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The Sales Challenge Blog

New blog articles by Bill Farquharson released every Tuesday.  Search by topic below or read this week’s blog now

The Best Sign a Sales Rep Can See

“We already have a vendor” is a tough and frustrating sales objection. First, you want to BE that vendor, but second, why are they not interested in hearing new ideas? Bill Farquharson recalls a sign sitting in the lobby of a printer in Baltimore which serves as an example for how it should be.

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Why Marketing Frustrates

Imagine NASA’s challenge of launching a probe to a location millions of light years away. They don’t know if they’ve done it right for years after the capsule leaves Earth. Frustrating. Marketers can relate. This week, Bill Farquharson sets your expectations in the same way his Marketing Director set his.

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Don’t Ask That. Ask This.

“Is now a good time to talk?” is one of the worst ways to open a cold call. Yet, it is the go-to for most sales reps. Bill Farquharson has a better idea and recalls an actual call from a telemarketer to make his point.

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Planning for Downtime

Now that Memorial Day is behind us, you need to start looking at an upcoming block of days that are almost guaranteed to be anything but productive and make the most of that time. Let Bill Farquharson explain in this week’s blog.

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How to Lighten Your Workload

Your task list is a graveyard for good ideas and during the day, you likely add to it over and over again. So does Bill Farquharson. In this week’s blog, Bill tackles the issue and shows you how to make it just a bit lighter.

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Loose Words Kill Accounts

Say something mean and you can apologize. Write something mean and it will take more than an apology to get the toothpaste back in the tube. A recent news event brought back a lesson from Bill Farquharson’s sales youth which he shares in this week’s blog.

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Death of a Salesman

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 this week’s blog, Bill Farquharson says goodbye to a man who greeted this bad news in a way few others would.

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How to Be the Best Sales Rep

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 build customer loyalty when the client knows the best is out there? Take Bill Farquharson’s advice and learn from examples like Dustin Pedroia. It’s all in this week’s blog.

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The Sales Gene

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 away came down to three words, as pointed out in this week’s blog.

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Selling at $39,000 a Word

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. Sales reps can learn from that and from Bill Farquharson’s blog this week.

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The Google Sales Objection

“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 likely to work. So, you’d best use the advice in Bill Farquharson’s blog this week.

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Why Your Sales Rep Lies to You

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 answers, there is more than just one person to blame. Bill Farquharson introduces you to both of them in his blog this week.

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Prospecting for Legacy Reps

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. After they read Bill Farquharson’s blog, they will have one less.

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 A Much-Needed LinkedIn Exchange

If Bill Farquharson ran the world, he’d make a few changes. Baseball would lose the Designated Hitter. Perfect weather days would result in a paid day off. The next item on his wish list is something he’s been championing for years. Find out in this week’s blog.

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Focus Time

Sell more in less time. Work less, do more. These statements epitomize the goal of time management. In this week’s blog, Bill Farquharson provides another clue to get you one step closer.

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3 Things a Legacy Rep Should Avoid

If all goes to plan, a sales rep builds a book of business and works it for years to come. The End. But in real life, it doesn’t quite work like that. In this week’s blog, Bill Farquharson gives legacy reps three things to think about…and avoid.

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Bosses Do NOT Want to Hear This, But…

Receiving an invitation to a client event is a good indicator you are a valued vendor. Hearing someone say, “I see you here a lot. Do you work here?” is a good indicator you are properly servicing the account. There is a third sign of sales effectiveness, but Bill Farquharson guarantees your boss will not like it. Read this week’s blog for more.

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3 Things to Tell a New Sales Rep

Oh, to be able to go back in time and have a conversation with a version of you who is just starting out in sales. In this week’s blog, Bill rattles off three ideas for getting a new rep set up for success.

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The Remains of the Sales Day

The best time manager in the Farquharson family wasn’t Bill or new print company owner Andy. It was their mother. In Bill’s blog this week, learn how she used the remains of the day to get ’er done.

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