Sales: A Cast of Characters
June 20, 2018
This column first appeared in Printing Impressions June 2018 © Bill Farquharson If you ask someone what comes to mind when they think of a
Tag: articles
How to Raise Prices
May 20, 2018
This column first appeared in Printing Impressions May 2018 © Bill Farquharson It started out like any other sales meeting. Numbers flashed on the screen
The Upside of Negative
May 20, 2018
This column first appeared in Printing Impressions May 2018 © Bill Farquharson For the fifth consecutive time, you lose a bid. Same customer. Same result.
Messages to the King
April 20, 2018
This column first appeared in Printing Impressions April 2018 © Bill Farquharson There are many things the boss likes about being, well, The Boss, and
Sales, Chinese Food, and Visualization
April 20, 2018
This column first appeared in Printing Impressions April 2018 © Bill Farquharson It’s dinner time and you are famished. You weren’t hungry for Chinese food
The Idea Behind Ideal Conversations
March 20, 2018
This column first appeared in Printing Impressions March 2018 © Bill Farquharson The best the job of sales gets is when a solution is applied
Pulling a Keanu Reeves on a Client
January 20, 2018
This column first appeared in Printing Impressions January 2018 © Bill Farquharson When you first start out in sales or as a selling owner, anyone
Dear Legacy Sales Reps
December 20, 2017
This column first appeared in Printing Impressions December 2017 © Bill Farquharson Years ago, Joe Davis, the CEO of Consolidated Graphics pulled me aside to
What Is It About Ad Agencies?
December 20, 2017
This column first appeared in the Titanic’s in house magazine © Bill Farquharson I wrote this piece back when I worked as a steward on
Playing Sales Detective
December 20, 2017
This column first appeared in Printing Impressions December 2017 © Bill Farquharson Welcome to CSI Print Sales. We’re a small micro-unit of the big city