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 Friday Sales Myth

What’s the absolute worst sales day of the week, bar none? Yup. And what’s the second? Uh-huh. Okay, now find out what happens if you believe those two statements in this week’s blog by Bill Farquharson.

Your Sales Rep(utation)

Salespeople put a lot of time and effort into grooming their sales skills and polishing their image. But that work is almost exclusively meant for what happens outside of the plant. Inside is a different story. This week’s sales tip from Bill Farquharson is about your internal reputation and its impact on sales volume.

How to Make a Change

Think of one aspect in your life that you’d like to change. More this. Less that. Whatever. Reaching that goal ain’t gonna be easy. So, to help you out, Bill Farquharson has an idea for you in this week’s blog.

The Power of Silence - Video Sales Tips

Do you remember the silent treatment? It usually happens in times of personal conflict when one party punishes another by not speaking to them. The result can be devastating. This holds true when closing a sale, too. In this week’s video sales tip from Bill Farquharson, learn the power of sales silence.

Sales Eavesdropping

How is your salesforce representing and describing your company? The best way to find out is to be a fly on the wall and listen in on some sales conversations. Sales managers can learn a lot if they get into the practice of sales eavesdropping as pointed out in this week’s blog by Bill Farquharson.

Your Internal Sales Reputation - Video Sales Tips

Crossing the threshold to go make some calls, salespeople are on their best behavior. But what happens before they head out and why is it only with clients that they/you are being all you can be? An internal reputation is important, too. That’s the subject of this week’s sales tip by Bill Farquharson.

Emergency Blog: Read When Terrified

On a normal Tuesday during normal sales conditions a normal Bill Farquharson blog is posted. However, there are occasions (such as when a huge chunk of business suddenly exits and sheer terror sets in) when special rules apply. This is one of those blogs.

Dead Sales Month Strategies - Video Sales Tips

While August is not generally the hottest sales month of the year, it does provide great opportunities for sales prep. There are 21 selling days this month. How will you use them? In this week’s sales tip, Bill Farquharson gives six ideas for making the best use of time.

Celebrity Print Reality TV Time

In a world of reality shows and B-List made-for-TV competition, just about every idea worth watching has been pitched. It’s all been done before, or so it would seem. That is, until the Producer with the Midas Touch, Mark Burnett, was pitched on the idea of putting celebrities into the exciting world of print.

Best of Series: The Waiting Game - Short Attention Span Webinar

The quote has been sent. Now the waiting begins. Two days go by and you call to follow up. Nothing. You call again tomorrow. Nothing. Twice more within a week. Same results. How long do you go? When do you quit? And could this have been avoided entirely? That’s what Bill and Kelly have in mind in today’s Short Attention Span Webinar.

A Network of Standards

Your mom used to tell you that you are judged by the company you keep. Updating that wise advice, the network that you build is the reflection of your character and integrity. We are told to build our network and social media makes that task as easy as clicking, "Accept." However, as Bill Farquharson reveals in this week’s blog, more is not better. Quality overrides quantity.