The Top 12 Technological Inventions That Changed Sales Forever They say, "AI is the most significant technological invention to ever hit the sales profession". I say, "Meh." I made a list of every technological invention that transformed the practice of selling...

Four Timeless Lessons From History’s Most Important Sales Keynote It was July of 1916. Europe was in chaos, with much of it having just crossed over the two-year mark of World War I. Millions of young lives had been lost. The United States was certainly watching,...

When Did People Start Hating Salespeople? The History Behind the Sales Stereotype Over the weekend, I made a startling discovery about the decline in the perception of salespeople. I bored my wife by telling her this story, so now I’m gonna bore you all: I’ve been...

The Laws That Changed The Sales Profession There aren’t too many professions that have required the government to step in more than the sales profession. It’s a profession that seemingly has always sought to push the boundaries to the point where some official body...

Sales Personas Throughout History and the Common Thread Selling has been practiced for thousands of years. From the time of bartering in pre-civilization, selling was likely conducted in a skillful way throughout the centuries. The deepest stamp of our current idea...

The Founders of The Sales Profession - 7 You Should Know At every company I worked for in my career, one of the foundational lessons I was taught was about the founding of the company. Who were the founders? What was their story?  While that may or may not have...

The Differences Between Four Levers Negotiating and Never Split The Difference As you may be aware, I'm releasing my new book, Four Levers Negotiating, on January 27th of 2026. You may also know that I don't read many current books, as I'm a nerd for the history of...

How Sales Saved The Union - The First National Sales Campaign.  “If ever there should be a Salesmen’s Hall of Fame, one of the first pedestals must be reserved for Jay Cooke.” - Ads and Sales, Herbert Newton Casson, 1911 Jay Cooke. Who is that? “There is no doubt...

Will AI Replace Salespeople? What Sales History Tells Us So many posts warning of the impact of AI on the sales profession - and they mostly all say the same thing…the same thing as you’d see throughout history every time there is either (a) a significant shift in...