Bill Farquharson

This past week, Priscilla Howe (Elliot) Farquharson passed away at the age of 92. I wrote this blog a couple of years ago in honor of Mother’s Day and I’ve asked PI to post it again.

It may still be a couple of weeks away, but now is the time to create that to do list for the week that includes the Fourth of July.

If more than 50% of your business comes from one account, what’s the worst that could happen to you? If you answered, "Move, close, or get bought out,” you are correct! In this week's blog, Bill Farquharson tells a story of how such a disaster happened to him but how it turned out to be one of the best moments of his sales career.

Have you ever heard of the phrase, “Stay in the moment?” Well, there is a sales version of that quote and it’s advice.

For most of us, negotiation is terrifying. We avoid confrontation and the negative outcome that we have convinced ourselves will occur. But for the fearless comes power. Those who can step up and hold their ground achieve success at the highest level. In this week’s blog by Bill Farquharson, one such fearless woman shows her father how it's done.

In order to play in the Big Leagues of sales, you will need to hunt and capture one or more large accounts.

When is the last time you went on a sales call with another sales rep for the sole purpose of observing their approach? It’s probably been a while as this is one of the things they do with rookies. But you don’t need to be a rookie to learn. In this week's blog by Bill Farquharson, an idea for using one of the slower summer days is presented.

A tortoise and hare lineup for a race. Oh, and there’s also a duck and a cow. There is a giraffe and a bird. Who wins?

Before you could run, you had to walk. Before you could walk, you had to crawl. Taking those first steps may have been difficult and shaky but they were not nearly as frightening as making your first sales calls. In this week's blog by Bill Farquharson, read the story of a sales rep finding her voice and the courage to get started.

Once upon a time there were two veteran salespeople who were both given the same advice. One took it in and one rejected it. In this week's Short Attention Span Sales Tip by Bill Farquharson, learn why the successful succeed and why the failures fail.

A better title for this post might be, “Top 10 (I Didn’t Know That Was a Mistake) Mistakes (That Were 100% Preventable, You Know) Salespeople Make with (Future Ex) Customers,” but the editors felt the font would be too small to be readable, so ...

Salespeople who keep doing what they are doing will keep getting what they are getting. For some, that’s a good thing. But for most, it’s important to reassess and rethink and challenge the assumptions of our day-to-day selling process and activity. Learn more in this week's blog by Bill Farquharson.

Take the advice of Bill Farquharson in this week’s Short Attention Span Sales Tip and make a commitment.

Have you ever had an account that went horribly wrong from start to finish? In this week's blog, Bill Farquharson details his experiences as a customer and a salesman and suggests an option to remedy the situation.

Learn the secret for coming up with the best prospects you will ever find by watching this week’s sales tip by Bill Farquharson.