Sales Definitions Salespeople Should Know, Letters A through K from 1926
Sales Definitions Salespeople Should Know, Letters A through K from 1926 Starting in May’s edition of How to Sell magazine in 1926, W.L. Barnhart compiled something he called the “Salesman’s Dictionary”. Each month included another set. While there are so many...
Sales Leadership Training: Too Seller-Centric?
Sales Leadership Training: Too Seller-Centric? Let’s start with the obvious issue that’s been talked about for years: The vast majority of those in sales leadership have not received training on how to run a sales team. Or, at the very least, rarely receive any sort...
Modern Price Descrimination – And How To Fix It
Modern Price Discrimination – And How to Fix It Are we practicing something today in sales that would be called “price discrimination”? Reading a 1926 Sales Management magazine article titled “When It Is Against the Law to Cut Your Prices,” I was struck by how...