Why Reps Aren’t Selling Digital/inkjet Printing. Part One: Management’s...
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,...
View ArticleOct. 7: When Uncertainty Becomes Opportunity
When Uncertainty Becomes Opportunity Good morning! Around the time of the Great Recession 10 years ago, I was speaking with my all-time favorite customer and she was telling me how her company had a...
View ArticleOct 8: Watch Your Mouth…and Your Pen
Watch Your Mouth…and Your Pen I received an invoice via email today. It was for some work I had done at my home by an irrigation company. Overall, they have been terrific. They communicate well. They...
View ArticleHow to Un-Suck Your Sales Meetings
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,...
View ArticleOct. 14: The Malware Prospecting Technique
The Malware Prospecting Technique Good morning! I received an email from a printer in Tennessee not long ago that read, “Thanks for the opportunity to provide some pricing. Attached is my proposal for...
View ArticleOct 15: By The Time You Read This, I’ll Have Dozed Off
By The Time You Read This, I’ll Have Dozed Off Generation Z is coming. They were born between 1998 and 2008 and they will make up 40% of the consumer base by the year 2020. According to a Bank of...
View ArticleWhy Reps Aren’t Selling Digital/inkjet Printing. Part Two: The Rep’s...
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...
View ArticleOct. 21: Your Plan for Sales Armageddon
Your Plan for Sales Armageddon Good morning! Technology is great isn’t it? The internet. Cellular phones. Even electricity itself. All good. It allows us to work fast and move around without the tether...
View ArticleOct 22: You’re Not a Good Prospect for Me… Of Course I’ll Work with You!
You’re Not a Good Prospect for Me… Of Course I’ll Work with You! As the prospect discussed her needs, you are becoming increasingly aware that this is simply not a good opportunity and certainly not...
View ArticleBill’s Stories From the Road: You Can’t Make This Stuff Up (3 of 3)
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...
View ArticleOct. 28: Confirmation at the Speed of Business
Confirmation at the Speed of Business Good morning! If you’re like me, you are working at a high rate of speed. You make quick decisions and move from one project to another. Changes are made on the...
View ArticleOct 29: The “I Hate Cold Calling” Cold Call
The “I Hate Cold Calling” Cold Call Which would you rather do, make 10 cold calls a day for a month or take the “polar plunge” and jump into the ocean on New Year’s Day? If you’re like most people, you...
View ArticleWhen a Print Buyer Becomes a Print Champion
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...
View ArticleNov. 4: Bad Sales Day Protocol
Bad Sales Day Protocol At the time of this writing, I am coming off of a rare bad day. It’s not often I face such negativity but, that’s life. Yesterday was just one of those days where everything...
View ArticleNov. 5: 2019 In Four Chunks
2019 In Four Chunks The most important part of time management is preparation. You need to be constantly thinking ahead to the next day, the next week, where you are in the month, and even where you...
View ArticleWhy Reps Aren’t Selling Digital/inkjet Printing. Part Two: The Rep’s...
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...
View ArticleOct. 21: Your Plan for Sales Armageddon
Your Plan for Sales Armageddon Good morning! Technology is great isn’t it? The internet. Cellular phones. Even electricity itself. All good. It allows us to work fast and move around without the tether...
View ArticleOct 22: You’re Not a Good Prospect for Me… Of Course I’ll Work with You!
You’re Not a Good Prospect for Me… Of Course I’ll Work with You! As the prospect discussed her needs, you are becoming increasingly aware that this is simply not a good opportunity and certainly not...
View ArticleBill’s Stories From the Road: You Can’t Make This Stuff Up (3 of 3)
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...
View ArticleOct. 28: Confirmation at the Speed of Business
Confirmation at the Speed of Business Good morning! If you’re like me, you are working at a high rate of speed. You make quick decisions and move from one project to another. Changes are made on the...
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