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From Zoom Fatigue to “In-Person Fatigue”?
From Zoom Fatigue to “In-Person Fatigue”? The world turned, and we all went home. You don’t need me to tell you how those first few months looked - but they looked a lot like this… We were (and still are) spending a lot of time looking at a green light. We didn’t know...
Need 25 Quotes On Selling With Honesty, Service & Transparency from 1900-1925?
Quotes On Selling With Honesty In the early part of the 20th century, the sales profession wasn't just trusted and respected, it was admired! There are many reasons why: First, sales was viewed as the cog between manufacturing and the success of the entire country...
Should we only share the imperfections we believe the prospect won’t care about?
How transparency works in the buying brain I was working with a group of SaaS founders this week, discussing the fundamentals of how transparency works in the buying brain. The idea that, when a website is acting as the salesperson, and we’re buying something of...
The Irony Of The Sales Expiring Discount
The Irony Of The Sales Expiring Discount The Fall has arrived, and sadly, I’ve managed to mangle one of my favorite sweaters. It’s a merino crewneck sweater from Banana Republic - that I accidentally threw in the wash with the rest of my clothes - washed, dried, now...
Consensus Selling to the 2020 Remote Consensus Buyer
Consensus selling is hard. Consensus buying is hard. And when everyone is remote, both are infinitely harder. I’ve been preaching that. I’ve written about “Remote Buyer Bias”. Then...it actually happened to me. I’m working with a prospect on a program that includes...
What Is Success? In Life, and In Sales…
If you’re reading this post, I would argue that you are likely interested in having a purpose in life. To take it a little further - you are probably actuated by having a purpose for your life. Am I right? I mean, my shit isn’t that exciting to read on its own. You...
Your email subject lines? They don’t matter.
Your email subject lines? They don’t matter. I’m not a prospecting expert, however, I do know how an exec looks at their inbox. As a guest on a recent edition of the "Daily Sales Tip" podcast, here was a quick, three minute tip on empathizing with the executive inbox...
Sales History: The Sales “Drummer” and “Bagmen”
Do you know where the term “drumming up business” came from? How about “carrying a bag”? They both came from “drummers” and “bagmen” - the salespeople from the 1800s. A few weeks ago, while up in Wisconsin, the distinct sound of the song “the entertainer” was...
When Did Sales Cold Calling Begin?
When did sales cold calling begin? As of today...right now...if you were to Google, “when did sales cold calling begin?”, an article comes up which is wildly incorrect. It drives me insane...so today, let's get at the truth to this question. When did cold calling in...
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Bringing the incredible (and sometimes strange) brains from the profession of sales’ past to the 2020’s – Todd Caponi’s “The Sales History Podcast”
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