- 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
02/05/2026
Beating Sales Fraud
Source: Bill Farquharson, February 2, 2026
I was a terrible student. It wasn’t my grades. I scored well on tests. But nothing stuck. Even today, I find myself reading the same books over and over until the message sinks in. But when it finally finds its way to a permanent home on a rogue brain cell and I quote a passage or repeat a fact, something magical happens: confidence.
Feeling like a sales fraud often comes from not knowing enough. The antidote? Read. Study. There is more information publicly available on a prospect’s business today than ever before. That means there is no excuse for not knowing something about a company.
The first time I heard myself quote The Wall Street Journal, I felt like a rush of adrenaline. What a great feeling. Seriously, it was an out of body experience. At the time, I was golfing with two men who were titans in their industries and crazy-successful. I had every right to feel out of place. But when I saw their reaction, I suddenly stood up straighter, feeling that I belonged in the conversation.
Knowledge is a sales superpower. It gives you confidence and sets you apart from reps who only care about persuasion. By understanding a prospect’s world, you show you care—and you build credibility fast.
Plus, when you’re informed and therefor confident, you learn faster, grow faster, and push out a feeling that the customer can sense.
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:
2026 Print Week Celebrations
The judges have spoken and now it is time to celebrate standout print from across each region. Registration is officially open—don’t miss it!
Read MoreEmerging Leaders Academy: Building the Next Generation of Print Industry Leadership
Strong organizations do not happen by accident. They are built intentionally, with leaders who are prepared, aligned, and ready for what is next. The Emerging Leaders Academy is Graphic Media Alliance’s newest leadership development initiative, designed to strengthen operational leadership, succession readiness, and long-term performance across our member companies.
Read MoreMillcraft Acquires Steen-Macek Paper
For customers, this partnership represents far more than an ownership change. It signals a long-term investment in expanded capabilities, deeper inventory, and enhanced service, while preserving the people, relationships, and values that have defined Steen-Macek Paper for generations.
Read MoreOSHA Injury Tracking Application (ITA) Online Submission
Now that 2025 is behind us, hopefully you have finalized your OSHA Injury and Illness Log for 2025 and printed, signed and posted the 300A Summary form in a conspicuous location.
Read MoreHR Outlook 2026: What to Expect for the Year Ahead
If last year was one of tumultuous change for HR — most notably, widespread adoption of artificial intelligence and the start of the second Trump administration — 2026 is shaping up to be one of focus.
Read MoreBeating Sales Fraud
The Imposter Syndrome affects 70% of sales people. While time and experience will eventually help, there is a quicker path to confidence. It's the subject of Bill Farquharson's Short Attention Span Sales Tip this week.
Read More