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The Founders of The Sales Profession – Seven You Should Know
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 been...
The Differences Between Four Levers Negotiating and Never Split The Difference
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
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 that...
Will AI Replace Salespeople? What Sales History Tells Us
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...
The Difference Between Transparency and Honesty in Sales
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 difference...
Ditch the Pitch Deck: Sell Like a Reality Makeover Show
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
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 the...
Sales Reps as Educators – The Origin of the Profession
I recently had an exchange with a sales professor at an Illinois university who was asked to contribute to a research paper on the role of "salesperson as educator". The premise, to his dismay, was the idea that the salesperson acting as an educator was a new...
#FindDigger – Ten Years Later
#FindDigger - Ten Years Later My wife & I have always been big into rescuing pets. We currently have two dogs and three cats. Ten years ago, we had three dogs. Our kids were 4 and 2 years old, plus an older stepdaughter. One of our dogs was Digger. He was...
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