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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."


You Should Be Calling on These People!

You know, ordinarily these blogs flow out of me. I come up with an idea based on a conversation with a client I am coaching or...

Excuse me a second...

Sorry. An email came in and I was distracted. It was a Groupon deal at a restaurant looking to grow its business. I apologize.

Like I was saying, ordinarily it is not that difficult to come up with these tips. Things that happen in my daily life as a sales trainer prompt an idea that I then write down and—oops, hold on a second...

Ugh! Interrupted again by an incoming email. It was an AmazonLocal Deal this time. Something about a hotel making a special offer so that it can get people to fill empty rooms during the off-season. Again, sorry. There are so many of these discount deals available and my system is constantly alerting me, so I am often (and easily) interrupted. My bad.

Now, where was I? Oh, right...

I am rather stuck this morning as I prepare a weekly thought for you. I’ve hit time management and voice mail recently and, of course, Kelly and I are cranking out the Friday “Short Attention Span Webinars,” which recently have touched on overcoming objections and five marketing mistakes and such. When it came to a new sales tip subject, I was hoping to do something on where to look for leads but—OMG, this really is embarrassing. I’ll be right back...

That was Living Social telling me about yet another local company that is looking to drive business. You must think me to be so rude. OK, I’m quitting my email program so that I can focus on this blog.

It’s amazing just how many of these kinds of companies there are: Savvy Circle, BuyWithMe, Qponus, Sangabo and on and on. Each one is in the business of helping companies to drive their sales. One need only sign up to receive free emails and you get exposed to not only the deals they offer, but a list of companies that are spending marketing dollars and that would be open to new and creative ways to grow.

Anywho, back to the subject of where to find leads and my creative blog drought. It is one of the more common questions I get. I even have a whole webinar on the subject, there is that much information to be shared.

But it can be a difficult task all the same. After all, it’s not like someone emails you a list of potential prospects on a daily basis. You know, companies that have shown a willingness to invest in marketing. Wow. That would be great, wouldn’t it? ;)

So, I am sorry to let you down this week. Try me again next Monday. I’ll be back on my game. I promise.

Bills Sales Challenge can drive your sales momentum through these slow summer months. A new program starts on August 1. Go to or call Bill at 781–934–7036.


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