Latest Short attention span Podcast Episodes
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...
Transitioning to Digital/Inkjet Printing
Short Attention Span Sales - September 13, 2019 11:00 - 23 minutes ★★★★★ - 5 ratingsA great deal of thought and consideration goes into the choice of a digital/inkjet press. The final decision is not the end of the process, however, but rather the first step. Now comes the really hard part: Filling it up with profitable work. Cliff Hollingsworth has 4 decades of experience in...
Take Your Sales to the Next Level
Short Attention Span Sales - September 06, 2019 11:00 - 21 minutes ★★★★★ - 5 ratingsJoe Marin is the VP of Education and Training for the Printing Industries of America and an expert on helping sales reps grow through his iLearning Center. In this Short Attention Span Sales episode, Joe talks about the skills and characteristics of the best in the business and how they got that...
You just can't make this stuff up: Bill's stories (Part 2: Consulting)
Short Attention Span Sales - August 23, 2019 11:00 - 18 minutes ★★★★★ - 5 ratingsIn this second installment of the "You just can't make this stuff up" series of stories, Bill transitions from sales to consulting, starting as a fish out of water in Roanoke Virginia where his first gig would cause a near anxiety attack to a Washington DC teaching assignment that was literally ...
You're Not My Type: Matching the Pitch to the Personality
Short Attention Span Sales - August 16, 2019 11:00 - 30 minutes ★★★★★ - 5 ratingsYou've just made the sales presentation of your life. If you were a gymnast, you'd be standing proud, having stuck the landing and awaiting your perfect "10's." However, as you meet the eyes of the customer, you realize that while you said the right thing, you forgot to take one important step f...
Who's making money at printing...and how?
Short Attention Span Sales - August 09, 2019 11:00 - 24 minutes ★★★★★ - 5 ratingsThe best of the best in graphic arts have many profit centers. Whereas they used to rely almost exclusively on print, now it is increasingly less true. Where will your future revenue and, more importantly, profit, come from? In this Short Attention Span Sales podcast episode, MindFire president ...
You just can't make this stuff up: Bill's stories (Part 1: Sales)
Short Attention Span Sales - July 26, 2019 11:00 - 22 minutes ★★★★★ - 5 ratingsFunny things happen in life, but they are not distributed equally. Over nearly 4 decades in sales, the list of "You can't make this up" stories in the career of podcast host Bill Farquharson is pages-long. This podcast will not make you a better sales rep. It won't enlighten you to new technolog...
Sell More. Be More. Know The Four Agreements.
Short Attention Span Sales - July 19, 2019 18:00 - 20 minutes ★★★★★ - 5 ratingsBe impeccable with your word. Make no assumptions. Take nothing personally. Always do your best. These four statements will help you live a better life AND increase your sales at the same time. In this podcast, book expert Madeline Farquharson brings a different outlook and applies author Don Mi...
Trish Witkowski: Building a Personal Brand
Short Attention Span Sales - July 12, 2019 10:00 - 16 minutes ★★★★★ - 5 ratingsDo you know Trish? If you have ever seen her "Fold of the Week" videos, you know her to be an expert in her field. Trish Witkowski has built an entire business around her weekly brand-building episodes, sharing her knowledge freely. Should you do that, too? Can you? This episode talks about how ...
Why. Aren't. You. Selling. More???
Short Attention Span Sales - June 28, 2019 15:00 - 20 minutes ★★★★★ - 5 ratingsYou can't be in sales and not feel the frustration that accompanies slow times. When that happens, you need answers. But first, you need to ask the right question and this episode provides both. Based on the results from a Sales Assessment Test found on BillFarquharson.com, hear how others rate ...
Do you understand your customers' "love languages?"
Short Attention Span Sales - June 21, 2019 16:00 - 18 minutes ★★★★★ - 5 ratingsThe books Bill Farquharson reads are best described as "different." That is, they aren't straight up business books on sales. This episode of Short Attention Span Sales [S.A.S.S] features a very special guest, Bill's daughter Madeline who is an avid reader and the Farquharson family book expert...
Kill print at your own peril: Two companies learn a hard lesson
Short Attention Span Sales - June 12, 2019 19:00 - 23 minutes ★★★★★ - 5 ratingsIn this episode of Short Attention Span Sales, Bill and Kelly talk to Mindfire’s Dave Rosendahl about two major companies who killed print and paid the price. Bill and Kelly learn how giant retailers Nordstrom and J.Jill suffered when they discontinued print-based campaigns.
Is work life balance achievable or is work life integration more realistic?
Short Attention Span Sales - May 31, 2019 15:00 - 20 minutes ★★★★★ - 5 ratingsIs the separation of work and home a myth? Can we create a divide or is there another, more realistic and attainable goal? This Short Attention Span Sales [SASS] episode, Bill and Kelly take the subject of balancing work and life in a new direction, sharing their thoughts on how to achieve this ...
I didn't know my CRM could do that!
Short Attention Span Sales - May 31, 2019 15:00 - 22 minutes ★★★★★ - 5 ratingsDo you hate your CRM? Is it annoying and the bane of your sales existence? Does it test your already short attention span? In this episode of Short Attention Span Sales [SASS] Bill and Kelly talk with Emily Kotecki from Bradford & Bigelow, a CRM Ninja who has taken her company's salespeople to a...
Let Me Tell You Something: Advice from Andy Farquharson, Accomplished Sales Rep
Short Attention Span Sales - May 31, 2019 15:00 - 20 minutes ★★★★★ - 5 ratingsThe first in our series of interviews with successful salespeople who have lots to share: How did they get to the top? What shortcuts did they find? What do they know now that they wish they had known then? Benefit from the experience of salespeople who have walked the walk and talked the ta...
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