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...

Quotes on Sales Discounting and Sales Negotiations Since the beginning of the modern selling profession, or really the beginning of time, buyers have put pressure on sellers to reduce their price. How sellers respond to that bedrock of the selling process is the...

The Sales Profession Can't Be Fixed Could it be that the most common problems we all see across sales organizations will never be fixed? Today’s sales organization problems are EXACTLY the same as 1920-1960's problems. Why haven't we fixed any of them? I believe I...

Sales Discounting and Negotiations - A Lesson from Sales History Are there bad habits in selling we’ll just never fix? Many of problems with "sales" that we see discussed every day on LinkedIn, on webinars, at events, and in books are exactly the same as they were...

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...