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."

Why use 160 words to say what can be said in just 10? Letters get scanned. Books get "eaten." Now, more than ever, we need to be mindful and respectful of the time restraints of others and be economical with our communication choices. Read Bill’s blog this week and discover the power of brevity (although he takes his sweet time getting to that point!)

Although Calvin Coolidge was neither a sales manager nor a motivational speaker, he has one quote that is often recognized as the epitome of what it takes to be successful and this week he takes over Bill’s blog to share his thoughts.

Your mom told you that donating to charities was a good idea. But did you consider the value to your business? Bill did, and he writes about it in this week’s blog.

Dating after the marriage is generally considered a no-no. However, in business, it is not only permissible, it is encouraged. While he's no marriage counselor or relationship advisor, Bill shares his thoughts on dating the customer after they become a customer in this week's blog.

Before you know it, it will be the Fourth of July and you will be complaining about the Summer Slowdown. The time between now and then is your last opportunity to stay busy in July and August. What will you do with this time? In this week’s blog, Bill Farquharson offers up some ideas.

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.

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