- 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
Complete Story
10/14/2026
Find the What, Make the Sale
Source: Bill Farquharson, October 12, 2026
Good morning!
Most salespeople begin prospecting by asking, “Who buys the printing?”
That seems logical. Find the buyer, gain an appointment, obtain something to quote, and begin the race to the bottom. Woo-hoo!
Perhaps we are starting with the wrong question.
Before searching for the “Who,” find the “What.”
What is the company trying to accomplish? What business challenge is it facing? What outcome does it need? What opportunity is it pursuing?
If you begin by finding the print buyer, you limit yourself to “selling print.”
Find the business objective first and you give yourself a chance to sell ideas.
The “Who” still matters.
Just make certain you understand the “What” first.
And What do you want? More sales? Good news! We know Who can help: Bill Farquharson and his Sales Vault. Go to SalesVault.pro or call 781-934-7036.
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:
BrewCrew Oktoberfest: Great Connections Are Brewing in Detroit!
Great connections are brewing in Detroit! Join Graphic Media Alliance and AIGA Detroit on Tuesday, October 27, for the BrewCrew Oktoberfest Networking Event at Batch Brewing Company. Enjoy an evening of networking with print, design and graphic communications professionals! Space is limited, so reserve your spot today!
Read MoreA Greener Future Starts Here! Join GMA November 5 for a Special All-Region Member Event
Something exciting is taking root at Graphic Media Alliance! Join us November 5 for our FREE All-Region Annual Meeting, featuring special guest Jordan Darragh of PrintReleaf and an exclusive preview of GMASustainability(+), launching in 2027. Discover how your business can make a measurable environmental impact while enjoying exclusive GMA member savings!
Read MoreDon't Miss Out on Potential Workers' Compensation Savings for 2027!
The 2027 Ohio BWC Group Rating enrollment period is approaching! GMA members are encouraged to submit their enrollment or re-enrollment paperwork to Sedgwick as soon as possible. Don't miss the opportunity to maximize potential savings on workers' compensation premiums. David Deyo, our dedicated Sedgwick Program Manager, is available to help!
Read MoreAre Your Wages Competitive? The 2026 Wage + Benefits Survey Results Are Here!
Production wages are up, employee turnover is down, and the competition for skilled workers continues! The 2026 Wage + Benefits Survey provides valuable insights to help printing companies make smarter compensation and workforce decisions. Participating GMA members receive the full report FREE, while others can purchase their copy through the GMA Bookstore!
Read MoreGMA Member Millcraft Expands Packaging Capabilities with Strategic Acquisition
Congratulations to GMA member Millcraft on its acquisition of Protective Packaging Products (P3)! This strategic investment expands Millcraft's protective packaging capabilities and strengthens its presence in automotive and industrial markets. Learn how this fourth-generation, family-owned company continues to grow while building on more than a century of industry leadership.
Read MoreLove It? Buy It!
Want to help strengthen the printing industry? Sometimes the best way is to practice what we preach! From direct mail and signage to branded apparel, Bill Farquharson reminds us that every purchase is an opportunity to demonstrate the power of print. Discover how a simple conversation can reinforce the value of the products and services our industry provides in this week's Short Attention Span Sales Tip.
Read More