podcast

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

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

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,

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

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

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