Death of a Salesman? We've heard it all before - the "death of" this, and the "demise of" that as it relates to the sales profession. Everything is dead, right? Well, like so many other sales-related things, this concept isn't new, either. Experts have been casting...

Discounting & Price Cutting: History, Commentary, and Unbreakable Habit? Let’s explore sales discounting…it’s history, commentary, and why we haven’t been able to break this terrible habit. It's a problem that's as prominent and as recognized today as it was in...

10 Mottos For Being Your Best - Circa 1937 In 1937, Paul W. Ivey released a second edition of his book, Salesmanship Applied. Chapter 6 is one of my favorites from my collection of books from 75+ years ago. Want to be the best version of you? Instead of recreating the...