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02/18/2026
A Radical Approach to Lead-Gen
Source: Bill Farquharson, February 16, 2026
As I think about where we are with AI, I have to wonder if there's a backlash coming. Are we going to get sick of computer-generated presentations and chat bots?
I've been toying with the idea of adding the words “organically created” on my content to let people know it came from MY brain, wasted no water, and only contains M-dashes when appropriate.
Take content creation. I urge you to at least start with your own thoughts. Let AI make it better, not make it entirely.
And when it comes to lead-gen, check these boxes before using AI when searching for your next great client:
- Tap into your personal network—Make your family, friends, and neighbors aware in as specific a way as possible who exactly you are looking for (that is, the kinds of companies).
- Introduce yourself to a local reference librarian—These people went to college to learn how to find stuff. Educate them on the kinds of accounts you're looking for and then come back in a couple of days with a hot cup of coffee and a thank you note.
- Attend local trade shows—Big shows are great but it's actually the smaller shows that provide more opportunity. Home shows, for example, are full of people good with their hands but bad at business and especially bad at putting together an effective trade show booth.
- And finally, volunteer—The kinds of people you will meet as you are doing the right thing for the right reasons are the kinds of people who make big decisions and write big checks.
Always be prospecting. Go old school first, then create your prompt. Originality? Creativity? Curiosity? These traits have always been in fashion.
Oh, and for the record, this sales tip was organically created!
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.
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