Sales Discounting and Negotiations – A Lesson from Sales History
Sales Discounting and Negotiations – A Lesson from Sales History Are there bad habits in selling we’ll just never fix? Many of problems with “sales” that we see discussed every day on LinkedIn, on webinars, at events, and in books are exactly the...
Why Does Sales Exist The Way It Does – And Should It?
Why Does Sales Exist The Way It Does – And Should It? Our version of sales recruiting, sales training, dedicated territories, quotas, salary + variable compensation plans, even sales kickoffs all began between 1890-1920. The process designs, compensation...
Getting Yourself Wanted; The Original Challenger Sale
Getting yourself wanted: the original Challenger Sale? In 1907, Norval Hawkins was doing some accounting work for the Ford Motor Company. He wanted to run the sales organization. He was confident. “I believed myself fitted for the position.” How would an accountant...