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Pre-Flight:10 Things to Do Before Going to Graph Expo

This column first appeared in Printing Impressions July 2016 © Bill Farquharson Before leaving for any vacation, most of us make a list of things that need to get done so that we can make the most of our time away: Cancel the paper; Stop the mail; Put the living room lights on a timer …

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How to Make Your Sales Presentation Dance

This column first appeared in Printing Impressions June 2019 © Bill Farquharson Months of calling and convincing and cajoling and—if we’re being honest here—pleading has paid off and you are finally given the opportunity to make a sales presentation to that big fish account you have been coveting ever since you started in sales. This …

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Sales, Chinese Food, and Visualization

This column first appeared in Printing Impressions April 2018 © Bill Farquharson It’s dinner time and you are famished. You weren’t hungry for Chinese food until someone said the trigger words, “Chinese food” and now you can’t get it out of your mind. So, with an intense craving that you didn’t have 10 seconds ago, …

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What Printers Can Learn From the Airlines

This column first appeared in Printing Impressions June 2012 © Bill Farquharson Can you imagine going to a restaurant, dropping your fork on the floor during the meal and being charged for its replacement? Of course not! What about filling up at the gas station and paying extra to have your oil checked or your …

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COVID-19 Customer Hide and Seek

This column first appeared in Printing Impressions November 2020 © Bill Farquharson At some point this past spring, the game began. The Center for Disease Control counted to 10 and everyone scattered. Kids came home from school and went to their room. Visitors went back where they belong. City-dwellers became country folk. And clients left …

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The Ideal Sales Day

This column first appeared in Printing Impressions October 2014 © Bill Farquharson It is 5:30 PM and your sales day is now behind you. But this one was not a typical sales day. It has been the Ideal Sales Day. You look down at a clear desk. You look up at an empty computer screen. …

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That Time a Vacation Column Was Submitted

This column first appeared in Printing Impressions August 2020 © Bill Farquharson va-ca-shun (n): To not work. No, really. Submit a column, back away from the computer, and get lost. Go on… It was clear to everyone but him that he needed a vacation. COVID-19 quarantining had made him a little, well, more crazy than …

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Playing Sales Detective

This column first appeared in Printing Impressions December 2017 © Bill Farquharson Welcome to CSI Print Sales. We’re a small micro-unit of the big city crime-solvers who investigate wrongs and make them right. Today, we will do a forensic study on a sales subject that frequently causes the death of an order: “Your price is …

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Stamping out Sales Whining in Our Lifetime

This column first appeared in Printing Impressions June 2013 © Bill Farquharson Sales whining is at an all-time high.  The CDC in Atlanta has put it on the “Watch” list as complaining by sales people (particularly in the printing industry) nears epidemic proportions.  But fear not, PI readers, as this national crisis has caught the …

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The Sales Entrepreneur

This column first appeared in Printing Impressions February 2011 © Bill Farquharson Imagine being on a football team. You are on offense and your quarterback gives you a play to run. “24 Blue. On three,” he shouts. The team lines up. The QB points at the middle linebacker (for reasons unknown). Defensive players shuffle to …

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