- 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
01/21/2026
Your Sales Face is Your Sales Force
Source: Bill Farquharson, January 19, 2026
Before you buy on Amazon, you check the Reviews. Before you invest in a movie, you look for a Rotten Tomato number. And before a new customer will even take your call, they will look you up on LinkedIn. Your LinkedIn Page is your sales face. What’s it saying?
As part of their vetting process, prospects check out your LinkedIn profile. What they find there could be the reason they respond—or disappear forever.
Your LinkedIn page isn’t just a resume. It’s your digital storefront. In under 5 seconds, a buyer is asking, “Is this person worth my time?” If your profile says, “Account Representative,” features a blurry hiking photo, and hasn’t been updated in months, their answer will likely be no. …and you will never know what happened!
Instead, craft a profile that tells a story:
- Use a professional, friendly profile photo.
- Replace your headline with this format: [What you do] + [Who you serve] + [Result you deliver]
- Write an “About” section that feels like a conversation: who you help, why you love what you do, and a call to connect.
- Finally, solicit testimonials and post valuable content.
You only get one shot to make that first impression. Make it count.
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 Speaker Spotlight: Kasandra Murray Connects People, Culture & Growth
What happens when you look at your employees and customers as part of the same business ecosystem? At ENCORE 2026, Kasandra Murray of Unlucky Umbrella will lead two powerful conversations focused on the people who make growth possible. From creating a workplace people do not want to leave to building stronger customer relationships, Kasandra brings a fresh perspective on how marketing, operations, culture, and customer experience work together.
Read MoreFORE the FUN of It!
Who’s in your foursome? Grab a few coworkers, customers, or industry friends and join us for one of GMA’s favorite days of the year. Whether you’re chasing the trophy or just looking forward to a great day on the course, the 21st Annual Graphic Media Alliance & Sterling Distribution Golf Tournament is all about good golf, great company, and plenty of fun along the way.
Read MoreNew at GMA University: Find Automation Opportunities Hiding in Your Workflow
Where is manual work quietly costing your company time and money? A new episode has been added to GMA University, exploring automation opportunities that exist around the edges of print production. And remember, GMA members have access to more than 100 online education modules completely FREE as part of your membership.
Read MoreUSI Insurance Services: Understanding Cyber Risk and Cyber Insurance
As cyber threats become more sophisticated, the conversation is no longer just about preventing an attack. Businesses also need to understand their financial exposure and whether they have the right insurance protection in place. New GMA member USI Insurance Services brings expertise in cyber insurance and risk management to our membership, along with an upcoming educational webinar examining the rapidly changing threat landscape.
Read MorePaper Choice at a Crossroads: Proposed E-Delivery Rules Deserve Our Attention
A proposed SEC rule could change how important financial documents are delivered, shifting electronic delivery from an option to the default for many communications. Two Sides North America is encouraging the print and paper industry, customers, employees, and consumers to learn more and make their voices heard before the September 21 public comment deadline.
Read MoreRead the Room
Sometimes the difference between making the sale and missing the opportunity has nothing to do with what you’re selling. It’s knowing your audience. The tale of two caddies serves as the inspiration for this week’s Short Attention Span Sales Tip from Bill Farquharson. One walked away $100 richer, while the other got a lump of coal. Find out why.
Read More