This old sales dog remembers a day when Buyers used to set aside two hours each month so that non-incumbent vendors could bring in their new ideas and wares.
Ah yes, Bill Farquharson’s favorite question … Why aren’t you selling more?
I have long believed that anyone who says, “You are so lucky that you get to travel” does not travel.
In-person networking is a lost art. But with the holidays approaching, there will be more opportunities to master this skill.
The idea for this column came after coaching two salespeople in a 24-hour time period. It was amazing and somewhat alarming that the same issues were raised, but they were handled completely differently. It reminded me of an old story that I thought I would update: A shoe company wants to expand its market into developing countries. Two sales reps are sent to Africa for six weeks with instructions to send email check-ins on a weekly basis ...
There is persistency and then there’s fruitless pursuit. The sales rep, while diligent, knows his/her limits when it comes to tracking down a prospect. In this week’s blog, Bill Farquharson applies a little Kenny Rogers’ thinking to the pursuit of sales.
"Hey! That was MY idea!" At some point during your sales career, those words will cross your lips as you see your solution go out to bid. There is no stopping such behavior, but you can seek to prevent it from happening by taking Bill Farquharson’s advice from this week’s sales tip.
If the world were fair, salespeople would be paid a fair wage for a fair job and not influenced by their paycheck.
Your day just ended and you did not make any sales calls. Again. You meant to but you got busy and it didn’t happen. Again.
What is your reaction if your sales rep walks out the door at 2 p.m. on a Friday? Depending on his/her sales standing, it ought to be "Hit 'em down the middle!" with the sincerest of back slaps. Is it, or do you silently (or perhaps not so silently) stab him in the back as he leaves? This week's blog by Bill Farquharson explains why this age-old habit should be honored.
So often, we look to our clients to determine the direction of the sales call.
Just like children do not come with an instruction manual, neither do salespeople. Kids can't tell parents how to do their jobs but salespeople should. Find out more in this week's blog by Bill Farquharson.
Of all the sales skills that a rep could have, there is one personal characteristic that is far more important. What is it? Let Bill Farquharson explain in this week’s sales tip.
You get great service from a waitress. You witness a patient clerk. What do these things have to do with growing your sales?
If you put some work into preparation for Graph Expo, you can get so much more out of it. Here are 10 tips.