- 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
03/04/2026
A Twist on Sales Failure
Source: Bill Farquharson, March 2, 2026
If you’re new to sales and frustrated after 30 days with no results… good.
When Thomas Edison was asked how many iterations he has endured in his attempts to invent the light bulb, he answered, “10,000.” “But,” he added, “that does not mean I have failed. To the contrary. It means I have succeeded in finding 10,000 ways that don’t work.”
Here’s the thing: Sales is hard.
The act of finding the right people to call on is hard.
Getting their contact information is hard.
Coming up with something worthwhile to say…Psyching yourself up to make sales attempts...Knowing how to leave an effective voice mail message?
Hard—Hard—Hard.
Then there’s enduring the pain of rejection, making a second attempt and experiencing a second rejection; overcoming the “I am going to be fired any day now” and “I am probably the only one who can’t do this” destructive thoughts; and showing up the next day to rinse and repeat.
Weeeeeee. Are we having fun yet?
But the mistake isn’t struggling. The mistake is thinking you’re failing because you are struggling.
This is the first mindset shift I teach to Sales Vault members who are new to sales. If this is you, too, know you are not alone. Know this is normal.
Sales is hard. But what if you looked at it differently and could see you are focused on the wrong thing?
What if, instead of seeing your failures, you see yourself as successfully experiencing the difficulty of starting out in sales?
Well, in that case, congratulations are in order, don’t you think?
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:
Developing the Next Generation of Leaders Starts Now
Your next generation of leaders is already on your team—but are they ready to lead? The Emerging Leaders Academy is a new, industry-focused leadership development program designed to help print and graphic communications companies build confident, capable leaders through practical, real-world training. Built from direct input from our members, this program addresses the challenges you’re facing today—from workforce development to performance and leadership readiness. Read more to learn how this program can strengthen your team and prepare your organization for what’s next.
Read More2026 Trends: What Do the Next 12 Months Have in Store for the Paper, Packaging, Publishing and Marketing Industries?
TwoSides North America asked some leading experts to weigh-in with their thoughts on trends impacting our industry.
Read MorePostal Service Can Proceed with 8% Parcel Surcharge
The Postal Regulatory Commission on Monday approved the U.S. Postal Service’s request to add an 8% surge for transportation-related expenses on parcel products. The change will be effective April 26 through Jan. 17, 2027.
Read MoreEmployer Checklist for April 2026
Here are the top 10 workplace compliance items you should tackle in April 2026, based on the latest labor and employment law updates.
Read MoreControlling Costs with the Disability Relief Program
The Ohio Bureau of Workers’ Compensation offers the Disability Relief Program to potentially offset claim costs and encourage employers to hire and retain employees with disabling conditions. Ohio Revised Code 4123.343 recognizes 26 conditions / disabilities in which, under some circumstances, the employer may be eligible for reimbursement of partial claim costs.
Read MoreSolo Sellers Seek Simple Sales System
If you are a selling owner, you ARE the sales force. No manager means no goals, no accountability, and ultimately, no new sales. In this week's Short Attention Span Sales Tip, Bill Farquharson shows you how a sales system solves those issues.
Read More