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.

(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