- 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:
Developing the Next Generation of Leaders Starts Now
Registration is open for the Emerging Leaders Academy! This new, industry-focused leadership development program is designed to help print and graphic communications companies build confident, capable leaders through practice and real-world training. Built from direct input from our members, this program addresses the challenges you’re facing today—from workforce development to performance and leadership readiness.
Read More2026 Michigan Leadership Summit
Be part of a premier leadership experience at the upcoming Executive Leadership Summit, E²: Leadership + Sustainable Operations, taking place on May 21 in Romulus, Michigan. This focused, high-impact event brings together industry leaders, executives and decision-makers for a day centered on strengthening leadership, improving operational performance and addressing the evolving demands facing our industry.
Read MoreHR Question of the Month: Lowering Production Standards
Are we required to lower our production standard for a disabled employee as a reasonable accommodation?
Read MoreRisk Management Academy
You're invited to attend a 1-day Risk Management Seminar in Cincinnati, Ohio, focused on delivering practical, actionable guidance you can use to protect their business, reduce risk and support long-term success.
Read MoreYour Time Management Isn't About Time Management
There's busy and then there's productive. Right now, if you are busy, you can be more productive once you are on the other side of Bill Farquharson's Short Attention Span Sales Tip.
Read More