The Great Salesperson Purge of the 1920s
The Great Salesperson Purge of the 1920s Audio Podcast 100 years ago – 1922 – the sales world encountered a year with 85% salesperson turnover. You read that right! A year when “sales executives discharged practically ALL of their salesmen”!...
An Interview With A Top Performer – From The Early 1900’s
An Interview With A Top Performer – From The Early 1900’s Audio Podcast Todd Caponi Podcast Episode Description The best podcasts give you access to top performers; salespeople, leaders & influencers, right? But, how about a top performer…from...
Sales Process: From Buyer-Centric (AIDA) to Seller-Centric (BANT) and Back Again?
Sales Process: From Buyer-Centric (AIDA) to Seller-Centric (BANT) and Back Again? Audio Podcast Todd Caponi Podcast Episode Description The question: Where did the qualification construct BANT come from? In looking for the answer, I realized something… Sales...
The Origin of Sales Quotas & Variable Compensation
The Origin of Sales Quotas & Variable Compensation Audio Podcast Todd Caponi Podcast Episode Description Sales compensation – commission-only until the 1900’s. And, for good reason. You wouldn’t pay a rep you rarely see a salary, right? Sales...