Short Attention Span Sales Podcast
This podcast features issues and interviews relevant to salespeople from the Graphic Arts. Learn, get inspired and be entertained every week from the creative minds of Bill Farquharson and Kelly Mallozzi. Authors of Who’s Making Money at Digital/Inkjet Printing…and How?
How does it work? Each week when we post a podcast you can come here to listen. Even better, click the link to subscribe to the S.A.S.S. Podcast on your preferred listening platform: iTunes | Google Podcasts | Spotify | Stitcher and you’ll be notified when we post a new episode!
Got an idea for a podcast or a comment on one you’ve heard? Click here and give it up.
11 Non-Sales Books That Will Grow Your Sales
December 6, 2019 | Bill Farquharson & Kelly Mallozzi
If there was a Sales 101 book that detailed every aspect of the selling process, included “how-to” instructions, and specific step-by-step tasks, would you read it? Neither would Bill Farquharson nor Kelly Mallozzi. Too boring. But, there are non-sales books which are far more interesting and valuable to help reps do their job better.
This Short Attention Span Sales podcast episode is something of a book report. Bill and Kelly cover 11 of their top choices for must-reads (or in the case ...
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 it.” Early adopters to digital printing found a vast landscape of opportunity largely devoid of competition. Variable data print came next, allowing companies already experts in database management to solve print problems with new solutions and winning spectacular and creative jobs on ideas, not price.
What’s next? Enter 3D Printing.
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 every day. Cardio, toning. Prospecting, new business. Procrastination, excuses, laziness, guilt, goals, motivation, accountability, support…The similarities go on and on. Daily exercise and daily sales activities are cousins.
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 boring booth and then BAM! You find yourself looking at two guys in blue and white suits. Upon closer inspection, they look like they are wearing the sky. This is exactly what Kelly Mallozzi experienced and one of those two guys, Scott Eganhouse, is our special guest today.
Scott talks about being different and passionate, two keys to his success and two components that might ...
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 cheerleader for it. In his current role, he teaches print sales people how to overcome the many challenges they face in order to get in front of decision-makers. As an author and presenter, Matthew comes to his with a unique perspective.
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 pass? Well, you get a story or two to tell. Bill has shared some stories of his early sales days and some from his consulting experience. In this, the third of three installments of You Can’t Make This Stuff Up, you’ll hear everything from an awkward massage moment to getting “burned” on a golf course.
Will this Short Attention Span Sales ...
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 transition to digital/inkjet print sales. Then came that email from a thoroughly freaked out print veteran sales rep that thoroughly freaked us out. So, we made a follow up episode that talked about what management needs to do in order to train print sales reps to sell digital and inkjet printing. But, here’s the thing: The reps themselves have a responsibility and a chip in this game. This is part two in our ...
How to Un-Suck Your Sales Meetings
October 11, 2019 | Bill Farquharson & Kelly Mallozzi with special guest Bob Bradley
News flash: Sales meetings suck. To the sales reps, it’s a wrist-rolling, are-we-almost-done, snooze-fest. For managers, it’s one more thing to do, necessary as a way to keep up and share information, but often poorly organized and loquacious (Big word. Google it). Bill Farquharson and Kelly Mallozzi have been through their share of sales meetings and have even run a few themselves. In this Short Attention Span Sales episode, learn how to create and run an effective sales meeting, ...
Why Reps Aren’t Selling Digital/Inkjet Printing. Part One: Management’s Responsibility
October 4, 2019 | Cliff Hollingsworth with Bill Farquharson & Kelly Mallozzi
In a previous SASS episode, Transitioning to Digital/Inkjet Printing, Cliff Hollingsworth, Business Development Coach for AlphaGraphics (his title) and digital sales expert (our opinion), talked about what print sales reps need to do in order to sell digital/inkjet printing. A listener’s shocking email to Bill Farquharson got us thinking about where the responsibility lies for teaching applications and selling skills. Is it in the hands of management? Yes, as this follow up episode details. But, there are ...
The “Why?” Behind PRINTING United
September 26, 2019 | Mark Subers with Bill Farquharson & Kelly Mallozzi
Surely, you’ve heard about PRINTING United (October 23-25 in Dallas) but have you heard about convergence? That’s what’s behind this new trade show. PRINTING United lights a fuse to the generally-accepted definition of print and explodes colors across applications and opportunities you have to see to understand. It’s a crystal ball to your future in print. No one knows more about PRINTING United than its President, Mark Subers. In this Short Attention Span Sales podcast, Mark takes a deep breath and explains to Bill Farquharson and Kelly ...
How to Become a Top Gun Sales Rep
September 20, 2019 | Bill Farquharson & Kelly Mallozzi
Hey, Maverick. It’s me, Goose. Are you looking around the room and wondering who is the best of the best? Me, too. I’m thinking it might be the rep working 65 hours and making 25 calls a day but I could be wrong. For sure, top gun sales reps have specific traits, habits, and characteristics that others don’t. If we are to buzz the tower and make the sales manager spill his coffee everywhere, we probably should listen to Bill Farquharson and Kelly Mallozzi. Their ...
Transitioning to Digital/Inkjet Printing
September 13, 2019 | Bill Farquharson with special guest Cliff Hollingsworth
A great deal of thought and consideration goes into the choice of a digital/inkjet press. The final decision is not the end of the process, however, but rather the first step. Now comes the really hard part: Filling it up with profitable work. Cliff Hollingsworth has 4 decades of experience in the industry, starting with a college degree in print management. Not only has he seen and lived the digital revolution, but he has also helped others transition to this new way of thinking ...