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The beginnings of the modern sales profession (1890-1920) were associated with trust, respect, and even admiration. 100 years later, the sales profession sits at the bottom of Gallup's annual listings of ethical professions...along with politicians.

What happened? Where did it all go wrong?

I put my finger on it. In this episode, I diagnose the specific period where it all went bad, explore the many justifications and debates around high-pressure versus low-pressure selling, and why we may still have hope to return to those trusted roots.

@saleshistorian on Instagram - daily quotes, pics & comics from the past
@saleshistorian on X - daily quotes, pics & comics from the past
The Transparent Sales Leader - The book on revenue leadership includes several quotes and lessons from past sales.
The Transparency Sale - the first book, (ironically) named one of the top 100 sales books of all time.

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Some individuals from sales history moved mountains - and nobody knows about them today! This time, I wanted to highlight one from the 1970s & 1980s - Barbara Pletcher. She noticed a void in the development of women for the boardroom, and it started with sales skills.

I found her story really compelling. The way she thought about raising the bar for all is brilliant. Here's her story...

@saleshistorian on Instagram - daily quotes, pics & comics from the past
@saleshistorian on X - daily quotes, pics & comics from the past
The Transparent Sales Leader - The book on revenue leadership includes several quotes and lessons from past sales.
The Transparency Sale - the first book, (ironically) named one of the top 100 sales books of all time.

Support the Show.

Send us a Text Message.

The way we live today wasn't defined just via the invention itself. Things like the steam engine, telegraph, reaper, highways, the telephone, the automobile...and just about every other revolutionary advancement was met with extreme skepticism. They all HAD TO BE SOLD. The incredible inventors had to be ingenious salespeople, too.

Here are their stories.

In this episode, which I really enjoyed researching, I take you through the stories of so many things we just assume have always been around - and must have sold themselves...but didn't.

@saleshistorian on Instagram - daily quotes, pics & comics from the past
@saleshistorian on X - daily quotes, pics & comics from the past
The Transparent Sales Leader - The book on revenue leadership includes several quotes and lessons from past sales.
The Transparency Sale - the first book, (ironically) named one of the top 100 sales books of all time.

Support the Show.

Send us a Text Message.

The early 1900s were made up of the foundation layers for our great profession. Incredible ideas. Great Writing. Things we all use still today.

However, there were a few odd ideas out there, too.

Here’s a collection of ten of those odd quotes on everything from bowel movements, your thyroid, and your ability to fight that made up these fine individuals’ thoughts around what led to success in sales.

@saleshistorian on Instagram - daily quotes, pics & comics from the past
@saleshistorian on X - daily quotes, pics & comics from the past
The Transparent Sales Leader - The book on revenue leadership, which includes several quotes and lessons from sales' past.
The Transparency Sale - the first book, (ironically) named one of the top 100 sales books of all time.

Support the Show.

Send us a Text Message.

This episode dissects prospecting from 50 to 120 years ago...discussing five key elements:
1) The origins of the word "prospecting" as it relates to sales
2) The mindset - quality prospecting over simply focusing on metrics and scale
3) Metrics and prospecting quotes - the counterpoint of above in terms of working backwards to determine how many prospects you have to reach out to to hit your numbers
4) The use of the telephone in prospecting - some initial thoughts on multi-channel versus a reliance on the tool
5) Data around the number of touches it takes to develop a prospect

There's nothing new in the world of sales, except for the history you do not know.

@saleshistorian on Instagram - daily quotes, pics & comics from the past
@saleshistorian on X - daily quotes, pics & comics from the past
The Transparent Sales Leader - The book on revenue leadership, which includes several quotes and lessons from sales' past.
The Transparency Sale - the first book, (ironically) named one of the top 100 sales books of all time.

Support the Show.

Send us a Text Message.

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 the profession and its elements to the grave since the early 1900s.

In today's episode, I share multiple times when the sales profession was theoretically on its deathbed - and why it not only survived but thrived. I also take you through why things that work, specifically the "service mindset", disappear and then reappear to help us through troubled times.

@saleshistorian on Instagram - daily quotes, pics & comics from the past
@saleshistorian on Twitter - daily quotes, pics & comics from the past
The Transparent Sales Leader - my newest book which includes several quotes and lessons from sales' past.
The Transparency Sale - the first book, (ironically) named one of the top 100 sales books of all time.

Support the Show.

Send us a Text Message.

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 the early 1900s.

@saleshistorian on Instagram - daily quotes, pics & comics from the past
@saleshistorian on Twitter - daily quotes, pics & comics from the past
The Transparent Sales Leader - my newest book which includes several quotes and lessons from sales' past.
The Transparency Sale - the first book, (ironically) named one of the top 100 sales books of all time.

Support the Show.

Send us a Text Message.

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 wheel on these ideas, let’s turn the clock back 87 years.

We spend so much time on sales methodologies and techniques to be better - but how about building up the value in ourselves? Ivey nails it with these ten...

@saleshistorian on Instagram - daily quotes, pics & comics from the past
@saleshistorian on Twitter - daily quotes, pics & comics from the past
The Transparent Sales Leader - my newest book which includes a number of quotes and lessons from sales' past.
The Transparency Sale - the first book, (ironically) named one of the top 100 sales books of all time.

Support the Show.