- 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
05/07/2025
Sales Quiz
Source: Bill Farquharson, May 5, 2025
Many years ago, the mayor of New York City was a guy by the name of Ed Koch. Mayor Koch is remembered for one quirky act: Whenever he was speaking in public, he would start by loudly asking, “How am I doing?” and, invariably, the crowd would roar back its approval—more as a reflection of his zaniness than an actual answer to the question!
You have probably asked yourself this exact same question when it comes to your sales, and especially when things aren't going so well, you added the question, “What am I doing wrong?” As a way to help you with this issue, here are a few points you can ponder in private, thus ensuring the most honest assessment:
On a scale of 1 to 10, answer the following questions:
- “I know the best companies to call on” (1=100% No and 10=100% Yes)
- “I research companies ahead of time and learn about their business needs, trends, and direction” (1=100% No and 10=100% Yes)
- “I’m not ‘selling,’ I’m solving” (1=100% No and 10=100% Yes)
- “I have a step-by-step sales process for new business” (1=100% No and 10=100% Yes)
- “I follow that process diligently” (1=100% No and 10=100% Yes)
- “I set specific sales activity goals” (1=100% No and 10=100% Yes)
- “I have someone holding me accountable” (1=100% No and 10=100% Yes)
These seven answers will give you an idea of what needs improving. Now, if any of them are hard for you to answer, you should see that as a sign. For example, on the subject of researching a company to learn about business needs, if that doesn’t make sense to you, stick a pin in it and spend some time learning why it’s important.
Sales success happens when you know the ingredients and put them together in the right recipe. There is always room for improvement. Hopefully, you will give yourself an honest assessment and start from there.
***********
I’ll throw in one more: “I have a community of peer salespeople.” (1=100% No and 10=100% Yes). If you answered “No”, join The Sales Vault at SalesVault.pro or call Bill Farquharson at 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:
2025 Michigan Executive Leadership Summit Recap
Curious how leaders across print, mail, and marketing are tackling today’s toughest challenges? From cybersecurity and sales motivation to postal regulation and branding, the first annual Michigan Executive Leadership Summit delivered an impactful mix of insight, strategy, and connection. Read on to discover what made this half-day event such a success—and why attendees are already looking forward to what comes next.
Read MoreExploring the Role of Paper, Paper-Based Packaging, and Paper Products in a Circular Economy
Graphic Media Alliance’s sister association, Visual Media Alliance (VMA), recently published a compelling article in the Spring 2025 edition of VMA Connect, authored by Jules Van Sant. The piece explores the growing importance of the circular economy as a fundamental principle of sustainable development. Circularity represents a shift away from the traditional “take, make, dispose” model of the linear economy. Instead, it promotes a closed-loop system in which materials and products are continuously reused, refurbished, or recycled, significantly reducing waste and preserving natural resources. The paper industry serves as a strong example of circularity in action, thanks to the renewable, recyclable, and biodegradable nature of its products.
Read MoreAre You Winning the Work? Insights from Estimate Win/Loss Tracking
What’s your firm’s win rate on quotes—and what does that say about your bottom line? New data reveals how estimate tracking correlates with profitability, growth, and strategic alignment. Gain clarity on where your company stands in a competitive landscape. Contact Graphic Media Alliance today to request your copy of the full “Printing Industry Performance & Insights” report and start benchmarking your success.
Read MoreCelebrating a Champion for Ohio’s Students: Jackie Walker Receives National Recognition
Graphic Media Alliance is proud to coordinate the Graphic Communications Contest alongside SkillsUSA and has had the privilege of working firsthand with Jackie Walker. Her tireless dedication, leadership, and passion for student success have left a lasting impact on Ohio’s career and technical education landscape. We could not agree more with this well-deserved national honor. Read on to learn why Jackie is being celebrated by SkillsUSA at the highest level.
Read MoreFuture in Focus: GMA’s Student Scholarship Interviews Spotlight Print’s Bright Tomorrow
Graphic Media Alliance has set a new benchmark with a record number of applicants for the 2025 Printing Industries Education Funds (PIEF) scholarships. With interviews hosted at member companies and GMA offices across four regions, GMA President Andrew Schall reflects on why the next generation of print professionals is bringing energy, purpose, and clear career goals to the table. Read more about what’s inspiring our industry leaders during this exciting scholarship cycle.
Read MoreAmericans to Business: Slow Down AI and Get It Right
A new Axios/Harris Poll reveals that 77% of Americans prefer companies to develop AI technologies carefully and deliberately—even if it means slowing innovation. As tech leaders push forward at breakneck speed, the public sentiment is clear: prioritize getting it right over getting it fast.
Read More