The best sales pitch will not work if it is aimed at the wrong prospect. In this Sales Vault replay, Bill Farquharson launches a new monthly AI series with a practical discussion on using AI to identify better-fit sales targets. Members share how they are using tools like ChatGPT, Claude, CRM data, email integrations, and prospecting platforms to find companies, uncover vertical markets, build outreach lists, and save time — while still protecting authenticity and keeping the human side of sales intact.

Colleges and universities buy a wide range of print, signage, promo, mail, and branded merchandise — but the buying process can be scattered, price-sensitive, and complex. In this Sales Vault replay, Bill Farquharson is joined by guest Paul Nevue, a sales rep with deep experience selling into colleges, to discuss what schools buy, who buys it, how to research campus needs, and how to find profitable opportunities beyond “submit a bid.” A companion handout is included with the replay to help members identify smarter targets and stronger sales angles.

There is still time to finish the year strong, but Q4 will not reward wishful thinking. In this Sales Vault replay, Bill and the Vault community discuss how to prepare for the final quarter, focus on real opportunities, reconnect with top accounts, plan for January, use October as a sprint month, and create reasonable sales activity goals that lead to more meetings, proposals, and sales before year-end.

AI is everywhere, but many salespeople are still trying to figure out where it fits into a real sales day. In this Sales Vault replay, Bill Farquharson leads a community conversation with members Don K. and Ignacio “Primo” Duran on how AI can support prospecting, research, sales preparation, follow-up, accountability, and stronger customer conversations — without replacing the human relationships that make sales work.

Most salespeople ask questions to win the first order, then move on too quickly. In this Sales Vault replay, Bill Farquharson and the Vault community discuss the questions salespeople should keep asking after the sale to strengthen relationships, uncover future projects, identify competitive threats, earn referrals, and find opportunities competitors may never hear about. The replay also includes a downloadable question list to help members put these conversations into practice.

Why are your competitors getting the business you’re not? This workshop examines the real reasons sales are won and lost—and how responsiveness, trust, value, positioning, and better customer conversations can give you an edge.

The first sale is not the finish line. In this Sales Vault replay, Ignacio “Primo” Duran leads a practical, member-driven workshop on what happens after a prospect says yes. Primo shares his customer relationship model, explains why one transaction does not automatically make someone a true customer, and shows how to manage first orders, qualify future potential, set expectations, and turn the right buyers into long-term relationships.

Not every prospect deserves the same amount of your time. Learn how to define your dream client, identify companies that align with your strengths and values, and develop promising prospects into profitable, long-term relationships.

CRM cleanup, dormant customers, marketing, prospect lists, testimonials — the important work is easy to postpone. Learn how to prioritize, simplify, delegate, and finally get those high-value sales tasks off your list.

Move beyond simply quoting jobs. Learn how better questions, honest recommendations, expertise, and customer-first thinking can help you become the trusted advisor clients turn to before making important buying decisions.