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Workshop Replays
Time Management Basics Workshop | August 13th Insider Replay
Watch the replay of Bill’s August 13th Time Management Basics Workshop
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The Marketing Workshop | August 12th Insider Replay
Watch the replay of The Marketing Workshop August 13th.
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The Art of Attraction | August 8th Insider Replay
Watch the replay of “The Art of Attraction with Paula Fargo” August 8th workshop.
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New to Sales Workshop | August 7th Insider Replay
Watch the replay of Bill’s August 7th “New to Sales” workshop.
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What Buyers Want Workshop | August 6th Insider Replay
Watch the replay of Bill’s August 6th “What Buyers Want” workshop.
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Staying Organized | July 30th Insider Replay
Watch the replay of Bill’s July 30th “Staying Organized” workshop.
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That Nuisance Customer | July 25th Insider Replay
Watch the replay of Bill’s July 25th “That Nuisance Customer” workshop.
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Sales Talk Replays January 2024 through July 2024
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. Sales Talk Replays 21 Videos July 24, 2024 1:02:13 July 17, 2024 16:24 June 26, 2024 39:21 June […]
Diligence & Determination | July 16th Insider Replay
Watch the replay of Bill’s July 16th “Diligence & Determination” workshop.
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Insider Replay: Selling to Hospitals July 2024
Watch the replay of Bill’s July 9th “Selling to Hospitals” workshop.
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Short Attention Span Sales Tips
Hearing Sales Voices
On a call with a prospective client, a little voice inside you speaks up and whispers to you. You ignore it at first but the voice persists. Do you listen or shut it out. Bill Farquharson hears voices all the time and has advice for what to do in this week’s Short Attention Span Sales Tip.
Why It’s Rude to Be Early
Think you know all about being on time? Think showing up early is your way of saying, “Look at me! I’m punctual!” After Bill Farquharson’s Short Attention Span Sales Tip, you will think differently.
Time Management is a Bag of Flour
We are all in the unfortunate habit of turning one task into two, two into five, and five into ten. What we need is a practical way to manage all of these great ideas that pop into our heads during the day. In this week’s Short Attention Span Sales Tip, Bill Farquharson offers one up.
Avoiding the Price Objection
Not all price objections occur during bidding. Sometimes, it’s an existing account who is demanding a reduction. To avoid that situation, take Bill Farquharson’s advice in this week’s Short Attention Span Sales Tip.
Best Sales Advice for a Newbie
At a dinner party, a young sales rep asked Bill Farquharson, “What advice would you give me, just starting out?” At first, Bill gave one answer. But then he changed his thinking to a skill we all need to obtain, and quickly. Find out more in this week’s Short Attention Span Sales Tip.
Another “Duh” Sales Tip
You should know this. We have been living in a social-media-ruled world for a while now. Bill shouldn’t have to tell you but, sadly, this week’s Short Attention Span Sales Tip is another one of those obvious message not everyone practices.
Trust me. I’m in Sales.
It’s a paradox: A client won’t give you an order until they trust you and they can’t trust you if they don’t give you an order….or can they? In this week’s Short Attention Span Sales Tip, Bill Farquharson shows you how to break that cycle.
How to Sneak Off on a Beautiful Summer’s Day
Sales gives you the chance to make your own hours, to earn according to your success, and to take advantage of a last-minute invitation. BUT, you need to take Bill’s advice in this week’s Short Attention Span Sales Tip.
A Sales Resolution Reset
By the time this week’s Short Attention Span Sales Tip hits your inbox, 33% of us will have given up on our New Year’s Resolutions. If you are in that minority or if you are struggling to stick to your promises, take heart: Bill Farquharson has a way to get you back on track.
A Different Sales Approach
When someone asks, “What do you do?” what you say in return can dictate your sales profitability, retention, and ultimately, your success. So, you might want to think about taking Bill Farquharson’s advice in this week’s Short Attention Span Sales Tip.
Short Attention Span Sales Blog
Hey Social Media People…Calm Down
Bill Farquharson is all for Google reviews and thinks it is fine to email and ask for one. But to then ask again, and again, AND AGAIN, well, do that and you will read about yourself in one of his blogs. Speaking of which…
Ideal With a Capital “I”
There are two levels of ideal customer: Lower case “i” and capital “I.” This blog is about the latter and why you should always be seeking this rare relationship. Find out what Bill Farquharson is talking about in this week’s blog.
When That Much is Too Much
When it comes to communicating delivery details with a customer, don’t make the mistakes Bill Farquharson’s dentist makes else your clients might take the action Bill is planning for his reminder-heavy tooth factory.
Wait! That’s a Good LinkedIn Post!
Where do the best ideas come from for good LinkedIn posts? Read Bill Farquharson’s blog to find out. It’s a good one!
A Healthy Sales Tip
One thing a day. Just one. That is all it takes to be healthy, wealthy, and wise as a sales rep. Don’t wait your entire sales career to learn the lesson in Bill Farquharson’s blog this week.
The Call-On-The-Top-Dog-Blog
Would you rather fight tooth and nail for an order or have it handed to you? Would you rather compete against 3 other vendors or be the chosen one? Would you rather wait for 5 people’s order approval or hear from one decision-maker? A recent news story exemplifies what Bill Farquharson has always believed: Call on the Top Dog.
Why Your Parents Are Geniuses
Small orders are frustrating. They take up a lot of time and don’t add up to much. But, if you apply a lesson from your childhood and listen to your parents, you might just find a small order to be a game-changer. Find out more from Bill Farquharson in this week’s blog.
An Assertive Sales Email
You’ve called and called. You’ve emailed and emailed. Nothing. Why not try something a bit more assertive? In his blog this week, Bill Farquharson offers an idea for a prospecting email that addresses your prospect’s question, “Why do I keep bugging you?”
Lazy New Business Selling
You’ve heard (and ignored) the advice regarding generating new business activity. It either goes in one ear and out the other, or you start to follow it but you don’t continue it. In this week’s blog, Bill Farquharson reminds you of the typical advice you’ve been given before, and then shares an activity to be done when all else fails.
A Little-Known LinkedIn Fail
Do you see the same people over and over again in your LinkedIn feed and wondered why that is? LinkedIn favors some members over others and its rule book both rewards and punishes. In his blog this week. Bill Farquharson shows you how to remove one factor that might be dragging you down.
On-Demand Courses
Downloadable Tools & Templates
Whitepapers
Articles
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… […]
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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 […]
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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 […]
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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 […]
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How to Unseat the Competition: It’s 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 […]
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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 […]
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The 60 Second Voicemail 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, […]
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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 […]
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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 […]
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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 […]
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