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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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Effective Sales Presentations | Sept. 17th Insider Replay
Watch the replay of Bill’s
“Effective Sales Presentations” workshop from September 17th.
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The Marketing Workshop | Sept. 16th Insider Replay
Watch the replay of The Marketing Workshop September 16th.
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Insider Replay: How to create an effective prospecting process Sept. 2024
Watch the replay of How to create an effective prospecting process Workshop September 10th.
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The Marketing Workshop | Sept. 9th Insider Replay
Watch the replay of The Marketing Workshop September 9th.
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Negotiating & Closing | August 27th Insider Replay
Watch the replay of Bill’s August 27th Negotiating & Closing Workshop
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Short Attention Span Sales Tips
Email and Sales Apps and Teams, Oh My!
There are many, many, MANY communications channels in use. In this week’s Short Attention Span Sales Tip, Bill Farquharson gives you a communications pecking order to set expectations and mitigate the possibility someone is out there awaiting a response to a message you never saw.
Limit Your Sales Day
Want to sell more in less time? Work less hours. That was the lesson Bill Farquharson learned while flying to London to meet his daughter’s new boyfriend. Get the whole story in this week’s Short Attention Span Sales Tip.
Origin Story
Companies are started out of necessity, opportunity, and passion. Their origin stories can be interesting, captivating, or boring. Usually, the only ones who care are the founders themselves. You know them, they are the people making the big decisions. In this week’s Short Attention Span Sales Tip, Bill Farquharson shows you why you need to care.
Chameleon Sales
It’s no surprise the hardest personality type to sell to is The Bully. But what’s on Bill Farquharson’s mind in this week’s Short Attention Span Sales Tip is a sales rep’s need to quickly ascertain who you are talking to and adjusting accordingly, especially when you don’t have the luxury of a face to face conversation
A Sales Down Day
Incredibly, Memorial Day is just a week away. That means this Friday is something of a sales down day. Find out how to make the most of it in this week’s Short Attention Span Sales Tip.
Getting Along with Non-Sales Bosses
Learning to communicate with all personality types is a requirement of the job of sales. That skill pays additional benefits when building relationships with a manager or company president who has never been in sales. In this week’s Short Attention Span Sales Tip, Bill Farquharson shares some ideas on how to apply selling skills typically used on clients internally.
Don’t Cold Call
LinkedIn asked for advice on how to cold call. Bill Farquharson’s response was unlike any of the other contributors. He didn’t expand there, but he does for you in this week’s Short Attention Span Sales Tip.
A Sales Team Differentiator
How does a 3/5 star hotel remake itself to be a Ritz Carlton? The same way your sales team can pull together to make a difference in your sales growth. Hear more about it in Bill Farquharson’s Short Attention Span Sales Tip.
Sales Maturity
You’ve missed your flight. That urgent job is not going out on time. Two frustrating situations, to be sure. You have choices in what to do next and how you handle the situation is important enough to be the subject of this week’s Short Attention Span Sales Tip.
Sales Optics
What do Subway Restaurants, a free-anytime hand surgeon, and how you dress have in common? They are all wrapped together in Bill Farquharson’s Short Attention Span Sales Tip.
Short Attention Span Sales Blog
I No Longer Can’t
Bill Farquharson was asked to memorize 7 different patterns of 18 notes in a specific order spread out over 6 guitar strings. You are being asked to open new accounts. Both of you think, “I can’t.” Read Bill’s blog and find out how to change your thinking.
“And Then, My Head Exploded”
Searching for a printer in Texas, Bill Farquharson came close to insanity when he saw the results. Take his advice regarding this simple, controllable task, and you might just prevent that from happening.
A Crazy Idea For Hiring a Great Sales Rep
Everyone knows rejection is a part of sales. One guy has an interesting method for finding out if a rep can overcome an important objection: Rejection during the interview. Read more in Bill Farquharson’s blog.
The Worst Thing About Your Blog
Remember when starting a company newsletter was a great idea? Today, they are called blogs. In Bill Farquharson’s blog this week, he blogs about a blog mistake blog writers make in their blog.
Loose Lips Sink Sales
A prospect asks, “What other companies do you work with?” You are tempted to name some names, but before you do, you’d be wise to read Bill Farquharson’s blog.
The Blessing and Curse of Sales ADD
Imagine someone tapping a finger on your head all day, all the while speaking to you in a low tone. That’s ADD. Now, imagine harness that into a sales superpower. It is possible. Learn how in Bill Farquharson’s blog.
Bad Guitar and the New Sales Rep
You are not a natural-born sales rep. Bill Farquharson is not a natural-born musician. His secret to success on a guitar is the same as yours in sales, and it the subject of his blog this week.
How One Intro Email Resulted in a Phone Call
Bill Farquharson sent an email to a prospect. The prospect called Bill right away. How did that happen? It has to do with something at the bottom of the email; something you can read about in this week’s blog.
How to Get a Vendor to Jump Through Hoops
You are in a huge jam and need a vendor’s help. The difference between yes and no comes down to one business practice Bill Farquharson believes in, lives by, and writes about in his blog this week.
The Essence of Sales
He is not real. His best friend is a tiger only he can see. He lives in an imaginary world but he sees life with clarity. His name is Calvin. His tiger is Hobbes. And in this week’s blog, Bill Farquharson shows how he perfectly defined sales in one line.
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Articles
Optimism & Opportunities for Selling More Print This Year
In a thoroughly forgettable movie, called “The Gumball Rally,” a cross-country car race is held amongst an international cast of characters. It’s a strange place to look for inspiration, but Franco, the Italian driver played by Raul Julia, delivers a line we can use to think about all that happened in 2020, put it in […]
Sales Challenges: How to Get an Appointment
It was never easy to get an appointment with a decision-maker and any veteran sales rep who says otherwise has blocked out the memories of phones ringing in perpetuity (pre-voice mail, mind you) and no electronic options (email, cell phones, texting). Fresh on everyone’s mind are the sales challenges of 2020. Between the difficulty in […]
COVID Client Hide-and-Seek
At some point this past spring, the game began. The Centers for Disease Control counted to 10 and everyone scattered. Kids came home from school and went to their room. Visitors went back where they belong. City-dwellers became country folk. And customers left their offices. It didn’t matter if you had your eyes closed or […]
Life Lessons Learned at 60
On Oct. 20, 2020, at 10:10 p.m. EST, I [turned] 60 years old. The cursor is blinking at me, awaiting my next words, but I am taking in the number “60.” Oddly, it’s one thing to say it and another thing to read it. Moving on … In 10 years of writing columns for Printing Impressions, […]
A Pirate Looks at 60
This column first appeared in Printing Impressions October 2020 © Bill Farquharson On October 20, 2020 at 10:10 PM Eastern time, I will turn 60 years old. The cursor is blinking at me, awaiting my next words but I am taking in the number “60.” Oddly, it’s one thing to say it and another thing […]
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The 90% Rule
This column first appeared in Printing Impressions September 2020 © Bill Farquharson Ah, human nature. There are things in life that are just predictable: The odds of a dropped piece of buttered toast landing face down. The chances of the driver you just screamed at for cutting you off being your next appointment. And the […]
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That Time a Vacation Column Was Submitted
This column first appeared in Printing Impressions August 2020 © Bill Farquharson va-ca-shun (n): To not work. No, really. Submit a column, back away from the computer, and get lost. Go on… It was clear to everyone but him that he needed a vacation. COVID-19 quarantining had made him a little, well, more crazy than […]
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Sell Away Your Problems
This column first appeared in Printing Impressions July 2020 © Bill Farquharson 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 […]
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The New Sales Challenges
This column first appeared in Printing Impressions June 2020 © Bill Farquharson “The New Sales Challenges: What was once optional is now mandatory” Those were the words written on the whiteboard when the sales reps filed in to the conference room for the monthly meeting. As is company policy, no cell phones were allowed, leaving […]
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Same Sales Calls. Different Results?
This column first appeared in Printing Impressions May 2020 © Bill Farquharson There is a scene in the movie, Good Will Hunting, where its stars and co-writers Ben Affleck and Matt Damon are in a bar frequented by Harvard students. Affleck takes a run at starting a conversation with a young co-ed but his efforts […]
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