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Sales Resources
Learn by Sales Challenge
Get yourself unstuck
Feeling stuck? In this post, Bill has outlined specific Sales Vault resources (Workshop Replays, Video Courses, Sales Tips & Blogs) to help you find the motivation and inspiration you are currently lacking.
Dealing with Voicemail…Solved
You probably don’t put much thought into it, but your outgoing voicemail message is a selling tool in itself. Find Sales Vault resources to sharpen your voicemail message to get that elusive call back, and if the call back never comes; what to do next.
How to Get Your Price…Solved
When you expect the “price” objection, you can prepare for it. Bill has compiled Sales Vault resources in the form of Tips, Blogs, Workshops and more that address this very issue.
Land the Big Fish Accounts…Solved
Top sales people have at least one major account. Most have several. Here are some ideas and tips for landing a big fish of your own and links to Sales Vault Resources that further explore the topic.
Find High-Quality Leads…Solved
Consult these Sales Vault resources Bill has selected to help you find new strategies and ideas for sourcing high quality leads.
Secure More Appointments…Solved
Once upon a time, it was fairly easy to get face time with a client. Today, you’ll be lucky if you get to FaceTime (or Zoom). Here are some ideas for facing these new sales challenges using specific Sales Vault resources Bill has selected for you.
Selling through LinkedIn…Solved
With customer contact more rare and difficult than ever, knowing how to harness the marketing power of online tools like LinkedIn will grease the skids for your selling efforts and get the phone ringing. Find actionable strategies to leverage the power of LinkedIn using these Sales Vault Resources.
Sell More in Less Time…Solved
Time management is a HUGE subject, especially as it relates to sales. I could write on the subject all day, but here I’ve outlined specific Sales Vault resources (Workshop Replays, Video Courses, Sales Tips & Blogs) to get you thinking differently about how you manage your time as it relates to sales success.
Workshop Replays
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.
The Marketing Workshop: Practice What You Preach
Is your marketing a reflection of your expertise? Watch the replay of “Practice What You Preach” to learn how to turn your print and signage products into compelling marketing tools that inspire and engage customers. Exclusive to Sales Vault members.
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!
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.
Insider Replay: New to Sales Workshop
Are you a new sales rep eager to make your mark in the print and signage world? This interactive workshop dives into the keys to early success—overcoming challenges, refining your sales process, and using cutting-edge AI tools to unlock new opportunities. Click to watch the replay and supercharge your sales skills!
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Insider Replay: Post-Purchase Prospecting
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Insider Replay: Marketing Workshop: The Challenges of Customer Engagement
Bill Farquharson’s marketing workshop tackled essential challenges in modern sales and marketing, from AI-driven solutions to better client engagement and workload management. Get insights on handling unresponsive clients, promoting sustainable products, and planning for seasonal sales success.
Insider Replay: New to Sales Workshop
In this replay of Bill Farquharson’s “New to Sales” workshop, learn how to overcome challenges like fear of rejection, time management, and building client relationships. Gain confidence and improve your sales skills with practical strategies that help you solve problems and close deals.
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Insider Replay: Selling Promo
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Insider Replay: Marketing Workshop: The Future of Content Marketing
Explore how the future of content marketing is taking shape in this exclusive SalesVault workshop replay! Join Bill Farquharson as he shares AI tools and insights to transform how you create and deliver content, helping you stay competitive in a rapidly evolving landscape. Perfect for sales reps and business owners in the print and signage industries—watch now!
Short Attention Span Sales Tips
Your Sales Environment
When someone commented on Bill Farquharson’s constant negativity, he was shocked. But then, he got thinking about his upbringing and it started to make sense. Your sales environment plays a role in your success. Learn how the two are corrected in this week’s Short Attention Span Sales Tip.
Scary Sales
Happy Halloween! Every now and then, sales can be downright scary, but in this week’s Short Attention Sales Tip, Bill Farquharson talks about what to do when things get bone-dry.
How to Sell to the Younger Buyer
Over a series of text messages with his daughter, Bill Farquharson received the key to selling to someone many decades younger than you. He shares that secret in this week’s Short Attention Span Sales Tip.
Extreme Productivity
After a weekend where he got an amazing amount of personal and business tasks accomplished, Bill Farquharson offers you a list of actions to take to achieve extreme productivity. Find it in this week’s Short Attention Span Sales Tip.
Raise the Bar
An email arrives asking for a price quote. Attached is a copy of the competitor’s proposal. How do you handle that? This question from a Sales Vault customer resulted in the advice contained in this week’s Short Attention Span Sales Tip.
Reset Monday
A month ago, Bill Farquharson advised you to embark on a 90 day sales blitz. If you did but stopped or if you didn’t but should have, this Short Attention Span Sales Tip is for you.
Early Sales Intervention
One of the biggest reasons why new sales people fail is a lack of early intervention. In this week’s Short Attention Span Sales Tip, take a lesson Bill Farquharson’s grandson to find success for your new rep.
Time, Tasks, and Productivity
Ever notice how some tasks are best done at certain times of day? Yeah, Bill Farquharson has too, and he wonders if it has always been that way or is it an age thing. In this week’s Short Attention Span Sales Tip, he comments on the sales day and getting the right things done at the right time.
Amazon, Expectations, and Communication
A client asks when their job will ship. Knowing the complexity of the order, you say, “5 days” and watch the client’s face drop. What just happened isn’t fair, but it is the subject of Bill Farquharson’s Short Attention Span Sales Tip this week.
Bidding Differently
When you are trying to obtain new business via the bid, it comes down to a number and you’d better be the lowest. In this week’s Short Attention Span Sales Tip, Bill Farquharson talks about how to add context to your price and win without stripping away all profit.
Short Attention Span Sales Blog
Two New, Struggling Sales Reps. Two Different Outcomes.
In one day, two of Bill Farquharson’s young sales clients saw their fate go in different directions. One is looking for a job while the other is basking in the glow of a great sales day. While there are many possible reasons for this outcome, Bill’s blog features the biggest one.
How to Get Production to Love Salespeople
It’s no secret that salespeople are not universally loved inside the walls of their own company. They can be demanding and don’t always speak to their fellow workers respectfully. In this week’s blog, Bill Farquharson offers up 8 words that can change how Production thinks about the sales reps who get the process started.
Do NOT Use AI For This
AI’s power and capabilities continue to grow and amaze. Use it for research. Use it for content creation. Use it for idea generation. Just don’t use it for….what Bill Farquharson talks about in his blog this week.
The Real Competitor
You probably think you know your greatest competitor. It’s a company you come up against time and time again, winning some and losing some. But your greatest competitor isn’t a company at all. It’s….the subject of Bill Farquharson’s blog this week.
Just Do It
The difference between the top sales rep and the also-rans comes down to one word…and you will find it in Bill Farquharson’s blog this week.
In Praise of Naps
What’s the secret to success for Warren Buffett, Elon Musk, Mel Brooks, and dozens of other leaders in their fields? The afternoon nap. Grab your favorite blanket and a pillow and meet Bill Farquharson on the floor to learn more.
Owners, Are You Making This Mistake With Your New Sales Rep?
You hire a rep, you fire a rep. You hire a rep, you fire a rep. There are a lot of reasons for this repeat pattern but the problem Bill Farquharson points out in this week’s blog is one of the most common.
Make This Mistake Only Once
Imagine if you could back up time and redo the last 30 days. What would you do? Well, 30 days from now, make sure you have no regrets. Read more in Bill Farquharson’s blog this week.
A Filter for Uncertainty, Stress, and Anxiety
Stressed over a big meeting coming up? Carrying around self-doubt over a meeting with your boss? The future can give us all a reason to reach for the antacid, but Bill Farquharson has a better idea in this week’s blog.
Write Your Blog. Post Your Post. Tell Your Story.
The goal of a blog or LinkedIn post is to connect. In this week’s blog, Bill Farquharson tells you the best way to do that.
On-Demand Courses
Downloadable Tools & Templates
Whitepapers
Articles
Persistence: How Long Should I Keep Calling on a Sales Prospect Before Giving Up?
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 opens and, again, the prospect drenches you. Would you go […]
Sales Challenges: Preparation Powers Persuasion
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 to become sales people are the ones who don’t […]
How to Improve Your Productivity When Selling Printing
“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 less time. You can be busy but not productive. You […]
Sales Challenges: How to Differentiate Yourself
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 strive to set ourselves apart with the same gusto […]
Sell Away Your Problems
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 to COVID-19, your sales life is in crisis. You are […]
Sales Challenges: Are You Like a Gallon of Milk?
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 for one brand and $4.99 for another. Thanks to […]
Sales Challenges: It’s Time for Your Midyear Checkup
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 regarding their mental health and overall well-being.” Having worked from […]
Keys for Printing Industry Salespeople to Develop Good Time Management Skills
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 their eyes from lining up back-to-back-to-back 14-hour workdays. But the […]
Sales Challenges: ‘Inventing Anna,’ a Jedi Print Sales Rep
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 of chutzpah, and a dream of creating something big. By […]
10 Tips and Tricks for Printing Industry Sales Reps Who Are Now Selling From Their Homes
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 in the middle of the living room and from there […]
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