The Sales Challenge

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."

A salesman’s version of hitting the lottery occurs when one account starts gushing large amounts of orders. It sounds like a nice problem to have and indeed, it is. But there is still risk and, therefore, a need for a sales growth plan. Here's Bill's advice in this week’s blog.

Where is your next sales rep going to come from? Will they respond to an ad on Will they be the results of a headhunters headhunting? Or will you apply the "ABL Rule" that Bill Farquharson discusses in this week’s blog?

Your voicemail messages go without a return call. Your price is too high. It’s like Sales Groundhog Day. The good news is, you are getting frustrated. Wait, that’s good news? It is if you follow the advice in this week’s blog by Bill Farquharson.

She taught you lessons as a child that translate perfectly to sales. You were taught manners, proper behavior, and responsibility. She was your first sales manager and given that her big day is coming up on Sunday, Bill Farquharson’s is all about Mom.

Back in the day, cell phone usage was rare, private, and extensive. Your number was a secret that was given out only when you didn’t mind spending just under two dollars per minute regardless of whether you were making or receiving a call. And phoning a prospect from the road? Forgetaboutit! This is one of those old sales habits that Bill Farquharson just can’t get himself to break.

Is it better, as Michelangelo suggests, to set high prospecting goals that you fall short of or low goals that you achieve? Bill Farquharson cannot paint, sculpt, or write poetry. But he does know when to apply this thinking and when to defy it. Read more in this week’s blog.

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