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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: 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!
Insider Replay: Making Contact & Maintaining Relationships
Want to master the art of client connection? Watch the replay of Bill Farquharson’s October 29th 2024 workshop to learn today’s best practices for making impactful first impressions and maintaining client relationships in the competitive graphic arts industry.
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Insider Replay: Marketing Workshop: Building a Customer Loyalty Program
Ready to turn customers into loyal advocates? This week’s marketing workshop reveals proven customer loyalty building strategies specifically for the graphic arts industry. Learn how to design loyalty tiers, incentivize reorders, and retain high-value clients. Watch the replay now to see how a well-crafted loyalty program can transform your business.
Insider Replay: Selling to Different Personalities
Unlock the secrets of selling to different personalities! In this replay, you’ll learn how to recognize key personality types, use the DiSC model to adapt your approach, and refine your sales strategy for greater success. Watch now for actionable insights that can transform your sales performance.
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Insider Replay: Marketing Workshop: The Role of AI in Marketing
Curious about how AI can boost your marketing efforts? In this week’s Marketing Workshop, Bill Farquharson leads an interactive discussion on using AI to enhance your marketing strategy. Learn how AI can personalize your outreach, predict customer needs, and help you brainstorm new ideas! Click to watch the replay now.
Insider Replay: How to Create a Well-Rounded Sales Strategy
This replay of Bill Farquharson’s “How to Create a Well-Rounded Sales Strategy” workshop covers everything from marketing campaigns and client retention to time management and personal development. Learn the key strategies that drive sustainable sales success.
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Insider Replay: Marketing Workshop: What’s stopping you from running a marketing campaign?
Missed the workshop? Watch the replay of Bill Farquharson’s discussion on overcoming the obstacles that stop you from running a successful marketing campaign. From time management to creative ideas, discover strategies to kickstart your marketing efforts.
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Insider Replay: New to Sales: Solve the Problem, Earn the Order
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: Motivation, Fatigue, Burnout, and Reset Workshop
In this replay of Bill Farquharson’s “Motivation” workshop, explore strategies to maintain motivation, overcome fatigue, prevent burnout, and reset your energy levels. Learn practical tips for staying focused and engaged in your sales career.
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Short Attention Span Sales Tips
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.
Your Fall Sales Plan
And just like that, summer was over. Are you ready for the three most important selling months of the year? You will be after Bill Farquharson’s Short Attention Span Sales Tip.
After the Sting, an Opportunity
Frank Romano once joked, “Bill, you can make a sales tip out of anything.” That challenge is put to the test this week when Bill Farquharson discovers a hornets’ nest the hard way. Check out this week’s Short Attention Span Sales Tip.
Print is Dead…For Some
BREAKING NEWS: Bill Farquharson declares print dead! Caught with a hot mic, sales trainer and Short Attention Span Sales Tip creator Bill Farquharson makes an astonishing admission. Hear and read it for yourself.
Friday, What is up with you?
It used to be Friday was just another day in the selling week. But for a number of reasons, things have changed and sales reps need to think about how best to use the suddenly-quiet day. Find out more in Bill Farquharson’s Short Attention Span Sales Tip.
How Often to Follow Up
The answer to the question, “Hey, Bill, how often should I follow up?” is personal. It is also revealed in Bill Farquharson’s Short Attention Span Sales Tip this week
Short Attention Span Sales Blog
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.
Another Great Use for AI
Too late to help with his angry email, a presenter gave Bill Farquharson a great idea for ChatGPT. Hopefully, it is not too late for you.
The Real Value of Monthly Sales Numbers
After an especially strong first 6 months of 2024, Bill Farquharson looks back to last year’s numbers differently than the average Joe. Instead of wondering if he was a success, Bill uses them as motivation. Find out how in this week’s blog.
Who’s Afraid of a Bad Review?
An annoying, rude, pushy customer seems like an easy outcome: Fire them! But what if you fear a bad review? In his blog this week, Bill Farquharson reports on two key points made when this issue was discussed in a recent workshop.
The 50% No-Show Appointment
While waiting on half of the invited-and-confirmed meeting members, Bill Farquharson cranked out a blog tip so you don’t have to sit and wait for half of your next meeting to show up and ultimately not show.
How to REALLY Get Organized
No general goes into battle without a plan. No scientist performs research without a plan. And no sales rep should begin a week without having first read Bill Farquharson’s blog this week.
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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