- 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
08/04/2026
Your August Sales Plan
Source: Bill Farquharson, August 3, 2026
If you think about the year as a whole and break it down into chunks of time, August stands alone.
August is a big vacation month. Up my way, Cape Cod is so laden with tourists I am surprised it doesn’t sink into the sea.
Hey, if you are throttling back this month, good on ya. You’ve worked hard to earn your time off. But if not, here’s your August sales plan…
Let me begin at the end. All summer long I’ve been telling you two things:
- First, September, October, and November are the three most important selling months of the year. What you do or don’t do in this roughly 90 day period will determine how your 2026 ends and how your 2027 begins. It’s that important.
- And second, I asked you back in June to envision where you wanted to be on September 8, the day after Labor Day when customers get their head back in the game.
With those two things in mind, you are encouraged to use August to make a plan. If it helps, here’s my thinking:
- Create multiple sales campaigns and a process for each;
- Have a pool of companies and people ready to call on;
- Be ready with something of value to say, and…
- Sharpen the saw so you are tanned, rested and ready for the sprint to the finish.
There are five Mondays in August. That gives me five opportunities to use these short Attention Span Sales Tips to do what I do and get you set up for success. That list I just gave you? I will focus on a different item each week.
For today, your homework is pull out a pen a piece of paper and answer my question. It’s Tuesday September 8 and you are headed to the office:
Where do you want to be?
Answer in a general sense, in terms of new business, motivation, sales activity goals, AI knowledge, etc. There are no wrong answers.
Dumb answers, but not wrong answers.
Next week, I’ll tell you exactly what you should be preparing to do.
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:
Lead Beyond Today: ENCORE 2026 Registration Is Now Open
Registration is officially open for the 2026 ENCORE Leadership Conference, and this year we're challenging leaders to do more than react to what's happening today. Join us for a full day focused on the people, technology, growth strategies and leadership habits shaping what comes next. Register by August 31 and save 20% with Early Enrollment pricing.
Read MoreNew for 2026: Early “Birdie” Pricing Is Here!
Grab your clubs, gather your foursome and save a little green while you're at it. Registration is open for GMA's 21st Annual Golf Tournament, returning October 6 to Royal American Links. Register by August 31 and take advantage of our new Early “Birdie” Pricing — 20% off!
Read MoreIs Going Digital Really the Greener Choice?
“Go paperless. Save trees.” It sounds simple — but the environmental story isn't nearly that simple. Digital communications rely on energy-intensive data centers, electronic devices and finite raw materials while generating millions of tons of e-waste. Two Sides North America takes a closer look at the facts behind paper, digital communications and the environmental claims businesses make every day.
Read MoreOne Click Is All It Takes: Is Your Business Ready for a Phishing Attack?
Cybercriminals don't always need sophisticated technology to get inside a business. Sometimes, all it takes is one convincing email and one employee clicking the wrong link. GMA partner Federated Insurance shares practical steps businesses can take to help employees recognize phishing attempts before a simple mistake becomes a costly problem. Plus, GMA members have two upcoming opportunities to take risk management even further with Federated's Risk Management Academy coming to Canton, Ohio, on August 27 and Grand Rapids, Michigan, on September 23.
Read MoreThe Skills of Tomorrow Aren't Just Technical
AI is changing how work gets done, but technology is only part of the workforce equation. GMA partner Sedgwick explores why reskilling, mentorship, communication and human-centered leadership are becoming increasingly important as organizations prepare their people for what's next. It's also a timely reminder that developing tomorrow's workforce requires developing tomorrow's leaders.
Read MoreThe Hungry, Hungry Sales Machine
When you’re ready to launch your September-to-November sales blitz, you’ll need a strong list of prospects to keep your pipeline moving. This week’s Short Attention Span Sales Tip focuses on where those opportunities can come from and how to keep your sales machine fed.
Read More