The Sales History
Todd’s Podcast
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...
When Did Cold Calling Begin?
Audio Podcast Audio Podcast Todd CaponiPodcast Episode DescriptionCold 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 it using the telephone?The...
The Origin of “Drummers” & “Bagmen” – The 1800’s
Audio Podcast Todd CaponiPodcast Episode DescriptionAre you responsible for "drumming up business" in your role? Do you "carry a bag" as a salesperson? Do you know where those terms come from? They come from the traveling salespeople of the 1800s. In today's...
Why Sales History Matters – If We Don’t Know It, Are We Doomed To Repeat It?
Audio Podcast Todd CaponiPodcast Episode DescriptionMany view the past-10-plus-the-next-10-years as a period where technology is and will completely change the sales profession. But if we use history as a guide, where technology was changing an awful lot more than...
The Story of Arthur Sheldon – The G.O.A.T. of Sales Philosophers
Audio Podcast Todd CaponiPodcast Episode DescriptionIf there was a Hall of Fame of sales thought leaders & pioneers, who would you put in it? Zig Ziglar? Dale Carnegie? Brian Tracy? Who else? Arthur Sheldon needs to be on that list - I'd argue ahead of all...
The Weird (by Today’s Standards) Sales Methodologies of the Early 20th Century
Audio Podcast Todd CaponiPodcast Episode DescriptionPhrenology. Physiognomy. Graphology = A couple of the sales methodologies of 100 years ago that may sound really strange to us today, but were embraced and pervasive back then. So pervasive, the Ford Motor Company...
Sales Education in College – Pervasive, Disappeared, and Now It’s Back!
Audio Podcast Todd CaponiPodcast Episode DescriptionWe so often hear and see people proclaiming that "Sales should be taught in college". Well, it was...and in high school, too, back in the early 1900's. The most prominent universities in the country (Harvard,...
Sign up for Todd’s Sales / Leadership “Nerdery” Newsletter
You will also get notified when Todd releases new content like articles, podcasts, and videos!
Blog Posts / Articles
When I am not speaking, doing virtual events, or teaching a workshop… I love to blog or write articles.
Video Tips
Check out Todd’s Video Tips and podcast interviews.
