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Complete Story
05/12/2026
Sales is NOT a Numbers Game
Source: Bill Farquharson, May 11, 2026
Good morning!
“Sales is a numbers game.”
The only thing more cringe-worthy to me is when I hear, “The Yankees are leading the American League East.”
But I digress…
Listen, the only time sales is a numbers game is when it’s your goal to sell on price. Otherwise, it’s a process game.
That is, you need a process.
Salespeople of all experience level need to hear this but no one more than the new sales reps out there searching for “How to build a simple prospecting system for beginners in sales.”
Most new salespeople operate randomly:
- Reach out when they feel like it
- Try something once
- Move on if there’s no response
That’s not a system. That’s a game of darts.
A simple prospecting system looks like this:
- A list of people to contact
- A consistent outreach plan
- A follow-up schedule
- A way to track activity
That’s it.
It doesn’t need to be complicated! It just needs to be repeatable!
Because without a system, everything feels uncertain.
With a system, you stop wondering what to do—and start doing it.
And that’s when results begin to show up.
If prospecting feels random or inconsistent, it’s not a lead problem—it’s a system problem.
If you want a simple prospecting system you can actually follow as a beginner, I’m happy to walk you through it.
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:
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