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?
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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 ...