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...

The Difference Between Transparency and Honesty in Sales Quick, deep thoughts with…me.  I know, super cheesy. But here goes anyway... In the sales world, individuals often conflate the words "transparency" and "honesty", and I believe there is a significant...

Ditch the Pitch Deck: Sell Like a Reality Makeover Show Have you ever watched any reality makeover TV shows? Queer Eye, Restaurant Impossible, Extreme Makeover, Bar Rescue, or The Biggest Loser. The host (aka the “expert(s)” or “consultant(s)”) is invited in. Those...

The Man Who Invented Sales Training: Arthur F. Sheldon’s 1902 Legacy Lives On Today, I speak and teach sales organizations how to optimize their messaging for the buying brain, the choreography of their formal messaging, deal values and trust in negotiations, and...