Is Rachael Ray a Recipe Thief? No…And Your Sales Idea Wasn’t Stolen Either
Is Rachael Ray a recipe thief? The answer has a lot of overlap to sales philosophy and theory…oh, and that answer is “no – she’s not” Three weeks ago, my wife was leafing through a cookbook published by the chef Rachael Ray. She landed on a...
The First B2B Telephone Cold Calls
The First B2B Cold Calls Do you remember making your first telephone “cold call”? You probably just did it, right? Very little forethought, other than the fact that it was part of your job. My first selling job required a certain number be made each day, selling...
The Notes of John Patterson to The Sales Team – May of 1893
The Notes of John Patterson to The Sales Team – May of 1893 Can you imagine… It’s the Spring of 1893. You’re working for the NCR Corporation (National Cash Register) in a sales role – and your ultimate boss, the CEO, is John Patterson. John Henry Patterson...
From Trusted – to Derided. Where the Sales Profession Went Wrong
From Trusted – to Derided. Where the Sales Profession Went Wrong We went from this in 1911: “True salesmanship is the science of service” – Arthur Sheldon To, in 1927: “The minute you are approached by a salesman, you tend to pull back in your shell and...