4 Things You Need to Know About Your Top Accounts (if you want them to stay that way) A Short Attention Span Sales podcast March 6, 2020 | Bill Farquharson & Kelly Mallozzi We all have top accounts, those clients who make up a double digit percentage of our sales volume. Lose any one of
March 3: The Pastor’s Rule
The Pastor’s Rule Bill’s note: Full credit for this blog idea goes to my client, Barry Henry. During our weekly coaching call, Barry told me a story about his pastor’s unique policy for seeing to it people in the congregation get to know each other. I thought it’d make an interesting blog… At a
March 2: The Root of Your Summer Slowdown
The Root of Your Summer Slowdown Good Morning! It’s mid July. The beaches are packed and the golf courses are full. The only thing empty is your appointment calendar. Naturally, it’s not your fault. It’s that darn summer slowdown. It’s not like it’s avoidable or anything. It’s not like you
4 Things People DID Tell Me About Sales That I’m Really Glad I Knew
4 Things People DID Tell Me About Sales That I'm Really Glad I Knew A Short Attention Span Sales podcast episode February 28, 2020 | Bill Farquharson & Kelly Mallozzi Okay, so Bill and Kelly told you the things they wish someone had told them about sales in a previous Short Attention
Feb 25: That Maverick, Successful, Annoying Sales Rep
That Maverick, Successful, Annoying Sales Rep There’s one on every sales team. He doesn’t get along with others. She goes right when everyone else is going left. He is argumentative. She is not Management’s favorite by any means. But he/she is the number one sales rep in the company. Okay, maybe
Feb 24: Paper Smarts as a Difference-Maker
Paper Smarts as a Difference-Maker Good Morning! My wife and I recently went to a farmers market (or what we call, “farmers markup”) recently and I came upon a magazine I hadn’t seen in a while, Edible Boston. I have a history with its editor and I wanted to share the story as part of my
4 Things I Wish Someone Had Told Me About Sales
4 Things I Wish Someone Had Told Me About Sales A Short Attention Span Sales podcast episode February 21, 2020 | Bill Farquharson & Kelly Mallozzi Warning: If you are just starting out, this Short Attention Span Sales episode might scare you...to the point of trying something a little
Feb 18: Follow-Up: How Much Is Too Much?
Follow-Up: How Much Is Too Much? A frequent question that comes up during my coaching calls has to do with follow-up. Specifically, clients want to know what to do when the customer ghosts them. Perhaps this occurs after a price has been submitted. Or maybe a first appointment went well but there