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, your...

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 bear...

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 now...

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...

How Sales Hasn't Changed - And Probably Should! “He who plans no further than the present is mentally blind. He who plans for a year ahead is a general. He who plans for a lifetime is a genius. He whose mental vision extends beyond his life and plans for generations...

Why Automatic Price Increases in SaaS are a Bad Idea I’d like to think that not much upsets me…but there is one B2B practice that does. I was reminded of it twice this week… When did we begin to believe that including automatic annual price increases in contracts...