Printing's Alive

Welcome to Printing's Alive—the podcast that explores everything print and beyond! From traditional techniques to modern innovations, we dive into how print shapes industries, businesses, and our everyday lives

Sales Success in Print: Traits, Tools, and Trends with Bill Farquharson

S1 E24 • Jul 1, 2025 • 62 mins

In this episode of Printing's Alive, Warren Werbitt chats with sales expert Bill Farquharson about the changing landscape of sales in the print industry. Bill highlights key traits for today's successful salespeople, like kindness and authenticity. They discuss managing ineffective salespeople, setting clear expectations, and the strategic use of LinkedIn and AI. The conversation also covers the importance of company support, understanding client needs, and the value of leadership and training. Tune in to explore how to equip sales hires with the right tools and adapt to younger generations in sales.

Key Points

Understanding a client's business needs and providing tailored solutions is the key to successful print sales.
Owners need to ensure their sales teams are equipped with the right tools, training, and support to thrive in a competitive market.
Salespeople should leverage modern tools like AI to enhance their productivity and effectiveness, continually seeking improvement and staying adaptable.

Speakers

Warren Werbitt

Host • 52%

Bill Farquharson

Guest • 48%

Chapters

0:00	Introduction and guest introduction
0:34	Bill's background and thoughts on longevity and personality in sales
4:04	Salespeople traits: kindness, empathy, authenticity, and success identification
7:18	The impact and management of ineffective salespeople
11:06	Defining a good salesperson in the modern era
14:11	The importance of company support and understanding client needs
19:17	Leveraging LinkedIn and marketing in sales strategies
22:59	Using AI to enhance LinkedIn profiles and sales attitudes
27:23	Setting expectations and equipping sales hires with tools
35:25	The benefits of owners joining sales reps on client visits
39:10	Understanding client motivations and the necessity of AI in sales
45:16	AI application in email communication and as a conversational companion
48:05	Encouraging salespeople to seek help and overcome challenges
52:23	The role of leadership, training, and cross-departmental learning in sales
57:19	Client engagement, passion for the job, and finding common interests
1:01:26	Adapting to younger generations and closing remarks

Transcript

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