The Great Sales Irony of Prohibition
The Great Sales Irony of Prohibition The sales profession spent the early 1900s trying to shed the stereotype of the hard-drinking, back-slapping salesman. Then came Prohibition…and suddenly, and ironically, booze became more valuable to the sales profession...
The Salesman Who Lacked Courage – A Negotiating Story from 1907
The Salesman Who Lacked Courage – A Negotiating Story from 1907 Anxiety in negotiating is timeless. In this episode, I tell a story written in 1907 about a salesperson who lacked courage as it relates to delivering and negotiating price. It has so many lessons...
The Most Significant Sales Keynote In History
The Most Significant Sales Keynote In History Picture this. A sales conference featuring the then-sitting president of the United States as the keynote speaker. It happened in July of 1916. It wasn’t because the president had nothing going on that day, happened to be...
How Legislation Has Shaped the Sales Profession More Than Technology
How Legislation Has Shaped the Sales Profession More Than Technology This may sound crazy, but I truly believe that government legislation has had a larger impact on changing the sales profession than has technology or the proliferation of information available to...