Bill Farquharson

Bill Farquharson

As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically “old school” advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. “Bill Farquharson will drive your sales momentum.”

The ABLs of Sales Personnel

Where is your next sales rep going to come from? Will they respond to an ad on Will they be the results of a headhunters headhunting? Or will you apply the "ABL Rule" that Bill Farquharson discusses in this week’s blog?

Sales Organization Test - Video Sales Tips

Quick: Rate your level of organization for the week….really? That bad, huh? In this week’s free video sales tip by Bill Farquharson, you will learn about the connection between preparation and results when it comes to getting your weekly schedule thought through ahead of time.

Print Purchase Price vs. Usage Cost-Short Attention Span Webinar

Every print sales rep focuses on the same thing when it comes to grabbing new business: Price. But what if there was an approach that is 20 times more effective and 20 times more interesting and 20 times more likely to turn into a profitable sale? Well, there is and it’s the subject of this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.

Benefiting From Sales Frustration

Your voicemail messages go without a return call. Your price is too high. It’s like Sales Groundhog Day. The good news is, you are getting frustrated. Wait, that’s good news? It is if you follow the advice in this week’s blog by Bill Farquharson.

Effective Sales Travel Time

There is a whole new set of rules for time management when you are on the road. You have to work hard to make it look easy. Find out how to maximize your out-of-office time by watching this week’s video sales tip by Bill Farquharson.

Best of Series: Why We Lose Customers, Part Two

Customer loyalty is not what it used to be and for a good reason (sometimes). Take a customer or even just one order for granted and you are setting yourself up to lose an account. In this second of two parts, Bill and Kelly talk to you about why your clients are finding new homes. Watch this week’s Short Attention Span Webinar.

My First Sales Manager: Mom

She taught you lessons as a child that translate perfectly to sales. You were taught manners, proper behavior, and responsibility. She was your first sales manager and given that her big day is coming up on Sunday, Bill Farquharson’s is all about Mom.

Feeding the Sales Mind - Video Sales Tips

One (of many) common denominators found among the successful people, regardless of their chosen profession, is that they are life-long learners. They read, listen to tapes, and constantly "get fed." The good news is that not every book you read needs to be about sales. There are lots of books that will help your life AND help your sales and Bill Farquharson lists a half dozen in this week’s sales tip.

The Best of Series: Why We Lose Customers, Part 1 - Short Attention Span Webinar

You think it’s price, don’t you? You think the reason why that client walked out on you was that they went out bidding and you lost after years of patronage to your company. How could they, right? Well, in this week’s Short Attention Span Webinar, Bill and Kelly give you three of the top six reasons why we lose customers (and NONE of them are because of price!!!)

Must-See Sales Television Show

Through a combination of offering a great solution and delivering a tight sales pitch, an order is awarded, relationships are built and the Sharks swim away to find new blood.

Breaking a Sales Habit

Back in the day, cell phone usage was rare, private, and extensive. Your number was a secret that was given out only when you didn’t mind spending just under two dollars per minute regardless of whether you were making or receiving a call. And phoning a prospect from the road? Forgetaboutit! This is one of those old sales habits that Bill Farquharson just can’t get himself to break.

A Winning Sales Process - Video Sales Tips

Do you have a prospecting process? Well, if you just make a few calls here and there or send random e-mails when things get slow, you are in the majority! Watch this week’s free video sales tip and learn more about why it is so important to have a plan and work the plan.

The Best of Series: The Prospecting Voice Mail - Short Attention Span Webinar

Often times, the only contact a prospect has with a print sales rep is through voice mail. As such, it is critical that voice mail is seen as an audition, not an obstacle. So, make the most of this opportunity to dazzle, make an impression, and gain an appointment, starting with this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.

Michelangelo, Sales Manager

Is it better, as Michelangelo suggests, to set high prospecting goals that you fall short of or low goals that you achieve? Bill Farquharson cannot paint, sculpt, or write poetry. But he does know when to apply this thinking and when to defy it. Read more in this week’s blog.

Low Bid or Fair Bid? - Video Sales Tips

A prospect asks for a price. Hard to tell, but you get the sense that he is not all about cost. You could go "low bid" or "fair bid." Which is the best option? That’s the question Bill Farquharson asks in this week’s video sales tip. 

Directing the Boss

"A sales rep and his boss walk into a sales call and the boss turns and says..." sounds like the start of a bad joke. And it can be unless the sales rep put some thought and direction into what is about to happen. Find out more in this week’s blog by Bill Farquharson.

The Loyal Customer Trap - Video Sales Tips

How loyal are your customers? Rate your answer on a scale of one to 10. Here is a challenging thought: The higher your response, the more at risk you are. Care to know why? The answer lies in this week’s sales tip by Bill Farquharson.