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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: 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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Insider Replay: Marketing Workshop: Tracking Marketing Success
In this replay of Bill Farquharson’s Marketing Workshop on “Tracking Sales Success”, gain insights on how others are measuring the effectiveness of marketing efforts and hear from industry peers on how they measure marketing success.
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Insider Replay: New-to-Sales Workshop: The 4 Keys to Sales Success
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Insider Replay: Selling to Banks
Watch the replay of Bill Farquharson’s “Selling to Banks” workshop exploring key strategies for approaching and selling print, signage, and promotional services to banks. Learn how to understand the banking industry’s unique needs, position yourself as a subject matter expert, and craft compelling pitches that resonate with decision-makers.
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Insider Replay: Better Communication Workshop
Watch the replay of Bill’s Better Communication Workshop | September 2024
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Insider Replay: New-to-Sales Workshop: Handling Objections
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Google Business Profile Mastery Workshop | Insider Replay
Watch the replay of Bill’s Google Business Profile Mastery Workshop with Blue Vine | September 2024
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Insider Replay: The Marketing Workshop Sept. 23, 2024
Watch the replay of The Marketing Workshop September 23rd.
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Short Attention Span Sales Tips
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
Eight No’s and a Yes
What does it take to get an appointment? A lot of the wrong responses, each looking negative. Take Bill Farquharson’s advice from this week’s Short Attention Span Sales Tip and follow the no’s to a yes.
Sales Opportunities Abound
Leads arrive in the mail every day. You walk past your next potential sale every time you go to the store. A conversation with a friend leads to an appointment. Keep your head up, listen to Bill Farquharson’s Short Attention Sales Tip, and good things will happen.
Sales Energy
Most of Bill Farquharson’s Short Attention Span Sales Tips are written and recorded in the morning. This one was done after 4pm. Find out why that is relevant when it comes to planning your day.
Summer Sales Plan
Finally! We reach the week that includes the Fourth of July. If you have been following Bill Farquharson’s advice, you will not experience a summer slowdown. In this week’s Short Attention Span Sales Tip, Bill gives you a focal point to finishing the year strong.
Short Attention Span Sales 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.
How would you manage you?
Imagine if you could go back to your teen years knowing what you know now and say to your parents, “Here’s how to parent me.” As a sales rep, you have that chance. In this week’s blog, Bill Farquharson advises you on getting more from your manager.
Language, Please
Bad language has a place in today’s world. Joe Pesci isn’t Joe Pesci without the use of, um, colorful language. But in business, where is the line? That’s the question Bill Farquharson explores carefully in this week’s blog.
What Changes When You Succeed
The good news is, you’ve hit your goals. The bad news is, what comes next. In this week’s blog, Bill Farquharson shares two downsides to success and why they need to be avoided.
Howard Gets Rejected
A salesman is told he needs to make 50 cold calls a day. Day after day, the man drives to an office building, takes the elevator to the top, and knocks on every door he sees. That’s a lot of rejection. The year is 1979. Today, that former salesman is worth $5.7 billion. Find out why he credits his cold calling days and the hope it gives the rest of us.
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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