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 sales.epicomm.org), and live presentations. Contact him: bill@idealliance.org or (781) 934-7036 to discuss your sales challenges.

If the world were fair, salespeople would be paid a fair wage for a fair job and not influenced by their paycheck.

What is your reaction if your sales rep walks out the door at 2 p.m. on a Friday? Depending on his/her sales standing, it ought to be "Hit 'em down the middle!" with the sincerest of back slaps. Is it, or do you silently (or perhaps not so silently) stab him in the back as he leaves? This week's blog by Bill Farquharson explains why this age-old habit should be honored.

Just like children do not come with an instruction manual, neither do salespeople. Kids can't tell parents how to do their jobs but salespeople should. Find out more in this week's blog by Bill Farquharson.

What is your bid winning percentage? Would you like to improve on it? Bill Farquharson provides a quick idea in this week’s blog.

Hidden within the creative job title is an opportunity to catch someone’s eye to stand out.

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