The Future of Sales – Sales is Service
“Buyers know more nowadays” – that’s a quote not only from today, but also from Thomas Herbert Russell’s 1912 book, Salesmanship. Why has sales flourished, with 110+ years of worry about the proliferation damaging the profession? Because...
When Did Cold Calling Begin – A New Discovery
A recent find has provided a new perspective on the beginning of telephone cold calling. When you Google it – one article has it beginning…before the telephone was even invented (duh!), and most others point to the 1950s. However, there was a company...
The Great Salesperson Purge of the 1920s – Could It Happen Today?
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”! Given that just 18 months earlier, the sales world...
What Tom Brady Can Teach Us About Career Decisions
Tom Brady, the GOAT of NFL quarterbacks, just experienced an emotional low. That is NOT the time to make a career decision for a professional athlete, or YOU! Don’t let the recency bias of emotion influence decisions that you can never get back!