Bill Farquharson

Why do buyers choose one sales rep over another? Bill Farquharson shares the answer and why it’s changed over the years.

When a four-year old calls you his best friend, your heart melts. But it was his next statement that inspired this blog’s sales advice.

Think it’s impossible to land a multimillion-dollar account by dropping off promo items? Tell that to the rep who did exactly that.

We can’t control clients, so unanswered emails can be frustrating. But we can adjust our approach, and that can make a difference.

For salespeople, it’s hard when the needle doesn’t seem to move. This week, Bill Farquharson reveals the true value of those efforts.

Many new reps see prospecting as trying to make a sale. Bill Farquharson shares a different perspective — one without the pressure.

It can feel awkward to ask an account for more work. Luckily, Bill Farquharson advices how to naturally open the door to new business.

Imposter Syndrome affects 70% of salespeople. While time and experience will eventually help, there is a quicker path to confidence.

Effective time management and consistent productivity is not an accident. It happens by building good habits, one step at a time.

“Sure, I’ll buy from you. But you have to tell me what’s different about you first?” Multiple answers are found in this week’s tip.