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."

Trade shows are back! After years of nothing, trade show activity has renewed. With it, you need to have skills as a salesperson to not only work the booth but work with the entire floor. In this week’s blog by Bill Farquharson, you are reminded of some of those critical skills.

Every print company drops the ball once in a while. What comes next makes all the difference in whether it was a good screw up or a bad one. That's the subject of this week's blog by Bill Farquharson.

Sales is hard. Wicked hard. You call and call and no one calls back. It's hard to know whom to ask for and what to say. The failure rate for new reps is high. There are two kinds of failure in this field and only one is acceptable. Bill Farquharson has been on both sides and will tell you the difference in this week's blog.

Having a tenured employee base is a blessing. But getting stuck in the rut of doing things the same way as always is a curse. Enter The New Guy. In comes fresh ideas and a fresh approach, especially in Sales. While it might be a pain to find someone new, the impact it can have on a company is well worth it, so says Bill Farquharson in this week's blog.

The answer to not only every sales challenge you have ever faced but life’s challenges in general are in a book's written pages. What to read? Here are a few suggestions from Bill Farquharson.

When salespeople first start out, there is a great deal of pressure put on them to succeed. Almost without exception, when I am coaching a Newbie, the source of this pressure is internal. It’s the reps themselves who are being demanding, not the boss. The harm done by this self-belief is actually an increasingly contributing factor in preventing the very success that they are upset about!

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