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 Good, But Struggling, Sales Rep

Bill Farquharson summarizes what it’s like for a “struggling” sales rep, noting that numbers are not the only important thing.

Best Sales Pickup Line Ever

If your goal was to come up with the worst pickup line at a bar, you can’t do much better than, "Do you come here often?" If your goal is to create a differentiator while prospecting, you will find equal success if you say, "People buy from us because of our superior customer service.” What’s a better line? Find out in this week’s blog by Bill Farquharson.

You Think You Know Your Client, Huh?

Back in the day, creating a tight relationship with a client was a must, if the goal was to be a long-term vendor of choice.

Winning, Losing and Winning

Losing an account does not have to be permanent. A client who discovers that the grass is not always greener might want to come back, but only if the losing vendor knows how to lose. Find out more in this week's blog by Bill Farquharson.

Your 'Underperforming' Sales Rep

When it comes to getting more from their salespeople, managers face a difficult challenge. They use the word "underperforming" as a label of failed potential and they ask how to get more from this group. In this week’s blog, Bill Farquharson gives you some ideas for cracking the code and looking at the problem from a different angle.

How to Hit Your 2016 Sales Goals

There is a simple reason why you didn’t hit your 2015 sales goals and it comes down to just one word. What’s the word?