In this Sales Vault workshop, Bill Farquharson and the Vault community break down the questions salespeople should ask before, during, and after the quote process. From uncovering budget and decision-making authority to managing follow-up and learning why customers buy, this replay gives print, sign, promo, and graphic arts sales reps a practical list of questions that can prevent confusion, reduce ghosting, and improve close rates.

When business picks up, prospecting is often the first thing to disappear — and that is exactly how sales momentum gets lost. In this Sales Vault workshop, Bill Farquharson leads a practical discussion on protecting selling time, managing customer demands, delegating more effectively, and keeping new opportunities moving even when your schedule is packed.

Learn how to identify the real decision-maker, move beyond the buyer, ask better questions, and position yourself as a business resource instead of just another vendor looking for a quote.

In this Sales Vault workshop, Bill Farquharson leads a practical discussion on how salespeople and companies can stand out in a crowded market by defining what makes them different, showing real value, building trust, and avoiding the trap of competing on price alone.

Are you truly being productive, or just staying busy? In this Sales Vault workshop, Bill Farquharson breaks down where sales time really goes and how distractions, admin work, interruptions, and poor habits quietly steal time away from prospecting and revenue-generating activity. You’ll come away with practical ways to audit your week, protect your focus, and spend more time on the work that actually grows sales.

Buyers do not want another pushy salesperson with a generic pitch. In this Sales Vault workshop, Bill Farquharson breaks down what buyers actually care about: relevance, trust, follow-up, honesty, and a salesperson who listens before jumping to a solution.

Small first orders can become major long-term accounts when handled the right way. In this Sales Vault workshop, Bill Farquharson shares how to turn early wins into stronger client relationships through follow-up, personal connection, common courtesy, and a process for spotting bigger opportunity.

Getting the First Meeting shows sales reps how to turn cold outreach into real conversations by improving meeting requests, handling brush-offs, and following up with more relevance and persistence. Bill Farquharson shares practical ways to earn attention, offer value instead of just asking for time, and increase the odds of getting that first appointment.

Sales momentum does not come from motivation alone. In this workshop, Bill Farquharson breaks down how diligence, structure, accountability, and realistic activity goals help sales reps stay focused, disciplined, and productive — especially when results feel slow or inconsistent. If you have ever fallen off track, overthought your outreach, or let a rough week derail your rhythm, this session offers practical ways to reset and keep moving forward.

Consistency beats intensity in prospecting. In this Sales Vault workshop, Bill Farquharson shows how to build a repeatable prospecting process that fits your style, keeps you moving, and helps you stay pleasantly persistent without overcomplicating your outreach.