Do We Need Salespeople?
Do We Need Salespeople? “Salesmen are an economic waste in industry, and, therefore, as such, should be eliminated.” – Herbert Hoover, 1923 While serving as the United States Secretary of Commerce, Herbert Hoover believed that salespeople were an unnecessary...
Butter…Or Revolutionary Advancement?
Are You Selling the Butter…Or the Revolutionary Advancement? Imagine a convention filled with exhibits. There are two exhibits near one another: One displays an invention that will completely revolutionize communication for generations. The other is a life-sized...
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...