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...
We Are Selling Ideas, right? Here’s 400 Years of “How To” Advice
We Are Selling Ideas, right? Here’s 400 Years of “How To” Advice Sales – the most brilliant minds in the profession view our responsibility as “selling ideas’. Those brilliant minds date back to the 1600s and Sir Francis Bacon, the...
Why Does Sales Exist The Way It Does – And Should It?
Why Does Sales Exist The Way It Does – And Should It? Our version of sales recruiting, sales training, dedicated territories, quotas, salary + variable compensation plans, even sales kickoffs all began between 1890-1920. The process designs, compensation...