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
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
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
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
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
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
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.
Are You 2019-Sales-Ready? Good morning! A couple of housekeeping issues and then the tip… Last month, my Printing Impressions column gave you a sales bucket list of 10 tasks to check off before entering 2019. Did you do them all: 1. Having read three books: a. Never Split the Difference b. The