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
Dec. 3: The Optimist in the Room
The Optimist in the Room Have you ever been in a meeting where ideas are offered up and immediately shot down, one after another? Have you ever spoken to someone in an attempt to help them solve a problem and every option is immediately met with a reason as to why it just won't work? Now contrast
Dec 2: Bill’s BOGO Cyber Monday Sales Tip
Bill’s BOGO Cyber Monday Sales Tip Good morning! Here’s my Cyber Monday sales tip. It’s a BOGO…actually, it’s more of a HOGO (hear one, get one) or ROGO if you are reading, but I digress… You have heard me say/write/plea: Never leave today without having tomorrow planned. It’s one of my
Nov. 26: A Difficult Sales Decision
A Difficult Sales Decision You are prospecting a bank. A big bank. This would be a coup if you landed it. After many attempts and several months, you are finally granted an audience. At the end of the phone call setting up a time to meet, the client adds: "Make sure you bring samples of other
Nov. 25: A Unique Selling Week
A Unique Selling Week Good morning! So, this is that funky week on the sales calendar I was talking about a few sales tips ago. In the US, a Thursday holiday and Friday day off make for a short and unusual opportunity to sharpen the sales saw. I wanted to make certain you were making the
Is the Opportunity of 3D Printing For You?
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
Nov. 19: Read the Room
Read the Room I was out looking for a new car recently and, after some amount of research and discussion with Allison, settled on an Audi convertible. My next step was to go and get some hands-on education at a dealership. That's where I met Joe. Joe was the sales rep (or Audi Brand Specialist,
Nov. 18: You Can Change You
You Can Change You Good morning! I asked a sales team, "Why aren't you selling more?" It's one of my favorite questions as it reveals what the sales rep believes his or her sales challenges to be. All of the answers were external. That is, there were too many other non-selling