical market has seen more disruption than healthcare. Hospitals went from business as usual to anything but and now try to get back to normal. Where are the opportunities for you to help? This program gives the answers.
- [Vertical Markets: Selling to Banks](https://salesvault.pro/event/vertical-markets-selling-to-banks-may-2-2023/) - Even before the pandemic, banks were experiencing a radical change in every part of their business model. With fewer branches they have less face-to-face contact with their existing customers and must seek new ways to not only expand service offerings within current clients but also pull in new business.
- [Innovative Lead Sources](https://salesvault.pro/event/innovative-lead-sources-april-11-2023/) - Sure, you could buy a list of companies and do the old fashion “Dial-for-Dollars” routine. Maybe you prefer waiting for your phone to ring. If you want new business, you need new and innovative sources to find the best possible prospects. This workshop will help. Advanced Questions Where do you find your best leads now?
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-april-26-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-april-19-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-april-12-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours [Note Date Change to FRIDAY March 17 this week only]](https://salesvault.pro/event/insider-office-hours-march-15-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Effective Sales Management (Pls note the time change to 12pm EST)](https://salesvault.pro/event/effective-sales-management/) - While there are plenty of ways to learn how to sell, sales managers are left to their own devices. This Sales Vault workshop is a best-practices discussion and should be attended by managers AND sales reps alike to give and get advice.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-march-22-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-march-8-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-march-29-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-march-1-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-april-5-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Get That Appointment: A New Prospecting Plan](https://salesvault.pro/event/get-that-appointment-a-new-prospecting-plan/) - At the end of 2022, a study was released where 1600 prospects were broken up into 4 groups. Applying specific content and cadence, one group far excelled in yielding the coveted sales appointment. This Sales Vault workshop provides the answers.
- [Time Management Basics Class](https://salesvault.pro/event/time-management-basics-class-march-2023/) - As you become more successful as a sales rep, something ironic happens: The more successful you become, the less selling time you have to become even more successful! This program will help you get organized, increase your sales efficiency, and follow some basic rules of time management.
- [Effective Sales Presentations](https://salesvault.pro/event/effective-sales-presentations-march-2023/) - You did it! You got the appointment! Congratulations…now what? Securing face-time with the client is only the beginning. Mishandle this next step and it will all be for naught. This program teaches how to prepare and run an impactful sales presentation and includes critical steps to avoid being ghosted afterward.
- [The Marketing Mix for 2023 with Patrick Whelan](https://salesvault.pro/event/the-marketing-mix-for-2023-with-patrick-whelan/) - If we are in agreement with the statement "Marketing is the Sales" the next subjects to discuss are what to post, how often, and what other marketing tools you should pull out of the toolbox. Guest presenter and Sales Vault friend Patrick Whelan joins Bill to cover this important subject.
- [How to Stay Motivated](https://salesvault.pro/event/how-to-stay-motivated-february-2023/) - Wouldn’t it be great to wake up every day with peak energy for the job? Unfortunately, neither sales nor life is like that. As such, we need a plan for those down days (which become weeks) when it feels like we’re in a hole. Let’s discuss strategies for maintaining the highest level of motivation we can.
- [Sales Apps You Should Know About](https://salesvault.pro/event/sales-apps-you-should-know-about-february-2023/) - There are apps for directions, organization, and even one which allows Bill to close his garage door from anywhere in the world. This workshop provides a list and a description of the best apps salespeople should know about and use.
- [Better Communication: What to Write, What to Say](https://salesvault.pro/event/better-communication-what-to-write-what-to-say-february-2023/) - Steve Martin once said, “Some people have a way with words. Others not have way.” How are your sales communications skills? This Sales Vault exclusive covers letters, email messages, and voice mail techniques for several selling situations.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-february-15-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-february-8-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-february-1-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-february-22-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-january-4-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Selling to That Young Buyer](https://salesvault.pro/event/selling-to-that-young-buyer-january-2023/) - As if finding the right person to speak with wasn’t hard enough and connecting is even harder, once you finally get an audience you have the challenge of talking to someone with little or not buying experience outside of Amazon. Let’s talk about this new challenge.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-january-11-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-january-25-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Sales Best Practices](https://salesvault.pro/event/sales-best-practices-january-2023/) - As Tony Robbins would say, “Success leaves clues.” In this workshop, you will learn the traits and tricks followed by top sales people. From a better use of time to a disciplined adherence to the sales fundamentals, these practices are not complicated. Sign up and take your sales not just to the next level, but
- [Insider Office Hours](https://salesvault.pro/event/insider-office-hours-january-18-2023/) - Bring one sales challenge to this open discussion group and hear solutions and ideas from your peers. Then, find out what others are struggling with and provide expert advice of your own. Office Hours are different every week but never fail to be of benefit to all. Led by Bill Farquharson.
- [Vertical Markets](https://salesvault.pro/event/vertical-markets/) - There is a formula— a template— to calling on verticals. Learn it and you can jump from one opportunity to the next. This workshop teaches the steps involved in selling to any vertical. When you are through, you will have the recipe for success.
- [Selling in a Recession](https://salesvault.pro/event/selling-in-a-recession/) - It’s coming. The Recession everyone fears is on the horizon. Did you know the economy is actually in a Recession before experts confirm its existence? Did you know you can get started with a sales strategy right now? Did you know you can actually thrive and not just survive? You will get answers to all questions in this workshop.
- [Landing the Big Fish](https://salesvault.pro/event/landing-the-big-fish/) - Every mall needs an anchor store (Target, Macy’s, Dillards) and every successful sales rep needs one big anchor account… or two… or three. But how do you land these big fish? You will leave this workshop with ideas for calling one (or more) such game-changing accounts, “my customer.”

## Elementor Header & Footer Builder

- [Header for Logged Out Users](https://salesvault.pro/elementor-hf/header-for-logged-out-users/) - Join Chill with Bill Connect Partners Sales Tip Blog Login Menu Home How it Works Pricing Choose Your Membership Signup Now Partner Discount Live Workshops Upcoming Live Workshops Courses All Courses 90-Day New-to-Sales Program New to Sales in the Graphic Arts? Lead Gen for New Sales Reps Pre-Call Research The Prospecting Playbook Diligence Time Management
- [Header for Logged In Users](https://salesvault.pro/elementor-hf/header-for-logged-in-users/) - New Courses Chill with Bill Sales Tip Blog Live Workshops Replays Log Out Menu Member Dashboard Workshops Upcoming Zoom Workshops Recaps & Replays Full Calendar of Sales Vault Events Resources Replays Articles Learn by Sales Challenge Downloads Weekly Sales Tips The Sales Challenge Blog Archive 2025 Monthly Topics July 2025: Sales Rx – Selling to
- [Site-footer 2](https://salesvault.pro/elementor-hf/site-footer/) - This Week 90-Day New-to-Sales Program New Courses! Short Attention Span Sales Tip The Sales Challenge Blog Upcoming Zoom Workshops Bill's Book Recommendations Solutions Learn by Sales Challenge Take Courses On-Demand Get Recap & Watch Replays Download Tools & Templates Whitepapers Join The Sales VAult How It Works Pricing Join | Monthly Membership Partners Cancellation Policy
- [New Brand](https://salesvault.pro/elementor-hf/new-brand/) - Members Partners Member Dashboard Workshops Upcoming Zoom Workshops Recaps & Replays Full Calendar of Sales Vault Events Resources Replays Articles Learn by Sales Challenge Downloads Weekly Sales Tips The Sales Challenge Blog Archive 2025 Monthly Topics July 2025: Sales Rx – Selling to Hospitals June 2025: Why Aren’t You Selling More? May 2025: Mastering the

## Site Builder

- [Google Analytics Code](https://salesvault.pro/astra-advanced-hook/google-analytics-code/)
- [Proxima Nova Font](https://salesvault.pro/astra-advanced-hook/proxima-nova-font/)

## Series

- [Sales Talk](https://salesvault.pro/series/sales-talk/)
- ["New-to-Sales" Group](https://salesvault.pro/series/new-to-sales-group/)
- [Office Hours with Bill](https://salesvault.pro/series/office-hours-with-bill/)

## Categories

- [Uncategorized](https://salesvault.pro/category/uncategorized/)
- [Recommended Reads](https://salesvault.pro/category/recommended-reads/) - Bill’s personal book recommendations
- [SASS Webinar](https://salesvault.pro/category/sass-webinar/)
- [Sales Challenges Solved](https://salesvault.pro/category/sales-challenge-solved/)
- [Selling Digital](https://salesvault.pro/category/selling-digital/)
- [The Sales Challenge Blog](https://salesvault.pro/category/the-sales-challenge-blog/)
- [Short Attention Span Sales Tip](https://salesvault.pro/category/short-attention-span-sales-tip/)
- [Insider Workshop Replay](https://salesvault.pro/category/insider-workshop-replay/)
- [Article](https://salesvault.pro/category/article/)
- [Course](https://salesvault.pro/category/course/)
- [Private Webinar](https://salesvault.pro/category/private-webinar/)
- [Download](https://salesvault.pro/category/download/)
- [Whitepaper](https://salesvault.pro/category/whitepaper/)
- [January 2025 Time Management Series](https://salesvault.pro/category/january-2025-time-management-series/)
- [Sales and AI January 2025 Webinar](https://salesvault.pro/category/sales-and-ai-january-2025-webinar/)
- [February 2025 Lead Generation Series](https://salesvault.pro/category/february-2025-lead-generation-series/)
- [March 2025 New Business Development](https://salesvault.pro/category/march-2025-new-business-development/)
- [SpeedPro Workshop Replay](https://salesvault.pro/category/speedpro-workshop-replay/)
- [April 2025 Sales Process](https://salesvault.pro/category/april-2025-sales-process/)
- [Fully Promoted Workshop Replay](https://salesvault.pro/category/fully-promoted-workshop-replay/)
- [May 2025 Selling Signage](https://salesvault.pro/category/may-2025-selling-signage/)
- [June 2025 Why Aren't You Selling More?](https://salesvault.pro/category/june-2025-why-arent-you-selling-more/)
- [July 2025 Selling to Hospitals](https://salesvault.pro/category/july-2025-selling-to-hospitals/)
- [August 2025 Selling to Colleges](https://salesvault.pro/category/august-2025-selling-to-colleges/)
- [September 2025 Selling to Banks](https://salesvault.pro/category/september-2025-selling-to-banks/)

## Tags

- [Attitude](https://salesvault.pro/tag/attitude/)
- [Big Fish](https://salesvault.pro/tag/big-fish/)
- [communication](https://salesvault.pro/tag/communication/)
- [Diligence](https://salesvault.pro/tag/diligence/)
- [LinkedIn](https://salesvault.pro/tag/linkedin/)
- [Marketing](https://salesvault.pro/tag/marketing/)
- [Motivation](https://salesvault.pro/tag/motivation/)
- [Objections](https://salesvault.pro/tag/objections/)
- [Prospecting](https://salesvault.pro/tag/prospecting/)
- [sales management](https://salesvault.pro/tag/sales-management/)
- [Time Management](https://salesvault.pro/tag/time-management/)
- [Whitepaper](https://salesvault.pro/tag/whitepaper/)
- [Webinar](https://salesvault.pro/tag/webinar/)
- [Bill's Library](https://salesvault.pro/tag/bills-library/)
- [articles](https://salesvault.pro/tag/articles/)
- [Time Management Lesson 1](https://salesvault.pro/tag/time-management-lesson-1/)
- [Where to Look for Leads Lesson 1](https://salesvault.pro/tag/where-to-look-for-leads-lesson-1/)
- [Applying the Plan Lesson 4](https://salesvault.pro/tag/applying-the-plan-lesson-4/)
- [Call Research Lesson 2](https://salesvault.pro/tag/call-research-lesson-2/)
- [Prospecting Lesson 3](https://salesvault.pro/tag/prospecting-lesson-3/)
- [Selling to Verticals Lesson](https://salesvault.pro/tag/selling-to-verticals-lesson/)
- [Time Management Strategies](https://salesvault.pro/tag/time-management-strategies/)
- [Chill with Bill Insider Replay](https://salesvault.pro/tag/chill-with-bill-insider-replay/)
- [Office Hours Replay](https://salesvault.pro/tag/office-hours-replay/)
- [Office Hours](https://salesvault.pro/tag/office-hours/)
- [Verticals](https://salesvault.pro/tag/verticals/)
- [Download](https://salesvault.pro/tag/download/)
- [new to sales](https://salesvault.pro/tag/new-to-sales/)
- [Selling to Banks](https://salesvault.pro/tag/selling-to-banks/)
- [Marketing Workshop](https://salesvault.pro/tag/marketing-workshop/)
- [AI Workshop](https://salesvault.pro/tag/ai-workshop/)
- [Pre-Call Research](https://salesvault.pro/tag/pre-call-research/)
- [Selling to Colleges](https://salesvault.pro/tag/selling-to-colleges/)
- [Sales Apps](https://salesvault.pro/tag/sales-apps/)
- [Selling to Hospitals](https://salesvault.pro/tag/selling-to-hospitals/)
- [AI](https://salesvault.pro/tag/ai/)
- [Personalities](https://salesvault.pro/tag/personalities/)
- [Google Business Profile](https://salesvault.pro/tag/google-business-profile/)
- [Effective Sales Presentations](https://salesvault.pro/tag/effective-sales-presentations/)
- [The Marketing Workshop](https://salesvault.pro/tag/the-marketing-workshop/)
- [Linda Bishop](https://salesvault.pro/tag/linda-bishop/)
- [Expert Interview](https://salesvault.pro/tag/expert-interview/)
- [Paula Fargo](https://salesvault.pro/tag/paula-fargo/)
- [Jonathan London](https://salesvault.pro/tag/jonathan-london/)
- [Joanne Gore](https://salesvault.pro/tag/joanne-gore/)
- [NPSOA](https://salesvault.pro/tag/npsoa/)
- [GAA](https://salesvault.pro/tag/gaa/)
- [ISA](https://salesvault.pro/tag/isa/)
- [PINE](https://salesvault.pro/tag/pine/)
- [PIASD](https://salesvault.pro/tag/piasd/)
- [LinkedIn Promo](https://salesvault.pro/tag/linkedin-promo/)
- [Sales Triathlon](https://salesvault.pro/tag/sales-triathlon/)
- [Accountability](https://salesvault.pro/tag/accountability/)
- [Sales Best Practices](https://salesvault.pro/tag/sales-best-practices/)
- [New Business](https://salesvault.pro/tag/new-business/)
- [Selling Digital](https://salesvault.pro/tag/selling-digital/)
- [Sales Obstacles](https://salesvault.pro/tag/sales-obstacles/)
- [Sales Fundamentals](https://salesvault.pro/tag/sales-fundamentals/)
- [Time Management 2025](https://salesvault.pro/tag/time-management-2025/)
- [Lead Generation 2025](https://salesvault.pro/tag/lead-generation-2025/)
- [Lead Generation](https://salesvault.pro/tag/lead-generation/)
- [Innovative Lead Sources](https://salesvault.pro/tag/innovative-lead-sources/)
- [New Business 2025](https://salesvault.pro/tag/new-business-2025/)
- [Sales Process 2025](https://salesvault.pro/tag/sales-process-2025/)
- [Selling Signs](https://salesvault.pro/tag/selling-signs/)

## Product categories

- [Uncategorized](https://salesvault.pro/product-category/uncategorized/)
- [Book](https://salesvault.pro/product-category/book-store/)
- [Digital](https://salesvault.pro/product-category/digital/)
- [eBook](https://salesvault.pro/product-category/ebook/)
- [Membership Plan](https://salesvault.pro/product-category/membership-plan/)
- [Paperback](https://salesvault.pro/product-category/paperback/)
- [Print Industry](https://salesvault.pro/product-category/print-industry/)
- [Sign Industry](https://salesvault.pro/product-category/sign-industry/)
- [Weekly Coaching](https://salesvault.pro/product-category/weekly-coaching/)
- [Private Coaching](https://salesvault.pro/product-category/private-coaching/)
- [Monthly](https://salesvault.pro/product-category/monthly/)
- [Annual](https://salesvault.pro/product-category/annual/)
- [Upgrade](https://salesvault.pro/product-category/upgrade/)
- [planprophet](https://salesvault.pro/product-category/planprophet/)
- [Sales Management](https://salesvault.pro/product-category/sales-management/)
- [Fully Promoted](https://salesvault.pro/product-category/fully-promoted/)
- [Signarama](https://salesvault.pro/product-category/signarama/)

## Product tags

- [digital download](https://salesvault.pro/product-tag/digital-download/)
- [ebook](https://salesvault.pro/product-tag/ebook/)
- [Membership](https://salesvault.pro/product-tag/membership/)
- [Print industry](https://salesvault.pro/product-tag/print-industry/)
- [print sales tips](https://salesvault.pro/product-tag/print-sales-tips/)
- [sales tips](https://salesvault.pro/product-tag/sales-tips/)
- [sign industry](https://salesvault.pro/product-tag/sign-industry/)
- [sign sales](https://salesvault.pro/product-tag/sign-sales/)

## Event Categories

- [Live Workshop](https://salesvault.pro/events/category/live-workshop/)
- [Insider Series](https://salesvault.pro/events/category/insider-series/)
- [Office Hours](https://salesvault.pro/events/category/office-hours/)
- [Kelly Mallozzi](https://salesvault.pro/events/category/kelly-mallozzi/)
- [Featured Workshop](https://salesvault.pro/events/category/featured-workshop/)
- [New Business Development](https://salesvault.pro/events/category/new-business-development/)
- [Patrick Whalen](https://salesvault.pro/events/category/patrick-whalen/)
- [Webinar](https://salesvault.pro/events/category/webinar/)
- [New to Sales](https://salesvault.pro/events/category/new-to-sales/)
- [Signarama AU](https://salesvault.pro/events/category/signarama-au/)
- [Public Event](https://salesvault.pro/events/category/public-event/)
- [January 2025 Series](https://salesvault.pro/events/category/january-2025-series/)
- [February 2025 Series](https://salesvault.pro/events/category/february-2025-series/)
- [Lead Generation](https://salesvault.pro/events/category/lead-generation/)
- [AI](https://salesvault.pro/events/category/ai/)
- [SpeedPro Owner Exclusive](https://salesvault.pro/events/category/speedpro-owner-exclusive/)
- [Weekly Workshop](https://salesvault.pro/events/category/weekly-workshop/)
- [March 2025 Series](https://salesvault.pro/events/category/march-2025-series/)
- [April 2025 Series](https://salesvault.pro/events/category/april-2025-series/)
- [May 2025 Series](https://salesvault.pro/events/category/may-2025-series/)
- [Sales Process](https://salesvault.pro/events/category/sales-process/)
- [Fully Promoted Exclusive](https://salesvault.pro/events/category/fully-promoted-exclusive/)
- [Selling Signs](https://salesvault.pro/events/category/selling-signs/)
- [June 2025 Series](https://salesvault.pro/events/category/june-2025-series/)
- [July 2025 Series](https://salesvault.pro/events/category/july-2025-series/)
- [August 2025 Series](https://salesvault.pro/events/category/august-2025-series/)
- [September 2025 Series](https://salesvault.pro/events/category/september-2025-series/)
- [Foundational Sales March 2026](https://salesvault.pro/events/category/foundational-sales-march-2026/)

## Course Categories

- [Sales Fundamentals](https://salesvault.pro/course-category/sales-fundamentals/)
- [Time Management](https://salesvault.pro/course-category/time-management/)
- [Vertical Markets](https://salesvault.pro/course-category/vertical-markets/)
- [Sales Tips](https://salesvault.pro/course-category/sales-tips/)
- [Tips](https://salesvault.pro/course-category/tips/)
- [New!](https://salesvault.pro/course-category/new/)
- [Creative Selling](https://salesvault.pro/course-category/creative-selling/)
- [Diligence](https://salesvault.pro/course-category/diligence/)
- [New To Sales](https://salesvault.pro/course-category/new-to-sales/)
- [Lead Generation](https://salesvault.pro/course-category/lead-generation/)

## Course Tags

- [Selling to Vertical Markets](https://salesvault.pro/course-tag/selling-to-vertical-markets/)
- [Time Management Fundamentals](https://salesvault.pro/course-tag/time-management-fundamentals/)
- [Time Management Strategies](https://salesvault.pro/course-tag/time-management-strategies/)
- [Diligence](https://salesvault.pro/course-tag/diligence/)
- [Sales Fundamentals](https://salesvault.pro/course-tag/sales-fundamentals/)
- [Prospecting](https://salesvault.pro/course-tag/prospecting/)
- [Call Research](https://salesvault.pro/course-tag/call-research/)
- [Lead Sourcing](https://salesvault.pro/course-tag/lead-sourcing/)
- [Sales Tips](https://salesvault.pro/course-tag/sales-tips/)
- [Attitude](https://salesvault.pro/course-tag/attitude/)
- [Selling Skills](https://salesvault.pro/course-tag/selling-skills/)
- [Lead Generation](https://salesvault.pro/course-tag/lead-generation/)

## Lesson Categories

- [Prospecting Process](https://salesvault.pro/lesson-category/prospecting-process/)

## Lesson Tags

- [Applying Pareto](https://salesvault.pro/lesson-tag/applying-pareto/)
- [Key Concepts 1](https://salesvault.pro/lesson-tag/key-concepts-1/)
- [Next Steps 3](https://salesvault.pro/lesson-tag/next-steps-3/)
- [First Step 2](https://salesvault.pro/lesson-tag/first-step-2/)
- [Implementing the Plan 4](https://salesvault.pro/lesson-tag/implementing-the-plan-4/)