Latest Aspire for Podcast Episodes
Today's Top 5 Sales Challenges Are...
Short Attention Span Sales - June 19, 2020 04:00 - 23 minutes ★★★★★ - 5 ratingsNote: Click here to provide input on YOUR sales challenges. Earlier in the year, if Bill Farquharson or Kelly Mallozzi had asked, "What are your top sales challenges?" you might have replied with answers like, Voicemail or Time Management. But in this Summer of COVID, those seem like simple mat...
Motivation: Why There Was No Podcast Last Week
Short Attention Span Sales - June 12, 2020 05:00 - 21 minutes ★★★★★ - 5 ratingsSometimes ideas come flying out and other times…nothing. The lack of motivation translates to a lack of inspiration and creativity. For example, there was no Short Attention Span Sales Podcast last week. In this week’s episode, Bill Farquharson and Kelly Mallozzi say why and talk about how it re...
5 "Must-Have" Summer 2020 Sales Skills
Short Attention Span Sales - May 29, 2020 15:00 - 18 minutes ★★★★★ - 5 ratings"What was once optional is now mandatory" Back in the day, as we legacy sales reps like to say, you could get away with shoddy skills and a somewhat inconsistent approach. Business was good, the economy strong, and no one was wearing a mask. No more. Now, in this COVID-19 world many of the o...
OMG, My Market Is Gone! Now What?
Short Attention Span Sales - May 22, 2020 04:00 - 21 minutes ★★★★★ - 5 ratingsIf you are buying into the "It will take time, but we'll get back to normal" theory, you should seriously consider spending time on this question, "What if my market is gone?" All of us would love to think once the dust settles, business will return as it was. The truth is, no one knows what com...
Before You Start Selling Again, You Should...
Short Attention Span Sales - May 15, 2020 04:00 - 18 minutes ★★★★★ - 5 ratingsOkay, you are ready for the sales reboot. Your pencils are sharpened. You have new clothes. The car is full of gas. Your potential clients are ready. But... You have a little bit of wait time left. What should you do before you hit the sales trail again? First and foremost, listen to this Shor...
A Plan to Restart Sales
Short Attention Span Sales - May 07, 2020 17:00 - 19 minutes ★★★★★ - 5 ratingsWith talk turning to rebooting the economy, your customers and prospects will have one question: How? If you can answer that question, you can not only help them rebound and drive sales but help yourself at the same time. Got a plan? In this Short Attention Span Sales podcast, Bill Farquharso...
Fighting Sales Terrors
Short Attention Span Sales - May 04, 2020 12:00 - 20 minutes ★★★★★ - 5 ratingsThey come night and day, attacking when you least expect it: You will fail. No one is buying right now. Today's the day you are fired. Sales Terrors. In this Short Attention Span Sales podcast, Bill Farquharson and Kelly Mallozzi talk about how to defend against that internal voice that works...
4 Elements of a Killer-Good Plant Tour
Short Attention Span Sales - March 20, 2020 05:00 - 20 minutes ★★★★★ - 5 ratingsDid you know why it's so important for a car sales rep to get you behind the wheel for that test drive? Because one in three people who drive a car buy a car. Think that might work with a plant tour? So do we! Bill Farquharson and Kelly Mallozzi use this Short Attention Span Sales podcast to...
4 Old School Sales Techniques You Need to Apply Now
Short Attention Span Sales - March 13, 2020 05:00 - 20 minutes ★★★★★ - 5 ratingsIf you are in sales, being called "Old School" is both a badge of honor and a designation of being a little behind the times. But here's the thing: Old School still works despite the options that technology offers. Rather than to dismiss it, then, why not embrace the lessons that come from stick...
4 Things to Know About a Top Account (if you want to keep them that way)
Short Attention Span Sales - March 06, 2020 06:00 - 20 minutes ★★★★★ - 5 ratingsWe all have top accounts, those clients who make up a double digit percentage of our sales volume. Lose any one of them and it creates a significant void. This Short Attention Span Sales podcast tells you how to keep and even grow these anchor accounts by sharing 4 things you must know about the...
4 Things People DID Tell Me About Sales
Short Attention Span Sales - February 28, 2020 06:00 - 21 minutes ★★★★★ - 5 ratingsOkay, so Bill and Kelly told you the things they wish someone had told them about sales in a previous Short Attention Span Sales podcast. In this episode, they cover the things they did know ahead of time that they now know you should know. Bill Farquharson and Kelly Mallozzi have a combined 70...
4 Things I Wish Someone Had Told Me About Sales
Short Attention Span Sales - February 21, 2020 06:00 - 21 minutes ★★★★★ - 5 ratingsWarning: If you are just starting out, this Short Attention Span Sales episode might scare you...to the point of trying something a little less challenging and frustrating than sales. Listen at your own peril. You know sales is difficult. Bill and Kelly did, too. But it would have been a lot ea...
4 Things to Ask/Demand of Your Sales Manager
Short Attention Span Sales - February 14, 2020 06:00 - 21 minutes ★★★★★ - 5 ratings"Did-ya sell anything today?" must be the worst thing a sales manager can say to a sales rep. However, let's forgive their lack of abilities. Like kids, sales people don't come with instruction manuals so it is not automatically understood how to treat, talk to, and most importantly, manage, a s...
4 Reasons Why Your Voicemails Go Unanswered
Short Attention Span Sales - February 07, 2020 06:00 - 20 minutes ★★★★★ - 5 ratingsIs voicemail a sales rep's friend or enemy? Well, this Short Attention Span Sales podcast episode might change the hearts of you VM haters first by talking about the mistakes you are making and then showing you how to use it as a powerful selling tool. Bill Farquharson and Kelly Mallozzi have a...
4 Things To Do Before You Give a Price
Short Attention Span Sales - January 31, 2020 06:00 - 18 minutes ★★★★★ - 5 ratingsFINALLY! You are given the opportunity to quote a job. After dogged pursuit, you've caught car you were chasing (see what we did there?). The specs are reviewed. Estimating has done their thing. The pencil has been sharpened. You happily deliver your price and then....nothing. Calls go unanswer...
4 "Musts" to Include in Your LinkedIn Homepage
Short Attention Span Sales - January 24, 2020 06:00 - 19 minutes ★★★★★ - 5 ratingsNo other part of social media is more important to sales people than LinkedIn, and yet reps spend almost no time or energy on their homepage. That'd be like releasing a movie on DVD and printing the words, "Yeah, it's an okay movie" on the back jacket as a testimonial. Your LinkedIn homepage is...
4 Things To Do Before You Go Home For The Day Today
Short Attention Span Sales - January 17, 2020 06:00 - 19 minutes ★★★★★ - 5 ratingsIf you are simply "shutting down" and calling it a day, you are likely leave an important task undone. There is one more thing that needs to be done before you can call a day complete. Strike that. Actually, there are 4 Things To Do Before You Go Home For The Day, as pointed out in this Short...
The Promotional Products Sales Challenge
Short Attention Span Sales - December 20, 2019 13:00 - 21 minutes ★★★★★ - 5 ratingsScott Cappel is a printer's printer. San Diego-based, Scott led his company not only as its owner but also the one and only sales rep. Ever. When he sold his client list, he faced a choice: Either walk those awful beaches under perfect skies and play golf day after day or...dive back in to ano...
The Joys and Pain of Working/Selling From Home
Short Attention Span Sales - December 13, 2019 06:00 - 18 minutes ★★★★★ - 5 ratingsOn the surface, it's ideal: You make your own hours while living in an unsupervised environment, free to sell, make lunch for the kids, or watch Mrs. Maisel again because it's just that good. But you won't. Instead, you'll end up working harder than if you were in a traditional work environmen...
11 Non-Sales Books To Grow Your Sales
Short Attention Span Sales - December 06, 2019 06:00 - 30 minutes ★★★★★ - 5 ratingsIf there was a Sales 101 book that detailed every aspect of the selling process, included "how-to" instructions, and specific step-by-step tasks, would you read it? Neither would Bill Farquharson nor Kelly Mallozzi. Too boring. But, there are non-sales books which are far more interesting and va...
Is the Opportunity of 3D Printing For You?
Short Attention Span Sales - November 22, 2019 13:00 - 26 minutes ★★★★★ - 5 ratingsDr. Joe Webb once said, "Printers don't invest in new technology until they start losing business to it." Early adopters to digital printing found a vast landscape of opportunity largely devoid of competition. Variable data print came next, allowing companies already experts in database manageme...
Think Daily Prospecting is Tough? Maybe an Exercise Expert Can Help...
Short Attention Span Sales - November 15, 2019 05:00 - 22 minutes ★★★★★ - 5 ratingsWe all know we need to go to the gym. We all know we should be selling every day. Cardio, toning. Prospecting, new business. Procrastination, excuses, laziness, guilt, goals, motivation, accountability, support...The similarities go on and on. Daily exercise and daily sales activities are cousin...
The Way to Bring Passion and Differentiation to Your Sales Approach
Short Attention Span Sales - November 08, 2019 05:00 - 21 minutes ★★★★★ - 5 ratingsYou are walking the floor of a trade show, going past boring booth after boring booth and then BAM! You find yourself looking at two guys in blue and white suits. Upon closer inspection, they look like they are wearing the sky. This is exactly what Kelly Mallozzi experienced and one of those two...
When a Print Buyer Becomes a Print Champion
Short Attention Span Sales - November 01, 2019 12:00 - 24 minutes ★★★★★ - 5 ratingsMatthew Parker knows a lot about print. He's seen both sides of the equation: Buying it and being a cheerleader for it. In his current role, he teaches print sales people how to overcome the many challenges they face in order to get in front of decision-makers. As an author and presenter, Matthe...
Bill's Stories From The Road (Part 3 of 3)
Short Attention Span Sales - October 25, 2019 14:00 - 22 minutes ★★★★★ - 5 ratingsWhat happens when you take an outgoing personality, put it on the road, and let a few decades pass? Well, you get a story or two to tell. Bill has shared some stories of his early sales days and some from his consulting experience. In this, the third of three installments of You Can't Make This ...
Why Reps Aren't Selling Digital/inkjet Printing. Part Two: The Rep's Responsibility
Short Attention Span Sales - October 17, 2019 21:00 - 22 minutes ★★★★★ - 5 ratingsOkay, so we've talked about how to transition to digital/inkjet print sales. Then came that email from a thoroughly freaked out print veteran sales rep that thoroughly freaked us out. So, we made a follow up episode that talked about what management needs to do in order to train print sales reps...
How to Un-Suck Your Sales Meetings
Short Attention Span Sales - October 11, 2019 04:00 - 21 minutes ★★★★★ - 5 ratingsNews flash: Sales meetings suck. To the sales reps, it's a wrist-rolling, are-we-almost-done, snooze-fest. For managers, it's one more thing to do, necessary as a way to keep up and share information, but often poorly organized and loquacious (Google it). Bill Farquharson and Kelly Mallozzi have...
Why Reps Aren't Selling Digital/inkjet Printing. Part One: Management's Responsibility
Short Attention Span Sales - October 04, 2019 04:00 - 29 minutes ★★★★★ - 5 ratingsIn a previous SASS episode, Transitioning to Digital/Inkjet Printing, Cliff Hollingsworth, Business Development Coach for AlphaGraphics (his title) and digital sales expert (our opinion), talked about what print sales reps need to do in order to sell digital/inkjet printing. A listener's email t...
The "Why?" Behind PRINTING United
Short Attention Span Sales - September 26, 2019 12:00 - 18 minutes ★★★★★ - 5 ratingsSurely, you've heard about PRINTING United (October 23-25 in Dallas) but have you heard about convergence? That's what's behind this new trade show. PRINTING United lights a fuse to the generally-accepted definition of print and explodes colors across applications and opportunities you have to s...
How to Become a Top Gun Sales Rep
Short Attention Span Sales - September 20, 2019 11:00 - 21 minutes ★★★★★ - 5 ratingsHey, Maverick. It's me, Goose. Are you looking around the room and wondering who is the best of the best? Me, too. I'm thinking it might be the rep working 65 hours and making 25 calls a day but I could be wrong. For sure, top gun sales reps have specific traits, habits, and characteristics that...
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