Graphic Media Alliance

Complete Story
 

04/29/2025

Check In. Keep Up.

Source: Bill Farquharson, April 28, 2025

One of my greatest fears is letting something slip through the cracks. I lead an appointment-driven life. My calendar is full of meetings and activities, both business and personal. So, I am constantly referring to the days and weeks ahead to gauge what’s coming up.

Another tool I employ is a simple spreadsheet. I call it my, “Opportunities and Activities” file. It is here where I keep a list of projects, both live and potential. And it is here where I head on a daily basis to check in, check up, and check to make sure everything is on track.

The layout is simple. In the far-left column, I list each company, organization, or activity I have going on. Then, every subsequent column is a new week. I’ll write the next action item, and then note its completion. By playing leapfrog with sales activities, I keep all my potential profit makers moving forward and keep up with every project in play.

The other benefit of this spreadsheet is more visual. When I achieve closure in one form or another, I move that row down to the bottom of the page and shade the entire thing gray to indicate it’s completion. Just by looking at the spreadsheet, I can instantly tell if I have enough pokers in the fire or need to get back out there and stir up some more opportunities.

If there’s one thing I’ve learned about my ADD, it’s the need for structure like this. I can balance many projects at the same time, but it takes hacks like this to keep them organized.

Gotta go. There’s a speech to write and a proposal to get out and a flight to book and …

Watch Bill present this week's sales tip


The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.

The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant. 

Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.

Other Vault resources:

  • NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
  • Downloadable prospecting letters
  • One killer-good intro letter only the bravest of the brave send out
  • A downloadable voicemail script
  • 15 on-demand video sales courses
  • Archived sales content searchable by sales challenge

Check out the Sales Vault!

 

Printer-Friendly Version



2025 Wage + Benefits Survey

We're now just one day away from the August 1 deadline. Don’t ignore reality by assuming you’ve already outpaced the competition. While you’re standing still, others could be soaring ahead—attracting top talent and leaving you behind.

Read More

PEA Grand Ceremony

Please join us in congratulating the Best of Category winners! These prestigious awards, along with Judge’s Awards, Rising Star and Best of Show will be recognized at the Grand Ceremony on August 21.

Read More

The Inside Scoop on M&A in the Printing Industry

Graphic Media Alliance is proud to host a special in-person Executive Leadership Training Session featuring Jim Russell of New Direction Partners covering critical insights on the 2025 Mergers & Acquisitions (M&A) landscape.

Read More

"America's AI Action Plan" Promises Big Changes Across Industries

America’s AI Action Plan will have a huge impact not only AI developers and the tech sector but also on many employers and employees throughout the US workforce.

Read More

Project Management and the Mailpiece Design Consultant Workshops

GMA's sister association, Print & Graphic Communications Association, is hosting two workshops. In August, learn how to master the art of project management in accordance with the Project Management Body of Knowledge. Then, in October, become familiar with and test the US Postal information contained in the MSMA MDC Study Guide.

Read More

One Less Thing

AI offers some amazing capabilities, but because it takes time to learn and master each agent, you might want to take the advice Bill Farquharson shares in this week's Short Attention Span Sales Tip before going down every AI rabbit hole.

Read More