Prospecting Fundamentals – From Sales History
Prospecting Fundamentals – From Sales History This episode dissects prospecting from 50 to 120 years ago…discussing five key elements: 1) The origins of the word “prospecting” as it relates to sales 2) The mindset – quality prospecting...
Death of a Salesman?
Death of a Salesman? We’ve heard it all before – the “death of” this, and the “demise of” that as it relates to the sales profession. Everything is dead, right? Well, like so many other sales-related things, this concept isn’t...
Discounting & Price Cutting: History, Commentary, and Unbreakable Habit?
Discounting & Price Cutting: History, Commentary, and Unbreakable Habit? Let’s explore sales discounting…it’s history, commentary, and why we haven’t been able to break this terrible habit. It’s a problem that’s as prominent and as recognized today as...
10 Mottos For Being Your Best – Circa 1937
10 Mottos For Being Your Best – Circa 1937 In 1937, Paul W. Ivey released a second edition of his book, Salesmanship Applied. Chapter 6 is one of my favorites from my collection of books from 75+ years ago. Want to be the best version of you? Instead of...