Bill Farquharson

Bill Farquharson
Bill Farquharson is President of Aspire For, Sales Trainer for the Graphic Arts industry, author of The 25 Best Sales Tips Ever series and co-author of Who’s Making Money at Digital/Inkjet…and How? Both available on Email him at or call (781) 934-7036.  In addition to Bill’s Printing Impressions monthly columns and weekly blogs, he publishes a weekly Short Attention Span Sales Tips providing instantly-applicable ideas for sales growth and its challenges.

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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…

RFP? Sales Rep: No Thank You

An RFP arrived in the mail (or, RFQ if you prefer, “Request for Quote” over “Request for Proposal”). The salesperson looked it over.

Think and Succeed

What would happen if you woke up in the morning and your first thought was, "I am never going to sell anything today. Why would anyone buy anything from me? I'll be lucky to even survive."

20-20 Hindsight Sales

The account was history. That much he was sure of. It took two years to build credibility and a year to win the business. That was followed by two more years that he milked the cash cow he had created.

Sales Lessons from Mom

As I look ahead to Mother's Day and think back on what she has taught me, it occurs to me that she contributed a great deal to my sales career and that many of her parental lessons translate well to the sales world.

The Most Interesting (Sales) Man in the World

As a sales person, he is clairvoyant and omnipotent. He has built an impeccable reputation in the promotional products industry as a master of his craft. With each passing sales year, his legend grows. He is, The Most Interesting (Sales) Man in the World.

Five Fundamental Sales Truths

In last week's blog I gave you five harsh sales realities. I'm in a better mood this week. So, just to prove that I'm not getting old and cranky, this week I give you some good news.

Five Harsh Sales Realities

I started my career in sales 30 years. Since then, much has changed but much remains the same in this field. Below I offer some thoughts and opinions. They're not pretty. Just true.

10 Rules of Sales Etiquette

With electronic barriers such as voice mail and caller ID, there is a loss of respect in a great deal of relationships, both business and personal. To help you to be the best sales person you can be, I offer up the 10 Rules of Sales Etiquette.

The Gift of ADD and Communication

Roughly 13 years ago, my oldest daughter Kati was diagnosed with ADD. The psychologist, Dr. Rosenrosen, told us that it was hereditary. Upon hearing that, my wife looked at me and said, "Well, THAT explains a lot!"

Why Sales Reps Hate CRM Systems

Sales reps hate CRM systems, and in a former life, so did I. I saw no purpose to it; no value whatsoever.

Until this happened.