Death of a Salesman
May 2, 2023
What would you do if you knew you had a year to live? It is likely, “continue to prospect” would not make the cut. In
Tag: The Sales Challenge Blog
How to Be the Best Sales Rep
April 25, 2023
You are not the best sales rep in the world. Your prices can be beat, too. So, how do you find success? How do you
The Sales Gene
April 18, 2023
Enjoying a private breakfast buffet with clients, Bill Farquharson watches 3 young men attempt to crash the party. Whether they eat for free or walk
Ice cream, a lizard in a hoodie and customer feedback
April 11, 2023
Sitting in an ice cream shop in Charleston, South Carolina, Bill Farquharson observes a lesson in behavior, rejection and feedback that can help you understand
Selling at $39,000 a Word
April 4, 2023
Someone with a lot of time on their hands calculated Keanu Reeves earned over $39,000 for every spoken word in the new John Wick movie.
The Google Sales Objection
March 28, 2023
“What do I need you for? I’ve got Google.” Those words typically come from the lips of a younger buyer. Overcoming that objection is not
Why Your Sales Rep Lies to You
March 21, 2023
How many calls did you make? What do you expect to sell this month? Is this expense report accurate? If you are not getting honest
New to Sales? Here Are 3 Things to Avoid
March 14, 2023
After learning about print (aka Drinking from a fire hose) you set out as a sales rep. In this week’s blog, Bill Farquharson gives you
The Biggest Sales Challenge No One is Talking About
March 7, 2023
The “Price” objection; Finding the hybrid worker; Getting your price. Yup. These are all solid obstacles for sales reps. But there one that tops them
Prospecting for Legacy Reps
February 28, 2023
Legacy sales reps have a lot of positive attributes, but prospecting for new customers is not one of them. They make a lot of excuses.
