The Sales Profession Mattered – And Can Again Today
The sales profession truly mattered 105 years ago. It can again today. 105 years ago this week (9-14 July, 1916), 3,000 sales professionals gathered in Detroit, Michigan for the first sales conference of its kind – The World Sales Congress. The marquee keynote?...
Sales History: The Odd (by today’s standards) Methodologies of the Early 20th Century
If you’ve been following along with my Sales History nerdery, you’ve read or heard me talking about some of the stories, pioneers, perceptions and education in the sales profession’s past, but today, let’s get weird. Today, we’re going to discuss the...
Creating Quarter End-of-Funnel Urgency? It’s more likely doing the opposite.
Your attempts at creating quarter end-of funnel urgency? They’re more than likely doing the opposite. What are these techniques so many continue to use, where did they come from, and how should we think about this instead? As far back as in 1937’s Successful...
Sales Anxiety: Cold Calling, Closing, Negotiations, and Being Honest?
Sales Anxiety: Cold Calling, Closing, Negotiations, and Being Honest? If you’re in the sales profession, you know there’s discomfort associated with many of its responsibilities: Making cold calls Being persistent with a prospect Presenting Closing the deal...