- 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
04/29/2025
Check In. Keep Up.
Source: Bill Farquharson, April 28, 2025
One of my greatest fears is letting something slip through the cracks. I lead an appointment-driven life. My calendar is full of meetings and activities, both business and personal. So, I am constantly referring to the days and weeks ahead to gauge what’s coming up.
Another tool I employ is a simple spreadsheet. I call it my, “Opportunities and Activities” file. It is here where I keep a list of projects, both live and potential. And it is here where I head on a daily basis to check in, check up, and check to make sure everything is on track.
The layout is simple. In the far-left column, I list each company, organization, or activity I have going on. Then, every subsequent column is a new week. I’ll write the next action item, and then note its completion. By playing leapfrog with sales activities, I keep all my potential profit makers moving forward and keep up with every project in play.
The other benefit of this spreadsheet is more visual. When I achieve closure in one form or another, I move that row down to the bottom of the page and shade the entire thing gray to indicate it’s completion. Just by looking at the spreadsheet, I can instantly tell if I have enough pokers in the fire or need to get back out there and stir up some more opportunities.
If there’s one thing I’ve learned about my ADD, it’s the need for structure like this. I can balance many projects at the same time, but it takes hacks like this to keep them organized.
Gotta go. There’s a speech to write and a proposal to get out and a flight to book and …
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:
All Regional Council Meeting
This All Region Advisory Council meeting on May 8 is open to all GMA members and will include a presentation with industry guest speaker, Jules VanSant, Two Sides North America.
Read MoreExecutive Leadership Summit: Leading with Confidence in a Time of Disruption
Join us on May 22 for a special in-person event designed to equip executives and industry leaders with the tools to navigate today’s rapidly evolving business landscape.
Read MoreEEOC Preparing to Open EEO-1 Reporting on May 20
According to recent administrative documents filed by the Equal Employment Opportunity Commission (EEOC), this year’s collection of EEO-1 reports will begin in less than a month – and will not allow employers to categorize workers as “non-binary.”
Read MorePrinting Industry Performance & Insights Feb/Mar 2025 Reports
The February/March 2025 survey is now available and reveals a cautiously optimistic outlook for the print sector.
Read MoreNew Executive Order Takes On Disparate Impact Discrimination
In another major shift for workplaces, President Trump issued an executive order with huge implications for employment discrimination claims.
Read MoreCheck In. Keep Up.
How do you keep it all straight? Your list of activities and opportunities can result in a dizzying amount of record-keeping and cause you to drop the ball now and then. This is Bill Farquharson's greatest fear, and in this week's Short Attention Span Sales Tip, he shares a quick organization hack.
Read More