Building Personal Values – Ten Mottos To Be Your Best You
Building Personal Values – Ten Mottos To Be Your Best You As we usher in the new year, advice abounds about how to make this year the best one yet. Instead of recreating the wheel on these ideas, let’s turn the clock back 87 years. In 1937, Paul W. Ivey released...
Sales History: The Wage Stabilization Board and Sales Compensation
Sales History: The Wage Stabilization Board and Sales Compensation Can you imagine living in a time when the government was involved in determining sales compensation and seeking ways to limit it? It happened…and people seemed, for the most part, ok with it. An...
Why does sales exist the way it does?
Why does sales exist the way it does? Despite knowing I could ask Todd Caponi for a sales history lesson, I keep asking myself this question. Why? This morning, Justin Clifford posted this question above on LinkedIn and I love it. My answer? Well, I started writing an...
Sales Prospecting Fundamentals – From Sales History
Sales Prospecting Fundamentals – From Sales History How often have you heard how many touches it takes to reach a new prospect? How often have you heard that cold calling is interruptive? How often have you heard that surface-level objections hide the true...
