Category: Marketing and Sales

Three Cautionary Tales About Three Sales Fails

Bill Farquharson

Three true stories… No. 1 A car salesman is working at the Cadillac dealership on a Saturday afternoon. In walks a man who looks like he just fell off a turnip truck: The man is older, diminutive at about 5’5” and both his overalls and hands are filthy, caked with dirt. The rep thinks, “Well, Pigpen is here. Where are the rest of the Peanuts characters?” before going back to his newspaper. The man circles a few Caddies, looks around, and leaves the showroom. The sales rep watches as he…

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How to Avoid the Price Objection with Clients: Keep Bringing New Ideas and Don’t Let Failure Discourage You

Bill Farquharson

My daughter turned me on to Lenny’s Podcast. Lenny Rachitsky has the #1 business newsletter on Substack and is a quiet, unassuming model of what a podcast host should be. He interviews “world-class product leaders and growth experts,” blah, blah, blah. Anywho… One podcast featured an Etsy exec name Tim Holley. Listening while mowing the lawn, I heard Tim say, “We are constantly trying new features. Our failure rate is 80%.” I smiled. That number gave me great comfort. The hardest part about being a sales trainer is coming up…

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QuickBooks Shortcuts You Might Not Know

Harriet Gatter

Ask the Accountant… Question: There are lots on ins and outs in software, and the percentage that any user knows about is likely very small. I was working with a distributor, and he pointed out a shortcut with which I was not familiar. I have shared it below. Answer: In QuickBooks Desktop (Pro, Premier, or…

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The Life-Saving Solution: A Conversation with LifeVac Founder

Greg Muzzillo

Being an entrepreneur isn’t always about making money. For LifeVac founder Arthur Lih, it’s about making a difference. What if you had already built a successful business, sold it for millions of dollars, then on the cusp of retirement, you realized you could create something that wouldn’t just change someone’s life, but it could save…

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Million Dollar Mindset: I Will Call You

Greg Muzzillo

We have all heard prospects and customers tell us “I will call you.” Let me tell you the definition of “I will call you.” “I will call you” equals “I will never call you.” In 1978 when I started Proforma, all I had was some business cards and an answering machine. My answering machine was…

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Frustration to Action: How Calloway Cook Revolutionized the Supplement Industry

Greg Muzzillo

Imagine quitting your job and risking it all to raise money, build a business plan on the fly, and create a company you believe can make a difference in people’s lives. Sound crazy? Well, that’s exactly what the bold entrepreneur Calloway Cook did when he founded Illuminate Labs. The founder and active president of this…

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