- 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:
ENCORE 2026: The Leaders Are Taking the Stage
The speaker lineup for the 2026 ENCORE Leadership Conference is coming together—and it’s a powerful one. Join industry experts and business leaders Mike Philie, Kurt Wells, Kasandra Murray, Jim Russell, and David Mauro for a full day focused on the people, strategies, and ideas shaping what comes next.
Read MoreLast Call for the Early Birdie!
The Early Birdie is about to fly! Register for the 2026 GMA Golf Tournament by August 31 and save 20% before regular pricing takes effect September 1. Get your foursome together and join us on October 6 for one of GMA’s favorite networking traditions.
Read MoreA Hidden Question in Family Business Succession: What Motivates Your Successor?
Choosing the next generation of leadership involves questions about experience, ability, and readiness—but there may be another question that matters just as much. Dr. Ralph Williams explores what motivates a potential successor to lead the family business and why understanding that motivation can make a significant difference in a successful transition.
Read MoreHit the Links with the West Michigan PCC
At GMA, we believe supporting our industry also means supporting the organizations working alongside us—and connecting our members with unique opportunities beyond our own events. Our friends at the West Michigan Postal Customer Council are hosting their annual golf outing on September 15, and GMA members are invited to join the fun.
Read MoreWhen Digital Fades, Paper Endures
We often think of digital information as permanent, but technology changes, file formats become obsolete, and storage devices eventually fail. Our partners at Two Sides North America take a closer look at an often overlooked advantage of paper: its ability to preserve important information, knowledge, and memories for generations.
Read MoreThe Lonely Sales Rep
Are there magic words that can help you connect with a prospect? Yes! Bill Farquharson shares them in this week's Short Attention Span Sales Tip. Bill continues to be a great resource for GMA members, offering practical sales strategies, fresh ideas, and real-world advice to help keep your prospecting efforts moving forward.
Read More