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.

Before you could run, you had to walk. Before you could walk, you had to crawl. Taking those first steps may have been difficult and shaky but they were not nearly as frightening as making your first sales calls. In this week's blog by Bill Farquharson, read the story of a sales rep finding her voice and the courage to get started.

Salespeople who keep doing what they are doing will keep getting what they are getting. For some, that’s a good thing. But for most, it’s important to reassess and rethink and challenge the assumptions of our day-to-day selling process and activity. Learn more in this week's blog by Bill Farquharson.

Have you ever had an account that went horribly wrong from start to finish? In this week's blog, Bill Farquharson details his experiences as a customer and a salesman and suggests an option to remedy the situation.

A salesman dials a prospect and received the dreaded, "May I ask what this is regarding?" That frontline employee has been instructed to block calls from those evil salespeople. How rude. How unprofessional. How annoying when it’s not our customers who are doing this? It’s us. In this week’s blog, Bill Farquharson takes call-screeners to task.

In this week's blog, 56-year-old Bill Farquharson (practically a crypt keeper) requests the opinion of his millennial readers to help him make sense of what’s happening to the English language and if it matters at all to them.

A sales rep joins a training program and shortly thereafter quits. His manager considers this to be a failure. In this week’s blog, Bill Farquharson disagrees.

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