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...
Salesman’s Creeds – The “In Thing” of the Early 1900s
Salesman’s Creeds – The “In Thing” of the Early 1900s Salesman’s “Creeds” – There was a concept that started popping up around 1905, spreading to individual companies, industries, and eventually to entire cities by the...
How Sales Hasn’t Changed – And Probably Should!
How Sales Hasn’t Changed – And Probably Should! “He who plans no further than the present is mentally blind. He who plans for a year ahead is a general. He who plans for a lifetime is a genius. He whose mental vision extends beyond his life and plans for...