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Experience The Sales Vault — the print industry’s top on-demand training platform.
This is your opportunity to enjoy full access to workshops, courses, AI tools, and sales resources designed to help print and signage business owners grow.
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We’ve handpicked a few specific resources to give you a strong overview of the experience. These highlights showcase how you may benefit from ongoing sales development, community learning, and industry-specific insights.
The Sales Vault
Community Events & Content
Upcoming Live Workshops for All Sales Vault Members
Motivation, Momentum & The Midweek Slump: Resetting Your Sales Mindset
Beat the midweek slump with real-world mindset tools. Learn sustainable ways to stay motivated and disciplined in sales.
Find out more »The Courage to Call: Overcoming Call Reluctance and Sales Anxiety
Conquer call reluctance, fear of rejection, and sales anxiety with actionable confidence-building techniques.
Find out more »Objection Handling Mastery: What to Say When They Push Back
Learn how to reframe and respond to common objections like “Your price is too high.” Walk away with language that wins back prospects.
Find out more »
A Program for New Sales Reps & Selling Owners
90 Day New-To-Sales Program
On-Demand Courses
All Courses | Video-based learning with worksheets, downloads, and quizzes to reinforce subject matter.
A Sustainable Productivity Plan for New Sales Reps
Build consistency and focus with a repeatable productivity system for sales reps. Learn how to plan smarter, execute better, and stay on track — every day, every week.
Objection Mastery: Turning Resistance into Revenue
Master the art of handling objections. Learn to recognize, reframe, and respond to resistance with strategies that convert hesitation into opportunity.
Effective Sales Presentations
Turn your next meeting into a masterclass in preparation, presentation, and persuasion. In this course, Bill Farquharson walks you through every step of an effective sales presentation — from preparation to delivery to securing the next meeting. You’ll learn how to research your client, structure your message, and communicate with clarity and confidence.
Making Contact with Decision Makers
This course is about mastering one of the hardest parts of selling: gaining access to the person with the power to say “yes.” You’ll learn why diligence beats talent, how to craft powerful conversations, and how to reset your mindset so you stop feeling like a pest and start acting like a trusted advisor.
Marketing is the New Sales
Marketing is the New Sales helps you stand out in a crowded market, generate steady leads, and strengthen client relationships. By the end, you’ll have practical strategies to drive growth and keep your pipeline full—without relying on old-school sales tactics.
Lead Generation for Legacy Sales Reps: Sharpening Your Edge
Sharpen your edge and win better business. This advanced course helps seasoned sales reps refine their Ideal Customer Criteria, apply smarter prospecting strategies, and leverage AI to save time and uncover high-value opportunities. Stop chasing volume and start focusing on the clients who deliver the most profit and loyalty.
Lead Generation for New Sales Reps: Build Your Funnel, Build Your Future
Build your funnel, build your future. This course gives new sales reps the confidence and tools to find their first great customers. Learn how to combine traditional prospecting methods with modern AI strategies so you can keep your pipeline full and your sales career growing strong.
Pre-Call Research
Learn how to uncover what matters most to your prospects before you ever pick up the phone. This course teaches you to research smarter, find the right decision-makers, and transform generic sales calls into meaningful, solution-focused conversations.
The Prospecting Playbook
Turn cold calls into opportunities with a proven prospecting system. This course shows you how to build a pipeline, stay organized, and consistently generate new business.
Diligence
Build consistency, stay motivated, and outwork your competition with Bill Farquharson’s 6-part video course on the sales skill that beats talent every time. Perfect for print, promo, packaging, labels, and signage professionals who want lasting success.
New to Sales in the Graphic Arts?
Build confidence, avoid costly mistakes, and hit the ground running with Bill Farquharson’s 8-part video course for sales newcomers in print, promo, packaging, labels, and signage.
Time Management for Salespeople in the Graphic Arts: Do More, Stress Less, Sell Smarter
Master your day, reduce stress, and sell smarter: This course teaches salespeople in the graphic arts how to prioritize, plan, and build time habits that actually stick.
- The Latest
Sales Tip & Blog Article
The Short Attention Span Sales Tip
Every Monday — 3 min Video
New to Sales? Here’s Good News!
The persistent thought of a new sales rep is, “I am not doing my job if I am not landing orders.” In this week’s Short Attention Span Sales Tip, Bill Farquharson disagrees.
The Sales Challenge Blog
Every Tuesday — 1 min Read
Sales Is a Sport. Train Like It.
There are the natural-born sales reps and then there are the rest of us. You can beat the schmoozers by following Bill Farquharson’s advice in this week’s blog. (1 min read)
- Most Recent Insider Replays
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Insider Replays: Get the Recap & Watch the Video
Recap & Replay: Selling with a Boss Who Doesn’t Get Sales: How to Stay Sane (and Hit Quota Anyway)
Bad leadership shouldn’t tank your numbers. This session shows how to manage up: set clear expectations, communicate activity that actually moves deals, earn trust, negotiate office/road time, and ask for what you need—from qualified leads to weekly check-ins. You’ll leave with scripts, frameworks, and a 90-day plan to stay sane and hit quota.
Recap & Replay: Why They’re Not Calling You Back
Silence after the quote? This workshop breaks down why prospects ghost (wrong contact, lost momentum, weak value, conflict-avoidance) and how to revive the conversation. Get specific language to set follow-up expectations before you leave, craft “optimistic” voicemails, vary your medium, and run a smarter touch pattern—without sounding desperate.
Recap & Replay: What to Do When Sales Slow Down
Every seller hits valleys. This session walks you through immediate moves (audit pending work, scan emails, compare to last year), mid-term plays (seasonal campaigns, re-activations), and mindset resets that keep you productive. You’ll also plan the holiday slow weeks and set targets so you start January locked and loaded.
- Recent Downloadable Content
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AI Prompts for Presentation Prep
Smart AI prompts to help you use ChatGPT effectively for planning and refining your next sales presentation.
Already an Insider? Please login for immediate access.
Tips for Delivering an Effective Presentation
A one-page guide to help you deliver more persuasive, confident, and client-focused sales presentations.
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Effective Sales Presentation: Pre-Call Readiness Checklist
A practical checklist to confirm you’re ready for your next presentation — from prospect research and objective setting to visuals and follow-up planning.
Already an Insider? Please login for immediate access.
- Most Recent Learn by Sales Challenge
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Learn by Sales Challenge
“How do I stay in touch with a prospect but not overdo it?”
How do you stay top of mind with a prospect without crossing the line into being a nuisance? After multiple outreach attempts with no response, it can be tough to know when to keep pushing and when to step back. The key is delivering valuable, relevant messages that show you’re persistent, not annoying. But how much follow-up is too much? And how do you strike the perfect balance?
“I want new business”
File this one under, “No kidding. Who doesn’t?” Okay, so you want to open some new accounts but you don’t know where to start. You likely fall into one of two categories: “New Reps” or “Legacy Reps”. The Sales Vault has options for both.
“I want to improve my time management”
There is a big difference between busy and productive. Most likely, if you have clicked on this category, you find yourself busy all the time. Equally likely is the fact that the only way you believe you can grow is by working even harder. So, let’s talk ideas for improving your productivity, starting with some lessons on time management.
- Searchable Archives
- Visit Resources Page
Search by topic for past tips, blogs, articles, whitepapers, downloads, replays and more.
Results below are random upon page refresh.
Should You ‘Drink on the Job’?
I was 21 years old and just out of college. Two weeks after graduation, just before my flight out to Chicago for one week of
The Importance of Pushing the August Print Sales Reset Button
I love my job. I bound out of bed every morning and often times find that I’ve been at my desk for several hours tinkering
The Lazy Print Sales Rep’s Phone Script
My youngest daughter, Madeline, recently took a job working for Hibooks, a start-up competitor to Audible that’s using the Netflix model to build a following.
Meet Bill Farquharson
Your Sales Coach, Industry Expert, and Growth Partner
With decades of hands-on selling experience and a passion for helping others succeed, Bill has guided countless professionals to remarkable growth. Discover how his proven strategies and no-nonsense approach can transform your sales career.
What You'll Find Inside The Sales Vault
Interactive Training Courses
Expert & Peer Support
AI Integration & Guidance
