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...
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...
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...