Bill Farquharson

Bill Farquharson

Bill Farquharson is a sales trainer for the graphic arts. Email him at or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at

How to Win a Bid at Your Price

Whether you are giving a price for an existing job or quoting a new solution, landing the order comes down to one critical question.

A Lesson in Crazy Confidence

You have made 10 unsuccessful calls in a row. That failure is followed up with another 10 calls, all resulting in voicemail.

4 Chunks of Selling Time Left

We are at a critical place in the year and you have an opportunity to make strides in your sales activity if you take Bill’s advice.

Sell Away Your Problems

There you were cruising along and the next thing you know your book of business is a pamphlet, thanks to COVID-19. Here’s what to do.

Trade Shows: Will People Attend?

We are in uncharted waters. We find ourselves longing for the days of boring sales meetings, live training events, and conferences.

The Non Cold Call Cold Call

Bill points out in this week’s blog that vprospecting takes on many forms. One is the most basic form of effective cold calling.

5 Tips for Effective Sales Meetings

"Sales meeting.” No two words in the English language cause a reps’ eyes to roll more than these. Sales meetings are important, though. They can keep a team a team. They can be informative and informational. Since all sales challenges are shared, there’s a good chance someone in the room has an idea or a solution that is exactly on point. While sales meetings are necessary, boring sales meetings are not...

How to Start Prospecting for New Accounts: Tips, Tricks and a Checklist

Prospecting is a must. It’s a have-to. It’s as important as exercise, brushing your teeth, eating, stretching and anything else that needs to be done on a daily basis. For as sure as the Patriots winning the AFC East for the 150th consecutive year, you will lose 10 percent to 15 percent of your business…