The Impact of AI on Sales: A 70-Year Perspective Every few weeks, I hear, “Todd, this time it’s different. AI is changing everything. We’re in the greatest sales technology revolution of all time.” Maybe. But then I, again on a Friday night (nerd), read an article...

Is the Cost of Inaction Strategy Hurting Your Long-Term Revenue? I’ve read the research. I believe the research. “People are more motivated to avoid pain (loss) than to pursue pleasure (gain).” It’s called Loss Aversion, and it was masterfully researched and...

Negotiating Keynote and Workshop For Your Sales Team - The Description I've built my business around two key deliverables - tailored keynote speeches for organizations, primarily customer-facing teams, and training workshops. Underneath those deliverables are...

The Seasons of Sales Enablement For individuals who do what I do (keynote speaker, sales and customer-facing team training and workshops, revenue and sales leadership training), there are seasons. While one may argue it's another example of short-termism in...

Sales Negotiations - The Way Forward “Is not the salesman who sells goods to one customer at one price and to another at another price, a thief? Is not the house which allows its salesman to do this an accomplice to this crime of theft?” This is the beginning of a...

The Top 12 Technological Inventions That Changed Sales Forever They say, "AI is the most significant technological invention to ever hit the sales profession". I say, "Meh." I made a list of every technological invention that transformed the practice of selling...

Four Timeless Lessons From History’s Most Important Sales Keynote It was July of 1916. Europe was in chaos, with much of it having just crossed over the two-year mark of World War I. Millions of young lives had been lost. The United States was certainly watching,...

When Did People Start Hating Salespeople? The History Behind the Sales Stereotype Over the weekend, I made a startling discovery about the decline in the perception of salespeople. I bored my wife by telling her this story, so now I’m gonna bore you all: I’ve been...

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...