Why Reps Aren’t Selling Digital/inkjet Printing. Part Two: The Rep’s...
Why Reps Aren’t Selling Digital/inkjet Printing. Part Two: The Rep’s Responsibility October 17, 2019 | Bill Farquharson & Kelly Mallozzi with Cliff Hollingsworth Okay, so we’ve talked about how to...
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Oct. 21: Your Plan for Sales Armageddon
Your Plan for Sales Armageddon Good morning! Technology is great isn’t it? The internet. Cellular phones. Even electricity itself. All good. It allows us to work fast and move around without the tether...
View ArticleOct 22: You’re Not a Good Prospect for Me… Of Course I’ll Work with You!
You’re Not a Good Prospect for Me… Of Course I’ll Work with You! As the prospect discussed her needs, you are becoming increasingly aware that this is simply not a good opportunity and certainly not...
View ArticleBill’s Stories From the Road: You Can’t Make This Stuff Up (3 of 3)
Bill’s Stories From the Road: You Can’t Make This Stuff Up (3 of 3) October 25, 2019 | Bill Farquharson What happens when you take an outgoing personality, put it on the road, and let a few decades...
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Oct. 28: Confirmation at the Speed of Business
Confirmation at the Speed of Business Good morning! If you’re like me, you are working at a high rate of speed. You make quick decisions and move from one project to another. Changes are made on the...
View ArticleOct 29: The “I Hate Cold Calling” Cold Call
The “I Hate Cold Calling” Cold Call Which would you rather do, make 10 cold calls a day for a month or take the “polar plunge” and jump into the ocean on New Year’s Day? If you’re like most people, you...
View ArticleWhen a Print Buyer Becomes a Print Champion
When a Print Buyer Becomes a Print Champion November 1, 2019 | Bill Farquharson & Kelly Mallozzi Matthew Parker knows a lot about print. He’s seen both sides of the equation: Buying it and being a...
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Nov. 4: Bad Sales Day Protocol
Bad Sales Day Protocol At the time of this writing, I am coming off of a rare bad day. It’s not often I face such negativity but, that’s life. Yesterday was just one of those days where everything...
View ArticleNov. 5: 2019 In Four Chunks
2019 In Four Chunks The most important part of time management is preparation. You need to be constantly thinking ahead to the next day, the next week, where you are in the month, and even where you...
View ArticleThe Way to Bring Passion and Differentiation to Your Sales Approach
The Way to Bring Passion and Differentiation to Your Sales Approach November 8, 2019 | Bill Farquharson & Kelly Mallozzi You are walking the floor of a trade show, going past boring booth after...
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Nov. 11: Be a Sales Nuisance
Be a Sales Nuisance Good Morning! A conversation with a Canon executive roughly 6 months ago came to mind during one of my weekly coaching calls and I wanted to bring it to your attention. The essence...
View ArticleNov. 12: In Case of Sales Emergency, Open Me
In Case of Sales Emergency, Open Me The most important part of time management is preparation. You need to be constantly thinking ahead to the next day, the next week, where you are in the month, and...
View ArticleThink Daily Prospecting is Tough? Maybe an Exercise Expert Can Help…
Think Daily Prospecting is Tough? Maybe an Exercise Expert Can Help… November 15, 2019 | Bill Farquharson & Kelly Mallozzi We all know we need to go to the gym. We all know we should be selling...
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Nov. 18: You Can Change You
You Can Change You Good morning! I asked a sales team, “Why aren’t you selling more?” It’s one of my favorite questions as it reveals what the sales rep believes his or her sales challenges to be. All...
View ArticleNov. 19: Read the Room
Read the Room I was out looking for a new car recently and, after some amount of research and discussion with Allison, settled on an Audi convertible. My next step was to go and get some hands-on...
View ArticleIs the Opportunity of 3D Printing For You?
Is the Opportunity of 3D Printing For You? November 22, 2019 | Bill Farquharson & Kelly Mallozzi Dr. Joe Webb once said, “Printers don’t invest in new technology until they start losing business to...
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Nov. 25: A Unique Selling Week
A Unique Selling Week Good morning! So, this is that funky week on the sales calendar I was talking about a few sales tips ago. In the US, a Thursday holiday and Friday day off make for a short and...
View ArticleNov. 26: A Difficult Sales Decision
A Difficult Sales Decision You are prospecting a bank. A big bank. This would be a coup if you landed it. After many attempts and several months, you are finally granted an audience. At the end of the...
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Dec 2: Bill’s BOGO Cyber Monday Sales Tip
Bill’s BOGO Cyber Monday Sales Tip Good morning! Here’s my Cyber Monday sales tip. It’s a BOGO…actually, it’s more of a HOGO (hear one, get one) or ROGO if you are reading, but I digress… You have...
View ArticleDec. 3: The Optimist in the Room
The Optimist in the Room Have you ever been in a meeting where ideas are offered up and immediately shot down, one after another? Have you ever spoken to someone in an attempt to help them solve a...
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