Sales Personas Throughout History and the Common Thread
Sales Personas Throughout History and the Common Thread Selling has been practiced for thousands of years. From the time of bartering in pre-civilization, selling was likely conducted in a skillful way throughout the centuries. The deepest stamp of our current idea of...
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...
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...
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...