Back to Your Sales Future

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02/11/2026

Back to Your Sales Future

Source: Bill Farquharson, February 9, 2026

Fundamentals

The best way to up your sales future is a visit to your sales past.

Regardless of your level of sales experience, your success came from following a recipe. You made quality calls on good prospects, following a process with diligence. These are the sales fundamentals. But what comes next?

I’d imagine you’d like to sell more and generate significant growth. You want to get to your next level. While there are several elements to focus on, there are none more important than a trip back to those sales fundamentals:

Target Market – Know who you serve best. Identify your sweet spot and trim poor-fit clients.
Call Quality – Ask better questions. Stop quoting blindly. Uncover the “why” behind every project.
Process – Build a multi-step outreach system (calls, emails, samples, LinkedIn).
Diligence – Follow up more often and more creatively. Five contact attempts should be the minimum.

Great reps don’t outsmart the process. They out-execute it.

Watch Bill present this week's sales tip

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.