What History Got Right: Sales Forecasting
Audio Podcast
While reading and studying books and magazines on sales leadership from the late 1800s through the 1940s:
The problems of sales & leadership are almost all the same today…except for one thing. There are no articles, or even expressions of consternation, about forecasting in sales back then. I think I put my finger on why – and while it might not solve all of our forecasting issues, there’s a core question that should strike everyone who listens…
Why do we try to predict when a buyer will buy via forecasts and stages that are based on seller activities?
100 years ago, their processes NEVER were “discovery”, “qualification”, “demo”, “proposal”, “close’. Never. Listen in to what was the basis of EVERY sales process and forecasting methodology 100 years ago…a systemic recognition of buyer behavior.
Other Podcasts You Might Enjoy
Tin Men: The Scams of the 1960s Aluminum Siding Salespeople
Tin Men: The Scams of the 1960s Aluminum Siding Salespeople In the 1950s and 1960s, aluminum siding salespeople, known as “Tin Men”, became infamous for some of the most creative and dishonest sales tactics in American history. Bait-and-switch advertising. Fake “model...
Women in Sales in the 1800s – Their Stories & Lessons
Women in Sales in the 1800s - Their Stories & Lessons - A hundred years before many (including myself) thought women really entered sales offices in the 1980s, they were traveling America’s railroads, dirt roads, mining towns, and rural communities, selling books...
The Sales Genius of Benjamin Franklin
The Sales Genius of Benjamin Franklin Benjamin Franklin is known as an inventor, printer, scientist, and Founding Father. In this episode, we look at him through a lens he rarely gets credit for - and I had no idea about: sales savant. Turns out, Franklin was a master...
0 Comments