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...
When Did Cold Calling Begin?
When Did Cold Calling Begin? Audio Podcast Audio Podcast Todd Caponi Podcast Episode Description Cold calling – some love it, some hate it, but when did it start? Specifically, when did salespeople start cold canvassing (in-person), and when did they start doing...
The Origin of “Drummers” & “Bagmen” – The 1800’s
The Origin of “Drummers” & “Bagmen” – The 1800’s Audio Podcast Todd Caponi Podcast Episode Description Are you responsible for “drumming up business” in your role? Do you “carry a bag” as a salesperson?...