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5 Things Every Great Leader Does
June 23, 2017 at 12:39 pm

Having a significant amount of information about your situation is always helpful. Being able to breakdown the boundaries that have encumbered your thinking is truly useful. And possessing the exact right education in your market area is excellent. However, none of these will make you a great leader because that requires some personal strength that often has to be learned.

You're About to Be the Third Column of the RFP Evaluation
June 23, 2017 at 12:26 pm

A Request for Proposal (RFP) has landed at your desk and it’s a huge opportunity for your company. You’ve already calculated the commission you could earn if you win this deal and started to list out in your mind how you are going to spend it.

Mom, My First Sales Manager
June 20, 2017 at 9:44 am

This past week, Priscilla Howe (Elliot) Farquharson passed away at the age of 92. I wrote this blog a couple of years ago in honor of Mother’s Day and I’ve asked PI to post it again.

The Bigger Your Data Gets the Smarter it Needs to Become
June 16, 2017 at 10:10 am

Smart Data brings you the specific information you need using benchmarked and correlated analytics compared against your company’s specific business strategy. The result is a curated set of smarter data that can be used in every day strategy executions.

Who Are You Thankful for at Work?
June 16, 2017 at 9:47 am

If you could do one thing that could motivate those around you and drive success more than anything else, and all that would be necessary is to remember to do it each day, would you? It doesn’t cost anything. It only reaps rewards. It is something anyone can learn, and everyone will benefit.

The Upside of a Sales Disaster
June 13, 2017 at 10:27 am

If more than 50% of your business comes from one account, what’s the worst that could happen to you? If you answered, "Move, close, or get bought out,” you are correct! In this week's blog, Bill Farquharson tells a story of how such a disaster happened to him but how it turned out to be one of the best moments of his sales career.

The Best Direct Mail Is Influential
June 12, 2017 at 7:00 am

Is your direct mail telling a story right now? It should be! Why, you ask? Well people respond to and remember stories.

Customer Retention Business System Pays Dividends
June 12, 2017 at 7:00 am

The most blogged and written-about topic in business is, SALES, sales and more sales. Next to sales articles, the hot topic is MARKETING, marketing, and more marketing. Business professionals are drawn to these topics like flies to a flame, and will tell you, “Nothing happens without sales.” Consequently, there’s not as much written about Customer Retention versus Sales and Marketing.