- 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
03/19/2025
Special Sales Tip for [Insert Name Here]
Source: Bill Farquharson, The Sales Vault, March 17, 2025
Roughly once a week, I receive an unsolicited pitch via LinkedIn that starts with, “Bill, I found your profile and was impressed” or “Your accomplishments caught my eye” or some other generic come-on statement. If I have time, my response is always, “Really? What is it that impressed you or caught your eye?”
Crickets.
There are myriad options for automating the process of obtaining new business. Heck, Sales Vault members will be treated to a free webinar next week, AI and New Business Development. And while I believe there is a place for automation, I think it’s important to strike a balance and not replace creativity or the personal touch. If you’re like me, you have a negative reaction when you find out you’ve been fooled and you’re interacting with a machine. I mean, how would you feel if you knew this sales tip was AI generated?
And if it’s true that we have a negative reaction, the opposite is equally true.
Consider the power of a handwritten note? Think of the impact an obviously-personal “Happy Birthday” message on LinkedIn will have (as opposed to just hitting the “Congrats” option at the bottom of the page). And what kind of an impression do you think will be made when you pick up the phone for the sole purpose of checking in on someone?
When I was a kid, one birthday card always meant the most to me. It was from Joan Wright, an honorary Aunt and the wife of our church’s pastor. It’s not the note or the card itself that made the impression. It’s the fact that she included one stick of juicy fruit gum and a deflated balloon.
Year after year. 60 years later and that’s what I remember: the one who did things differently.
Automate. Engage AI. But don’t forget to be personal every chance you get.
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:
Your People Are Your Greatest Investment. Are You Maximizing It?
What separates organizations that simply manage performance from those that continually improve it? At ENCORE 2026, Kurt Wells brings nearly 30 years of experience in operations, workforce development, employee performance, technology and business growth to a conversation designed to help leaders turn insight into action. ENCORE is October 5. If you haven’t registered yet, now is the time.
Read MoreNEW for GMA Members: Cybersecurity & AI Resources Available Now
Your newest GMA member benefit is ready to watch! Explore a new library of cybersecurity and AI videos covering real-world threats including wire fraud, deepfakes, Shadow AI, data security and AI governance. These short, practical resources are available now through GMA University, with even more cybersecurity support available exclusively to GMA members through NetGain Technologies.Read MoreCalling All Golfers: There’s Still Time to Get in the Game
Grab your clubs, gather your foursome and join us October 6 for the 21st Annual Graphic Media Alliance & Sterling Distribution Golf Tournament! Great golf, great food, prizes and a full day of networking at Royal American Links. Don’t wait. Register yourself or your foursome today!
Read MoreWhat Is the 2026 Workforce Data Telling Us?
Are your wages and benefits keeping pace with today’s print industry? Join Teresa Campbell on September 29 for a special live webinar examining findings from the 2026 Wage + Benefits Survey and the trends shaping compensation, benefits, recruitment and retention. Go beyond the numbers and gain valuable context as you begin planning for 2027.
Read MoreGMA Members: Attend PACK EXPO International for FREE!
Here’s another benefit of being part of GMA! Through the Americas Printing Association Network, GMA members can receive FREE registration to PACK EXPO International, October 18 through 21 in Chicago. Explore the latest in packaging, automation and processing technology, connect with thousands of industry professionals, and be sure to visit APAN at Booth N-4527.
Read MoreThe Best Sales Process
Everyone is looking for the sales process that delivers better results. But what if the best approach is simpler than you think? In this week’s Short Attention Span Sales Tip, Bill Farquharson shares his take on the best sales process available and how you can put it to work.
Read More