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Bill Farquharson

The Sales Challenge

By Bill Farquharson

About Bill

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."


Hey, Thanks!

Thanksgiving is my favorite holiday. Nonsecular and completely American, just like country music, but with turkey and gravy, it affords everyone the opportunity to count their blessings. And watch football. And unbuckle your belt without it being creepy.

It is, in my opinion, the Mary Poppins of holidays—perfect in every way!

Just thought I’d say thanks...

For me, 2012 has been a year of giving and receiving, and for that I am most grateful. When it ends in a few weeks, I will have written 52 posts for this blog, overseen a few less for the Print Confessions blog, cranked out 52 video sales tips and recorded 52 “Short Attention Span Webinars.” In addition, T.J. Tedesco and I will have penned six columns each for Printing Impressions magazine. All free to you.

In addition, I have rewritten and rerecorded all of my “Sales Challenge” webinars and, together with the amazing Kelly Mallozzi, created all new material for a new training program we are launching in January of 2013. There will be a new 90-day program, a total of eight Tuesday eWorkshops, DVDs and CDs comprised of sales subjects ranging from creating an effective prospecting process to time management and beating voice mail—44 separate recordings in all.

That, my friends, is a LOT of content!

What did I get in return? Great feedback, Comments and constructive criticism. Great exposure and name recognition. And the great feeling that comes with knowing that you have been of service to others.

But if you don’t mind, I’d like to take Thursday off!

On a personal note, I am grateful to my daughters for reminding me what it means to be “rich and successful.” Though they are as different as different could be, they are each a reflection of their father in one way or another. God help them! With just one more to launch from the nest, there is sure to be a change of address in my future.

Let’s talk about what’s coming up.

The best part of my job is when I encounter a new challenge and steer my company in a new direction. It’s scary and every once in a while, when you realize that the tight rope you are on is merely a thin wire, panic sets in and you have to practice what you preach every day as a sales coach: “Have faith that your success is eminent.”

New years bring new opportunities. On Jan. 7, 2013, I will once again steer the ship that is my company in a different direction. I welcome your participation in the journey.

Between now and then, there will be four full weeks of selling and three “holiday weeks,” including this one. But before we get to that and put our foot back on the gas, please accept my gratitude for every opportunity that you have given me this year and for challenging me to raise the bar that much higher above your heads.

In 2013, there will be 52 new video sales tips, 52 new blogs, 52 new Print Confessions blogs, 52 new “Short Attention Span Webinars” and six Printing Impressions columns for your dancing and dining pleasure. The “Sales Challenge” will be all new. There will eight Tuesday eWorkshops. There will be a whole new 90-day training program.

Again, my friends, that is a LOT of content.

If you don’t mind, I think I’ll take Friday off, too!

So, enjoy your holiday and I look forward to being of service to you in one way, shape or form in the coming New Year.

If you missed any of Bill’s tips or “Short Attention Span Webinars,” go to and click on the “Free Sales Training” link You can also reach Bill at 781-934-7036 or


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