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...
“Bradford, you’re fired!”
“Bradford, you’re fired!” – by William W. Woodbridge In the January, 1918 edition of Business Philosopher Magazine, this story by William W. Woodbridge was printed. It’s a story of getting right with yourself. I fell in love with it, and wanted to share it...