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Sales Training Courses

Bill Farquharson

Bill Farquharson

Sales Fundamentals

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.

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Pre-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.

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How to Create a Prospecting Process Course

Learn why you need an effective prospecting process and tools to create one that works for you.

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Diligence: Engage the Plan

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.

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Time Management

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.

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Basic Time Management: Strategies

Course Basic Time Management: Strategies All Courses Overview This is the second 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.   A two-part video series reinforcing the importance of time management to Sales Success.  …

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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.  

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Vertical Markets

Selling to Verticals Markets

Course Selling to Verticals Markets All Courses Create a repeatable formula for 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 your hand into the air, waving it frantically while making some sort of audible noise …

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Verticals: Selling to Banks Opportunity #1 – 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.

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Verticals: Selling to Banks Opportunity #2 – 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. 

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Other Courses

Why Your Sales Reps Won’t Sell Inkjet (and what to do about it)

Course Why Your Sales Reps Won’t Sell Inkjet All Courses 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 …

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Nail that First Prospecting Call

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.

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Finding the Elusive Customer in COVID Times

Course Finding the Elusive Customer in COVID Times All Courses Overview 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 …

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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.

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Sell like Geico

Course Sell Like Geico All Courses Overview 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 …

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Live Workshops

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