Are You Selling the Butter...Or the Revolutionary Advancement? Imagine a convention filled with exhibits. There are two exhibits near one another: One displays an invention that will completely revolutionize communication for generations. The other is a life-sized...

Is Rachael Ray a recipe thief? The answer has a lot of overlap to sales philosophy and theory…oh, and that answer is "no - she's not"  Three weeks ago, my wife was leafing through a cookbook published by the chef Rachael Ray. She landed on a page that had a recipe...

The First B2B Cold Calls Do you remember making your first telephone “cold call”? You probably just did it, right? Very little forethought, other than the fact that it was part of your job. My first selling job required a certain number be made each day, selling...

The Notes of John Patterson to The Sales Team - May of 1893 Can you imagine… It’s the Spring of 1893. You’re working for the NCR Corporation (National Cash Register) in a sales role - and your ultimate boss, the CEO, is John Patterson. John Henry Patterson - the...

From Trusted - to Derided. Where the Sales Profession Went Wrong We went from this in 1911: “True salesmanship is the science of service” - Arthur Sheldon To, in 1927: “The minute you are approached by a salesman, you tend to pull back in your shell and curl up...

“Bradford, you’re fired!” - by William W. Woodbridge In the January, 1918 edition of Business Philosopher Magazine, this story by William W. Woodbridge was printed. It's a story of getting right with yourself. I fell in love with it, and wanted to share it with...

How Founder Led Sales Changed the World Imagine inventing something representing a giant leap forward in humanity: The steam engine The Telegraph The reaper The sewing machine The cotton gin The incandescent light The telephone The automobile The airplane Your...

10 Strange Sales Quotes - From the Early 1900s The early 1900s were made up of the foundation layers for our great profession. However, there were a few odd ideas out there, too. Here's a collection of ten of those odd quotes on everything from bowel movements,...

Sales Negotiation Mindset - Then Versus Now “Once upon a time there was a bear who was hungry and a man who was cold, so they decided to negotiate in a neutral cave. “After several hours a settlement was reached. When they emerged the man had a fur coat and the...