HeyJaredBill Farquharson
- Indexed articles, last 90 days
- 26
- Latest publication
- Sep 29, 2026
- Outlet visibility, for Printing Impressions
- Top 5M sites
- Earliest in this view
- Jul 6, 2026
Latest articles
Stop Asking for Their Time (opens the original)
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From their side, your cold call is an interruption. You’re another salesperson who wants to tell them about your company, your equipment, and your wonderful service. So, when you say, “I’d love 15 minutes to introduce myself,” you’re asking them to donate time to your agenda. Research the company. Find an upcoming event, rebrand, hiring push, new location, inconsistent signage, or another business need. Then connect what you found to a problem you can help solve. “Do you have 20 seconds for me t
Why New Reps Fail (opens the original)
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Watch this week's Short Attention Span Sales Tip here. A few months ago, I pointed out the failure rate among new sales hires is 50% for year one and 80% for year two. While there are many reasons, one stands out and is exemplified in this email: “Bill, I’ve had 8 reps in 5 years and none of them stick. I make the hire, give them business cards and a sales territory, and set them loose. Six months later, they are gone. Where do I find a good sales rep?” Too many owners think hiring a salesperson
Set the Right Goals and You’ll Always Win (opens the original)
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In July, I played in a big-deal golf tournament in Saint Louis. Didn’t win, but no one had more fun than me. Back in April, I asked my UK-based son-in-law if he’d like to work on a new time management project with me. My goal was nothing beyond getting to know him better. Even if it never makes a penny, I’ve already won. When you're first starting out in sales, there's a lot of frustration. Much of the time you can feel like a total failure. Call after call after call after email after email and
The First Order is an Audition (opens the original)
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Watch this week's Short Attention Span Sales Tip here. But don’t confuse a transaction with a customer relationship. The first order is an audition…yours and theirs. Is this a one-time thing or the first of many years of doing business together? Learn the story behind the specs. Why did they call you? Was their current vendor too slow? Did they need something no one else could produce? Are they shopping price? Is this small order actually the first piece of a much larger project? State what YOU
Three Sales Lessons From Buying a Fence (opens the original)
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My wife and I were in the market for a new fence. The experience of dealing with these knuckleheads has been enlightening and frustrating and educational…but also blog-worthy! Two quick lessons to pass along based on the time I’ve spent with fencing contractors: There is a third lesson, but it is not based on this experience. Like all tradesman, fencing contractors can be excellent at their craft but can also be terrible businessmen. They will exhibit at local homeshows (generally held in the ea
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