When Saying Nothing Is Really Something Sometimes, it’s what someone doesn’t say that makes the difference. My wife and I bought a refrigerator a couple weeks ago. Shopping for a fridge is not easy. You are limited by space and that typically removes 50% of the options available. However, from
June 8: Selling Into Uncertainty
Selling Into Uncertainty Good morning! If you had to sum up the mood of business today in one word, what would you say? Fearful? Anxious? Mine would be this: Uncertain. As things get going again, what’s going to happen next is anyone’s guess. Pick a topic. No one knows anything
June 2: Your Customers Won’t Tell You This
Your Customers Won’t Tell You This A long time ago, I received a fantastic piece of advice from a marketing expert. Lynda advised me to make the content I create interesting and entertaining. Her exact words were, “Bill, your marketing needs to fully reflect who you are. It must be relevant and
June 1: Why You Need Burger King
Why You Need Burger King Good morning! Over the years of doing what I do, some crazy things have happened. This was one of the crazier… It had to be 25 years ago now. The print world was starting to realize this digital print thing is real, but the landscape was only occupied by early
5 “Must-Have” Summer 2020 Sales Skills
A Short Attention Span Sales podcast May 29, 2020 | Bill Farquharson & Kelly Mallozzi Back in the day, as we legacy sales reps like to say, you could get away with shoddy skills and a somewhat inconsistent approach. Business was good, the economy strong, and no one was wearing a
May 26: The Case For Repetition
The Case For Repetition On March 11, I was driving back from Philadelphia, having presented along with the amazing Kelly Mallozzi. The enormity of what was coming was still unknown to us, although I had a hint thanks to my infectious-disease-specialist-daughter, Emma. I remember thinking to myself,
OMG! My Market Is Gone! Now What?
OMG! My Market Is Gone! Now What? A Short Attention Span Sales podcast May 22, 2020 | Bill Farquharson & Kelly Mallozzi If you are buying into the "It will take time, but we'll get back to normal" theory, you should seriously consider spending time on this question, "What if my market
May 19: The 18 Month Rule
The 18 Month Rule Once upon a time, a sales rep walked into the lobby of Humongous Corporation, a Fortune 500 company headquartered nearby. The receptionist greeted her warmly and they chatted for a few minutes before the sales rep asked if the key decision-maker was available. He was, and