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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."


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:

You Are Not Tony Robbins

Okay, so the gods did not bless you with the looks of Zeus and the body of Adonis. You are not outgoing and upbeat and charming. You can still succeed in sales by developing a skill that is just as powerful and far more genuine. Find out how in Bill Farquharson's blog.  Read More >>

Industry Centers:

How to Run A Seminar That Kills Your Business

If you have ever run a seminar or teaching event at your shop, you know how much work they can be. But did you know how much damage can be done if you don't do them right? That's the subject of this week's blog by Bill Farquharson.  Read More >>

Industry Centers:

Old School's Friendly Skies

An old ad for United Airlines is even more relevant today than when it first ran 25 years ago. Read Bill Farquharson's blog for a walk down memory lane.  Read More >>

Industry Centers:

20 Seconds of Insane Courage

The reaction to a Monday sales tip called "Insane Sales Courage" from Bill Farquharson was so strong that the text from that day's message is the subject of this week's blog.  Read More >>

Industry Centers:

The Power of Negative Thinking

Everyone loves an optimist. And yet sometimes thinking negatively can have its advantages, too. Read Bill Farquharson's blog and learn why Eeyore had it right.  Read More >>

Industry Centers:

Printers and Other Nonprofits

Is it worth your time to call in a nonprofit or is being in printing enough? The case for and the case against is the subject of Bill Farquharson's blog.  Read More >>

Industry Centers:

Another Useless Sales Week

How can you see value in day after day, week after week of fruitless sales activity? Check out Bill Farquharson's blog for the answer.  Read More >>

Industry Centers:

Sales, Love and Liquor

Ask anyone who has worked their way through college what they learned from that experience and you are likely to get an earful. This week in Bill Farquharson's blog, read about the effect of working his way through UMass at a liquor store.  Read More >>

Industry Centers:

The Internal Sale

As hard as it is to land in order, your toughest sale might still be ahead of you. Salespeople often find themselves to be up against an equally challenging internal sale to the Estimator, Production Manager or the Bindery Department.  Read More >>

Industry Centers:

Do You Sell the Way You Talk?

You are the sum of your parts. Your selling style is the sum of your words and is on display in your speaking style. The customer hears every emotion you are having. They take clues from the tone of your voice, the pace of the conversation, and the confidence (or lack thereof) that you demonstrate through your words.  Read More >>

Industry Centers:

The Most Terrifying Moment in All of Sales

What is the most terrifying moment in all of sales? Is it that brief span of time after you deliver a price and before the customer gives you the verdict? Is it walking the Green Mile which leads to your manager’s office after he or she has called you and to discuss a bad sales month? Prepare yourself for the white-knuckle answer.  Read More >>

Industry Centers:

Why Am I on Speakerphone?

Put Bill Farquharson on speakerphone at your own risk. But what message does it send and is that really what you were trying to accomplish?  Read More >>

Industry Centers:

Making the Jump From CSR to Sales

Making the jump from CSR to Sales is doable. It takes trust and a lot of communication both ways. Like other things in life, it is a transition. You might start out losing sleep over leaving your babies in the care of others, but if you do it right, you will soon join the throngs of sales people complaining about how their jobs are screwed up and how inept the CSR team is.  Read More >>

Industry Centers:

This is Your Sales Pitch? Seriously?

I received an e-mail from a sales rep last Thursday that has really set me off and I am seeking your advice on how to respond. I’ve never met him. This is the first time I’ve heard from him. Most people would either delete it or ignore it. But I am a sales trainer, hear me roar. I can’t just let this go as much as I’d like to. An injustice has occurred in the sales world and it is my duty to defend on its behalf.  Read More >>

Industry Centers:

A Tale of Two Price Objections

At the end of last year, I was faced with two subscription renewal decisions—The Wall Street Journal and Sirius Radio. Previously in both cases I have successfully played the game I call, “Holy crap are you people stupid or what?”  Read More >>

Industry Centers:

Five Questions to Ask Yourself Looking Ahead to 2013

Welcome to, as Readers Digest has proclaimed it to be, “The Year of Optimism.” Before you leave to make your first sales call of the new year, allow me to give you five things to think about.  Read More >>

Industry Centers:

Five Questions to Ask Yourself Looking Back at 2012

At some point between now and the ball drop, you are likely to slow down enough to ask yourself—or be asked—the question, “How was your 2012?” Naturally, you are bound by the International Laws of Sales to give an upbeat, positive and optimistic response.  Read More >>