Sales is NOT a Numbers Game

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05/12/2026

Sales is NOT a Numbers Game

Source: Bill Farquharson, May 11, 2026

Good morning!

“Sales is a numbers game.”

The only thing more cringe-worthy to me is when I hear, “The Yankees are leading the American League East.”

But I digress…

Listen, the only time sales is a numbers game is when it’s your goal to sell on price. Otherwise, it’s a process game.

That is, you need a process.

Salespeople of all experience level need to hear this but no one more than the new sales reps out there searching for “How to build a simple prospecting system for beginners in sales.”

Most new salespeople operate randomly:

Reach out when they feel like it
Try something once
Move on if there’s no response

That’s not a system. That’s a game of darts.

A simple prospecting system looks like this:

A list of people to contact
A consistent outreach plan
A follow-up schedule
A way to track activity

That’s it.

It doesn’t need to be complicated! It just needs to be repeatable!

Because without a system, everything feels uncertain.

With a system, you stop wondering what to do—and start doing it.

And that’s when results begin to show up.

If prospecting feels random or inconsistent, it’s not a lead problem—it’s a system problem.

If you want a simple prospecting system you can actually follow as a beginner, I’m happy to walk you through 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.

Other Vault resources:

Check out the Sales Vault!

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