- 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:
Your People Are Your Greatest Investment. Are You Maximizing It?
What separates organizations that simply manage performance from those that continually improve it? At ENCORE 2026, Kurt Wells brings nearly 30 years of experience in operations, workforce development, employee performance, technology and business growth to a conversation designed to help leaders turn insight into action. ENCORE is October 5. If you haven’t registered yet, now is the time.
Read MoreNEW for GMA Members: Cybersecurity & AI Resources Available Now
Your newest GMA member benefit is ready to watch! Explore a new library of cybersecurity and AI videos covering real-world threats including wire fraud, deepfakes, Shadow AI, data security and AI governance. These short, practical resources are available now through GMA University, with even more cybersecurity support available exclusively to GMA members through NetGain Technologies.Read MoreCalling All Golfers: There’s Still Time to Get in the Game
Grab your clubs, gather your foursome and join us October 6 for the 21st Annual Graphic Media Alliance & Sterling Distribution Golf Tournament! Great golf, great food, prizes and a full day of networking at Royal American Links. Don’t wait. Register yourself or your foursome today!
Read MoreWhat Is the 2026 Workforce Data Telling Us?
Are your wages and benefits keeping pace with today’s print industry? Join Teresa Campbell on September 29 for a special live webinar examining findings from the 2026 Wage + Benefits Survey and the trends shaping compensation, benefits, recruitment and retention. Go beyond the numbers and gain valuable context as you begin planning for 2027.
Read MoreGMA Members: Attend PACK EXPO International for FREE!
Here’s another benefit of being part of GMA! Through the Americas Printing Association Network, GMA members can receive FREE registration to PACK EXPO International, October 18 through 21 in Chicago. Explore the latest in packaging, automation and processing technology, connect with thousands of industry professionals, and be sure to visit APAN at Booth N-4527.
Read MoreThe Best Sales Process
Everyone is looking for the sales process that delivers better results. But what if the best approach is simpler than you think? In this week’s Short Attention Span Sales Tip, Bill Farquharson shares his take on the best sales process available and how you can put it to work.
Read More