The Sales History Podcast

Send us a textMany 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 it is today, salespeople will ruin it again.  The rise of the telephone, email, even LinkedIn...may have done more harm than good for a profession reliant on its reputation.In this look back at the rise of technology-enabled sales from the advent of the telephone, we explore the lessons learned from sales' past as our filter for selecting the sales technologies we leverage in the future.Support the show

Send us a textIf 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 three! Lost in the pages of sales history's past, upon his death in 1935, the Chicago Daily Tribune referred to him as “the author of more works on salesmanship than any other person” and “THE philosopher of selling.” Today, I share his story. Support the show

Send us a textPhrenology. 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 swore by one of them. The pioneers of this weirdness were the heralded keynotes at sales events. In this episode, we dive into those strange (by today's standards) methodologies of sales' past.Support the show

Send us a textWe 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, Wharton, etc.) had it. Then it disappeared - for decades. Now it's coming back - aggressively. Why did we need and have it 100+ years ago? Why did it disappear? Why is it back now? Could it disappear again? All covered in this week's Sales History Podcast. Support the show

Send us a textImagine, it's 1920, and someone is sitting around asking themselves, "I wonder what the history of sales is". They do the homework, then they write about it. Well, I found it. And in this episode, I summarize it - the History of Sales from the beginning of time through 1920.Support the show

Send us a text105 years ago - the sales profession was not only respected & trusted, it was admired! As evidence, the first World Sales Congress was taking place in Detroit, keynoted by the President...in the middle of a world war! Here's the story of the event, my take on how we've lost our way, and how to get it back!Support the show

Send us a text"Salesmanship" - a pervasive word at the time, but that doesn't necessarily mean women didn't play a prominent role in the profession 100+ years ago. And even more amazing, in this episode, I tell the story of Lucinda W. Prince, who became the profession's leading advocate for empowering women to embrace, establish and excel in sales.Support the show

Send us a textWilliam Faulkner called him “the father of American literature”. From my research, Mark Twain may also be “the pioneer of sales enablement”. In this first episode, I tell you the story of how Mark Twain saved the Ulysses S. Grant family, turning his book into the 2nd best selling book of all-time (at the time) through creating a sales enablement environment supporting 10,000 salespeople!Support the show