Building Your Sales Muscles
October 10, 2022
Just like working out at the gym or recovering from surgery, sales muscles must be built up and strengthened over time. One muscle in particular
Tag: Short Attention Span Sales Tip
Student of Sales
October 3, 2022
What does concussion protocol have to do with sales growth? Find out in this week’s Short Attention Span Sales Tip by Bill Farquharson.
Getting There vs. Being There
September 26, 2022
In this week’s Short Attention Span Sales Tip, Bill Farquharson details the progress of a new sales rep and how success killed his sales growth.
Tesla and Preparation
September 19, 2022
Before you head to a sales appointment, before you leave for a conference, and, as Bill Farquharson learned the hard way, before you drive a
What Your CSR Thinks of You
September 12, 2022
Want to know what your CSR thinks of sales people? I asked one recently and got an earful of what the best are doing well
The Soft Follow Up
September 6, 2022
You call and you call. Nothing. More calls. More nothing. What do you do now? How much is too much? In this week’s Short Attention
Grow Your Sales by Growing Theirs
August 29, 2022
As you’ve heard Bill say every year, you need a sales plan for the next 3 months. In this Short Attention Span Sales Tip, Bill
Ask this question, earn a customer
August 22, 2022
Imagine your competition finally getting through to one of your top accounts. Think about that conversation. Worried? You won’t be if you answer the question
3 more reasons to prospect
August 15, 2022
As kids, we are warned not to cross our eyes, sit too close to the TV, and run with scissors. There are consequences, we
Get the management you need
August 8, 2022
Just like kids don’t come with instruction manuals, managing sales reps is not obvious. A team of 10 reps might require 10 different approaches. If
