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Bill Farquharson

The Sales Challenge

By Bill Farquharson

About Bill

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."

 

Tough Love, Tough Feedback

Knowing your sales strengths will not help you as much as knowing what others perceive as your sales weaknesses. Are you tough enough to hear them? Find out more in this week's blog by Bill Farquharson.  Read More >>

Industry Centers:

Your Mother Was Right: Do the Right Thing!

All that good advice you were given by your Mom years ago has a place in business. Do the right thing and read Bill's blog.  Read More >>

Industry Centers:

Just Brilliant!

The simple things in life are the best. In this weeks blog, Bill Farquharson keeps it simple with a simple and brilliant thought on connecting with your customers.  Read More >>

Industry Centers:

How to Shift the Sales Gears

You might know where you are in the sales cycle, but what about the gear cycle? In this week's blog, Bill Farquharson talks about shifting the sales gears.  Read More >>

Industry Centers:

The Sales Prevention Department

Got a horror story about your internal support staff? Save it until you read this week's blog from Bill Farquharson.  Read More >>

Industry Centers:

The Three Most Important Selling Months of the Year

Breaking news: we are at the doorstep of a critical time in the selling year. In this week's blog, Bill Farquharson gives you advice that will make your 2013 sales explode and will start your 2014 off at the top of the sales chart.  Read More >>

Industry Centers:

Four Reasons Why New Salespeople Fail

In almost any industry, the majority (and sometimes overwhelming majority) of salespeople fail in the first 12 months. Naturally, there are myriad reasons for that failure. Some are within the control of the sales rep and others aren’t.  Read More >>

Industry Centers:

Managing the Non-needy Rep

Do you have the perfect sales rep working for you? You know the one: quiet and hard-working and never, ever needs your attention? Oh boy, have YOU got trouble brewing! Read all about it in this week's blog from Bill Farquharson.  Read More >>

Industry Centers:

When the Customer Holds a Grudge

What do you do when something happened in an account prior to your being hired and a customer remains angry? That's the subject of this week's blog by Bill Farquharson.  Read More >>

Industry Centers:

Sales Inferiority

Printing sales reps give away far too much power in the process of gaining appointments. In this week's blog, Bill Farquharson ponders that issue and calls on The Bobs for help.  Read More >>

Industry Centers:

Difficult Sales Conversations

Everything is sailing along and then...BAM...you're fired! What happened is not just a failure to sell but a failure in sales management. Read all about it in Bill Farquharson's blog.  Read More >>

Industry Centers:

The Sales Bridge

Once you get that prospect on the phone, you need to get to the Sales Bridge as fast as possible. In this week's blog, Bill Farquharson talks about what that means, why it's important, and how to get there.  Read More >>

Industry Centers:

The "Um" Clap

Part of the image that you portray comes from the words that you use and how you use them. In this week's blog, Bill Farquharson offers a unique cure for "um" disease.  Read More >>

Industry Centers:

Change Your Sales Attitude

If you believe the prospects and customers hold all of the power, this blog is for you. You are stronger than you think you are and more valuable than you give yourself credit for. Read more in this week's blog by Bill Farquharson.  Read More >>

Industry Centers:

When to STOP Overcoming the Objection

I am a blackhole for bad customer service. I’ve known this ever since I was young. If there is a customer service disaster waiting to happen, it is waiting for me to find it. Such was the case when I called the The Boston Globe to temporarily cancel my Sunday newspaper subscription.  Read More >>

Industry Centers:

The Far Side of Printing

Your customers are telling you how to keep them happy. Are you listening? Read this week's blog from Bill Farquharson for more.  Read More >>

Industry Centers:

Good News: Your Client Just Closed

What if I told you your biggest account would shut down in 30 days and further, what if I added that this was GOOD news? Read Bill Farquharson's blog for an explanation.  Read More >>

Industry Centers:

Three Reasons to Become a Marketing Service Provider

In this week's blog, Bill gives up his space for a recent Clemson graduate, Hannah Sellers, who takes a look at the move from printer to Marketing Service Provider.  Read More >>

Industry Centers:

When Less Sales Calls Are More

Sales managers love to tell salespeople, sales is a numbers game! It makes them feel all warm and managerial. But oatmeal can have that same effect. Instead, subscribe to the theory that less sales calls can be the better way to go as explained by Bill Farquharson's blog this week.  Read More >>

Industry Centers:

Is 4 to 5 Weeks Too Early to Fire a New Sales Rep?

How long before you fire a new sales person for non-performance: six months? nine? A year? In this week's blog, Bill Farquharson makes the case for just four to five weeks.  Read More >>

Industry Centers: