Host Warren Werbitt welcomes back sales trainer Bill Farquharson of salesvault.pro to discuss why prospects—even people you know—don’t return calls or emails and what’s changed in selling. They share stories about ghosting, asking for the order, and creative tactics like a “pinky swear” commitment to improve pickup rates. They also cover direct mail, reaching owners, using AI to speed lead gen and call prep, and investing in ongoing sales training.

00:00 Welcome Back Bill

00:49 Why Nobody Replies

02:27 Cold Call Basics

04:58 Persistence Pays Off

06:48 Coma Voicemail Story

08:35 Raise Your Sales Bar

11:08 Courtesy Wins Deals

15:28 LinkedIn Matters

16:17 Marketing Beats Sales

23:13 Modern Buyer Expectations

24:42 Pitch Business Needs

25:59 Go Straight To Owner

27:36 Training When Times Change

29:16 Ask For The Order

29:59 Pinky Swear Follow Up

31:53 Reviving Old Accounts

34:11 Direct Mail That Works

37:08 Owners Lead The Relationship

41:37 AI For Sales Fundamentals

46:59 Rapport And Sales Stories

48:52 Stop Selling Print

50:24 What’s Next In Print

51:16 Samples And Embellishment

52:01 Free Book And Wrap Up

To listen to the audio version of this podcast, click here.

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