If I asked you to name one trend in the printing industry, chances are you would be up to the challenge. But what if I asked you to name a trend in, say, the banking industry? Now how prepared are you? One of the most powerful, credibility-building sales tools you’ve got is understanding the trends […]
Should You ‘Drink on the Job’?
I was 21 years old and just out of college. Two weeks after graduation, just before my flight out to Chicago for one week of sales training, I got a call from my older brother. He gave me this advice: “Don’t drink at the company-sponsored dinners.” Andy warned me that executives watch how the new […]
The Importance of Pushing the August Print Sales Reset Button
I love my job. I bound out of bed every morning and often times find that I’ve been at my desk for several hours tinkering with content or presentations or a blog or an article or a book and look up to find that I have neither eaten nor participated in any kind of personal […]
The Lazy Print Sales Rep’s Phone Script
My youngest daughter, Madeline, recently took a job working for Hibooks, a start-up competitor to Audible that’s using the Netflix model to build a following. She’s in customer service (no better place for Farquharson sarcasm, she tells me). Madi says this new job has given her a new appreciation for the patience necessary when working […]
How to Get a Prospect to Trust You
A rare event occurred last week. A PR agency in New York promised to set up an appointment with an executive regarding the book I wrote … and then did. She followed up. She did what she said she would do. She actually did. And the crowd went wild. It sounds like such a simple […]
