Your Grandpa was better than you at forecasting.
Your Grandpa was better than you at forecasting. Todd Caponi, sales historian and author of “The Transparency Sale” explains why modern sales forecasting isn’t as good as it used to be – and what we can learn from our sales ancestors. Spoiler...
The Cost of the Price Increase
The cost of the price increase. Considering a price increase for your current customers? Why wouldn’t you? Inflation is rampant. It may be an easy way to grab a couple of point increase in revenue. But, have you thought through the costs? The cost of selling the...
The Sales Profession: It’s original design through three sales history quotes
What was the original design of the modern sales profession? It’s easy – and with these three quotes from before 1920, we can easily figure out everything we need to know about: a) What the modern sales profession was designed to do b) How the sales...
Sales Technology – Using It For Good (Not Evil!)
I got a new phone. Not really new. It’s over 100 years old. I think about it as a symbol of what’s wrong with sales tech investments today, and the dial-dial-dial mindset. As the new sales tech revolution is upon us, how we think about our tech investments can be the...