Learn by Sales Challenge
Each sales challenge listed below is covered inside The Sales Vault. Recorded workshops and courses, articles, blogs, and sales tips provide ideas and solutions. Click on the sales challenge you are facing and follow the path laid out for you.
I’m New to Sales
Looking back to the start of my sales career, I was fortunate to work for a company that invested in training. The fundamentals of sales haven’t changed in the 40+ years since I started. If you’re new to sales, this is where to start.
Selling Digital Printing
Select from this collection of white papers available for download. Each written by Bill Farquharson and Kelly Mallozzi, focused on the nuances of selling digital printing vs. traditional print with actionable strategies.
I feel like I need to follow the job all the way through production…
Are you battling “CSR Disease?” Definition: CSR Disease is the name given to sales people who spend an inordinate amount of time mothering their jobs through the plant. They either can’t or won’t pass the baton to production. Is this you?
Sales Apps You Should Know About
Search “Sales Apps” on Google and the number of responses will rival that of the Gross National Product. There are thousands of apps and many do similar things. Here are just a few that are worth your time, listed by their intended benefit.
Tips for Presentations and Sales Calls
Presentations are hard. And so are sales calls. As a public speaker by trade and inspired by many so-so speakers and their less than engaging performances, Bill has compiled a list of what it takes to deliver a good presentation. The same rules apply when it comes to making a good sales call.
Managing the Sales Process: From Getting Organized to Keeping Track
One of Bill’s mantras as a sales trainer is to never leave today without having tomorrow planned. You get to leave for home and leave work behind. Tomorrow is all planned. Go be present to your family. In the morning, you will walk in the door and already have your day planned out. Here are a few strategies to get organized.
Getting to the Next Level
You get to a plateau and you stay there, seemingly unable to break through to the next level. You want to end up with a plan but in order to get there, you are going to need to evaluate several aspects of your business. Bill has outlined a few tips and actionable resources in the form of Sales Vault content that will help you see a path to the next level.
Too Busy to Sell: “My Hair Is On Fire Daily”
This is a classic example of someone who’s not in charge of their own calendar. Everything seems urgent. The day is already already out of control, and it hasn’t even started yet. These tips and resources Bill has outline will help you lay some ground rules to regain control and bring the raging fire down to embers.
Selling when you’re an introvert…
The goal is not to change your personality. With a new mindset and a few strategies, you can become more comfortable in the sales role. Bill has selected some specific Sales Vault resources to help break down some sales barriers.
When you’ve never had to sell before but now you need to grow your business
When business stops growing organically, and event starts to recede, there is a way out. It’s time to start selling. Here you’ll find Sales Vault resources to get you focused on the fundamentals to recharge your sales engine.
Hiring the “right” sales rep and nurturing success
One of the big mistakes people make in hiring is they think this is a short term task. Not only is it ongoing, it doesn’t stop when you hire someone. You need to stay engaged in the onboarding, training, and early activities of a sales rep despite your other job duties.
Preparing to add a new sales rep
Do you need one? Absolutely! The only way to avoid hiring a sales rep is if you, the owner, are the sales rep and in that role 100%. Otherwise, your growth has a ceiling. But there are ways to set yourself (and them) up for success or failure. Here’s what Bill has to say on the topic and Sales Vault resources to consult for a deeper dive.
I hate selling….but I need to grow
Yeah. This is a tough one. Whether its laziness or procrastination or fear or something else, if you are not actively selling, you will—at best—maintain your existing sales level and—at worst—see a slow decline. Use these resources to inspire that desired growth.
Limiting the chaos when you’re crazy busy
“Crazy busy” is a temporary problem. If for some reason this feeling doesn’t go away, chances are you are suffering from some bad time management. In this post, Bill has outlined specific Sales Vault resources (Workshop Replays, Video Courses, Sales Tips & Blogs) to help you get from chaos to control.
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.