Bill Farquharson

Bill Farquharson

Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at, and live presentations. Contact him: or (781) 934-7036 to discuss your sales challenges.

Dear Prospect: Here’s How to Get Rid of Me

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.

One Problem, Two Solutions to Printing Industry Sales

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 ...

Square Sales Pegs, Round Customer Holes

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.

When Your Idea Is Stolen – Video Sales Tips

"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.

How to Compensate Your Sales Rep

If the world were fair, salespeople would be paid a fair wage for a fair job and not influenced by their paycheck.

A Difficult Sales Decision

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.

Advice for Printing Salespeople: Manage Your Manager

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.

The Sales Ace Card – Video Sales Tips

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.