Business Management - Marketing/Sales

Pam Athan didn't plan a career in print. She stumbled into a high school elective, met a teacher who changed everything, and never left. Now an account executive at Universal Printing in North Carolina, she's proof that knowing the craft — really knowing it — makes all the difference when you're sitting across from a client.

If every printing company sends the same sales email, price becomes the only differentiator. Here’s what to focus on instead.

The fastest way to resistance is to pressure a buyer. Here’s how to create an environment that leads to more honest conversations.

A frustrating round of golf inspired Bill Farquharson’s latest sales lesson on the importance of listening and asking questions.

August is a wonky sales month. Sales opportunities start and stop, due in part to vacations. What else is August good for?

There’s no doubt winning new business has changed. Here are three ways to reach today’s print buyers more effectively.

Host Warren Werbitt welcomes Bill Farquharson to discuss why prospects don’t return calls or emails and what’s changed in selling.

Host Warren Werbitt welcomes Bill Farquharson to discuss why prospects don’t return calls or emails and what’s changed in selling.

Everyone loves a good story. In this week’s blog, Bill Farquharson writes a story about writing stories … and selling more.

Selling promo can be surprisingly easy if you follow the in advice in this week’s Short Attention Span Sales Tip by Bill Farquharson.