Worthington C. Holman – The Ginger Man

| In the category of foundation builders in the sales profession that you’ve got to know, there’s Worthington C. Holman. He’d be my fourth on the Mount Rushmore of sales goats. Why? Holman taught an emerging sales profession how to write, and an emerging sales leadership profession how to inspire, through writing, many miles from their teams. He worked under John Patterson at NCR, was a prolific writer on sales and sales leadership, and created the “Ginger Talk”.

But this isn’t just a biography. His writing was next-level creative, hilarious, and I’m envious of his ability to use metaphors and analogies – spineless jellyfish, sidewalk toads, and salespeople needing a little yeast to rise. Learn about the man, his story, hear of many of my favorite analogies, and the story of how he disappeared in his prime…and what happened to him.

For more, visit me at www.toddcaponi.com. Or, check out:

@saleshistorian on Instagram – quotes, pics & comics from the past (and can also be found @saleshistorian on X, too)

Four Levers Negotiating – Why do we change personalities at the goal-line of our deals – from building trust to lying – and from focusing on the customer’s outcomes to focusing only on our own? It’s no longer sustainable. The book lays out a simple way to build trust and add deal value, with many lessons from sales history throughout.

The Transparent Sales Leader – This revenue leadership book includes several quotes and lessons from past sales.

The Transparency Sale – the first book, (ironically) named one of the top 100 sales books of all time.