It’s New Year’s Eve, Dec. 31, 2026, and a coworker hands you a glass of champagne while she says, “Congratulations on a record year. You were the No. 1 sales rep. Would you mind sharing any tips with me? I’d sure like to be in your position this time next year.”
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There’s this idea in sales that confidence is something you must have before you act and the best reps are born bold, unshakable, and always ready to pick up the phone. Wrong.
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I started in sales in the prehistoric era: a time before AI, internet, cell phones, fax machines, caller ID, and voicemail (pause for effect). Forty-three years have passed. There have been countless evolutions and revolutions. The industry has been declared dead multiple times, and yet here we are.
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To say business is off is an understatement. To help, here are 10 questions to ask.
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Regardless of whether you sell print, signage, or promotional products, the sight of a trade show looks like a buffet of opportunity. And you have definitely come hungry.
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As the saying goes, no one drops you off at the top of the mountain. Like many of the new salespeople in the Sales Vault community, I was uncertain and overly confident when I should have been humble and, frankly, scared to death.
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Bill Farquharson looks into his crystal ball and predicts 10 things that will happen in your sales future.
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As we get ready for the ball drop and prepare for the new year, we, too, need to get organized and thin out our sales lives, sticking some tasks in boxes, throwing others out, and creating space for what is to come.
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Top salespeople have a secret habit that improves their productivity, increases their sales, and lowers the number of hours they spend working. They think ahead.
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Whether it’s an email or a voicemail message, a video or a white paper, those first words make a huge difference.
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