Bill Farquharson

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?

What is your bid winning percentage? Would you like to improve on it? Bill Farquharson provides a quick idea in this week’s blog.

Pitching in to a good cause is never a bad idea. But volunteering can do more for you than just stir up good feelings.

What characteristic does Lloyd (Jim Carrey) in Dumb and Dumber possess that you need?

It’s hard to imagine that “Go make someone angry” would be considered valuable sales advice, but it serves a purpose.

If you put some work into preparation for Graph Expo, you can get so much more out of it. Here are 10 tips.

Hidden within the creative job title is an opportunity to catch someone’s eye to stand out.

It used to be that you’d have to work for months and sometimes years to get in the door at a big account. Now, there is an alternative.

The passing of Bill Farquharson's father gives him the opportunity to reflect on his first sales mentor in this week's blog.