Mobilegeddon (Part One of Two)
May 1, 2015 at 8:30 am

Last week, Google announced a seismic change to their search algorithm. Effective immediately, Google now counts the mobile-friendliness, or "responsiveness," of your site when determining where you fall in their search results. If your site isn’t mobile-friendly and your competitors’ are, you might unpleasantly find your company’s name further down the Google search list than before.

Is Your Sales Pitch Too Complicated?
April 30, 2015 at 8:30 am

I was speaking to a client recently. This printing company has an excellent reputation in selling more complex print solutions. However, they don’t sell multi-channel solutions. I was intrigued and asked why. This was their response...

Breaking a Sales Habit
April 28, 2015 at 8:45 am

Back in the day, cell phone usage was rare, private, and extensive. Your number was a secret that was given out only when you didn’t mind spending just under two dollars per minute regardless of whether you were making or receiving a call. And phoning a prospect from the road? Forgetaboutit! This is one of those old sales habits that Bill Farquharson just can’t get himself to break.

The Benefits of a Strategic Plan
April 24, 2015 at 8:36 am

Today’s business environment is both exciting and challenging, particularly if you are interested in growing your business to its next stage of growth. Have you developed a "Core Strategy" that defines the specific strategic initiatives you need to achieve your goals?

Hey Kelly – How Do I Sell Into New Verticals?
April 22, 2015 at 9:25 am

This week, I’m returning to the Hey Kelly format and getting back to answering all the great questions and problems that you all wrote to me back in February. Was that really two months ago? My head is spinning!

Michelangelo, Sales Manager
April 21, 2015 at 8:30 am

Is it better, as Michelangelo suggests, to set high prospecting goals that you fall short of or low goals that you achieve? Bill Farquharson cannot paint, sculpt, or write poetry. But he does know when to apply this thinking and when to defy it. Read more in this week’s blog.

Four Ways to Grow Your Company
April 16, 2015 at 5:23 pm

Having a clear vision of what you want your company to achieve and how it is going to exploit its plan is the last major key to growing a company successfully. Incremental changes are safer to make, of course, but will rarely produce the rapid growth that a daring strategy can.

Here Are My Top Five Printing Sales Mistakes
April 16, 2015 at 8:33 am

The following are five things that I see all the time when I receive sales pitches from print companies. Every single one of these actively puts me off. And I know they put off other buyers too.