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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."


One Reason Your Sales Numbers May Suck

I remember reading a single-panel comic strip years ago in which a bunch of people were exiting a conference room and someone was yelling from behind them, “...and we’ll keep having these meetings until we figure out why nothing ever gets done around here!”

That’s how I feel about a lot of the discussions on LinkedIn. If you are in sales, what in the world are you doing checking out the banter in a group during prime selling time? Makes no sense to me.

I saw a string of 45+ comments to a question that essentially asked, “Why aren’t I selling more these days?” And more than half of the comments were from the person who posted the question. Hey, I’m no expert (wait, yes I am), but I do think that maybe if you got off of LinkedIn and made some sales calls, your numbers would go up? Just sayin’…

I don’t think you’ll ever hear someone confess to being parked on LinkedIn for too long. But just in case you think you might be one of those people, I suggest that you keep a running count of the number of times you visit a LinkedIn group in a day’s time. Might surprise you.

Oh, and if you are reading this blog entry at the office on one of the several LinkedIn discussion groups we post to, well, that counts as one visit.

“The Sales Challenge” and the new “Tuesday eWorkshops” will help to drive your sales. Go to for more information, or contact Bill at 781-934-7036.

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