The Sales History Podcast
An “AMA” (Ask Me Anything) Circa 1906
Audio Podcast With Ask Me Anything's (AMAs) being all the rage today, there was a similar outlet for salespeople...in 1906! Via Salesmanship Magazine, every month, salespeople from around the country were encouraged to send in their questions. Experts fielded those...
The Top 5 Sales Follows – From 1922
Audio Podcast Wondering what sales influencers would be the best follows for you on LinkedIn? Well, in today's episode, I give you that list - but from 100 years ago! The dawn of modern sales took place in the early 1900s - the individuals each left an indelible...
Stories from the 1910s – The First B2C & B2B Cold Calling Campaigns!
Audio Podcast An amendment to Season 1, Episode 10's episode on "When Did Cold Calling Begin?", this episode tells of two newly found stories - of the first found (so far) B2C telephone cold calling campaign in 1910, and the first found B2B telephone cold calling...
Using History to Predict – The Future of Sales
Audio PodcastIf the saying "if we don't know history, are we doomed to repeat it" is true, then why can't we use history to also predict the future? In this episode, I attempt to do just that. "Buyers know more nowadays" isn't just a quote from LinkedIn today, but...
The OG’s of Sales Leadership… Were REMOTE Sales Leaders
Audio PodcastIsn't it ironic? Today, we fret over the challenge of building and leading teams that are all remote. However, the original sales leaders in the "modern" era of sales (i.e., 1907-1920s) - were REMOTE sales leaders. And, they built, trained and...
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"! The crazy part - just 18 months earlier, the sales world "took...
An Interview With A Top Performer – From The Early 1900’s
Audio Podcast Todd CaponiPodcast Episode DescriptionThe best podcasts give you access to top performers; salespeople, leaders & influencers, right? But, how about a top performer...from 100+ years ago?!?This week I've got a special episode for you - where I...
Sales Process: From Buyer-Centric (AIDA) to Seller-Centric (BANT) and Back Again?
Audio Podcast Todd CaponiPodcast Episode DescriptionThe question: Where did the qualification construct BANT come from? In looking for the answer, I realized something... Sales processes of the early 20th century? All buyer-focused steps - what is the buyer doing? ...
The Origin of Sales Quotas & Variable Compensation
Audio Podcast Todd CaponiPodcast Episode DescriptionSales compensation - commission-only until the 1900's. And, for good reason. You wouldn't pay a rep you rarely see a salary, right? Sales are face-to-face. Travel is slow, there's no real-time distance...
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