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."

Your mom used to tell you that you are judged by the company you keep. Updating that wise advice, the network that you build is the reflection of your character and integrity. We are told to build our network and social media makes that task as easy as clicking, "Accept." However, as Bill Farquharson reveals in this week’s blog, more is not better. Quality overrides quantity.

When you make a sale, are you already thinking about the reorder? No, not the one that is coming in a few months. The one 10 years from now. If you are not, you should be. That point is made in this week’s blog by Bill Farquharson.

It does not happen all that often, but every once in a while we are given the opportunity to demonstrate what it is like to do business with us prior to actually placing that first order. A story of a used car purchase gone bad illustrates this point in this week’s blog by Bill Farquharson.

Do you remember your first day in sales? Probably not. It was likely that you did not come rocketing out of the gates and find instant success. Most of us failed to meet early expectations and goals, in part because they were improperly established by our managers. What is a better idea? You will find the answer in this week’s blog by Bill Farquharson.

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.

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