The Sales Challenge

Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at, and live presentations. Contact him at or (781) 934-7036 to discuss your sales challenges.

When a customer relationship goes bad, do you ever look back and see the warning signs? If only prospects give you a heads up that they are terrible customers to have. Actually, they do tell you. Are you listening? In this week's blog, Bill Farquharson tells you when to say, “You are not my customer."

It’s company picnic time and another chance for you to live in infamy. But by listening to Bill’s advice and practicing some self-control, you can save yourself years of being remembered for the wrong reasons!

If you think back over the lives of your children, it’s likely that you can connect the dots between their early behavior in their current personality traits. Why should salespeople be any different? In this week’s blog by Bill Farquharson, learn to identify and correct behavioral issues that show up in the first 30 days.

We all have the ideal sales rep pictured in our head. He/she is the person that we would be most likely to buy from. In this week's blog by Bill Farquharson, learn how to use that vision as a guidepost for who to become.

This past week, Priscilla Howe (Elliot) Farquharson passed away at the age of 92. I wrote this blog a couple of years ago in honor of Mother’s Day and I’ve asked PI to post it again.

If more than 50% of your business comes from one account, what’s the worst that could happen to you? If you answered, "Move, close, or get bought out,” you are correct! In this week's blog, Bill Farquharson tells a story of how such a disaster happened to him but how it turned out to be one of the best moments of his sales career.

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