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. During that last year, however, the rep noticed and ignored sure signs that he was in trouble, and one day he woke up and the business was lost. Three hundred and fifty thousand dollars of business gone with the wind, and frankly, Scarlett, he could have built a dam to protect or postpone the loss.
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro 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 salesvault.pro.