Would you rather fight tooth and nail for an order or have it handed to you? Would you rather compete against 3 other vendors or be the chosen one? Would you rather wait for 5 people’s order approval or hear from one decision-maker? A recent news story exemplifies what Bill Farquharson has always believed: Call on the Top Dog.

Small orders are frustrating. They take up a lot of time and don’t add up to much. But, if you apply a lesson from your childhood and listen to your parents, you might just find a small order to be a game-changer. Find out more from Bill Farquharson in this week’s blog.

You’ve called and called. You’ve emailed and emailed. Nothing. Why not try something a bit more assertive? In his blog this week, Bill Farquharson offers an idea for a prospecting email that addresses your prospect’s question, “Why do I keep bugging you?”

You’ve heard (and ignored) the advice regarding generating new business activity. It either goes in one ear and out the other, or you start to follow it but you don’t continue it. In this week’s blog, Bill Farquharson reminds you of the typical advice you’ve been given before, and then shares an activity to be done when all else fails.

Do you see the same people over and over again in your LinkedIn feed and wondered why that is? LinkedIn favors some members over others and its rule book both rewards and punishes. In his blog this week. Bill Farquharson shows you how to remove one factor that might be dragging you down.

A waitress receives the biggest tip of her career despite the fact she completely forgot to enter the order for one diner at the table. You can benefit from her story in Bill Farquharson’s blog this week.

Your landlord raises the rent. A cop pulls you over. Your want ice cream at 4pm but your mom says no. Sales is more than just convincing someone to buy your goods and service. It’s everywhere. Learn to use a sales lens and you open up a new world of “yes!” Read Bill’s blog this week.

You email a question to a customer. In responding, the client adds a name to the CC line. That’s not newsworthy, unless…Find out more in Bill Farquharson’s blog this week.

You are told not to make prospecting calls on Mondays. You are advised against Fridays as well. Bill Farquharson begs you to listen to this advice. In this week’s blog, find out why.

When Bill Farquharson’s thumb started hurting, he visited a physical therapist. On their second visit, she asked him a question all sales managers need to apply to their sales meetings and one on ones. Learn more in this week’s blog.

Bill Farquharson’s mom would send him an email and then call to make sure he got it. Find out why she was a genius for not trusting technology in this week’s blog.

No one loves a good game of Solitaire better than Bill Farquharson, especially as part of good sales day. Find out how he gets away with that time-waster and still calls himself productive in this week’s blog.

A client calls and places a repeat order. You ask, “When do you need it?” and they respond, “No rush.” What you do next is the subject of Bill Farquharson’s blog this week.

When a sales rep sizes up a potential customer on looks alone, bad things can happen. In this week’s blog, Bill Farquharson shares three true stories. Two are from years ago —the third one took place just weeks ago—that one stings.

Sales and Production are on the same team, technically. But looking at the way they work together and hearing what they say about each other, that might not be obvious. So, let’s everyone just calm down, join hands, and read what Bill Farquharson has to say on the subject.

Phone call. Email. Phone call. Voice mail. Email….all prospecting approaches are the same. But inside you is a different message and in this week’s blog, Bill Farquharson encourages you to listen to your inner John Keating and let it out.

Since when is an 80% failure rate a good thing? Since even poor results like that will keep you commanding top pricing with your existing client base. Read more in this week’s blog by Bill Farquharson.

When a client challenges your price, you have two choices: Justify or lower. In this week’s blog, Bill Farquharson exemplifies that statement with a story about a client who asked him to cut his price in half.

They come in weekly and sometimes daily. Non-profits want free stuff and, hey, you don’t get if you don’t ask. In this week’s blog, Bill Farquharson offers up an idea for dealing with the requests while still being kind and accommodating.

LinkedIn’s algorithms are closely-guarded secrets. They don’t want you to know how to get your Post listed first. What they don’t hide are the rules to get a Post punished. In this week’s blog, Bill Farquharson shares a key tip.

A soccer coach hears his team grumble about a drill run in practice. “It doesn’t matter until it does,” he yells. The drill is run again and again. More grumbling. Then one day, in the biggest game of their life, it did. Read more in this week’s blog.

We take a lot for granted today. Sending files around the world for production is commonplace. But in 1998, sitting in a Sydney, Australia hotel and managing an order that started in Denmark and ended up in Boston, well, that was something special. Bill Farquharson retells the story in this week’s blog.

When Bill Farquharson’s young daughters wanted lottery tickets, he saw an opportunity to teach them a lesson about luck. However, like sales itself, luck is a fickle thing. Read more in this week’s blog.

School’s back! That’s good news and bad. For parents who sell, it means running (not walking) a tightrope. Can you do both successfully? Absolutely! Bill Farquharson, the father and stepfather of 7, shares a few ideas on the subject.

It’s August and it’s quiet. Too quiet. So, you decide to make some calls, only to hear a prospect say, “It’s August and it’s quiet.” You can accept that and promise to call back in September or you can take Bill Farquharson’s advice in this week’s blog.