The Sales History Podcast
Welcome to The Sales History Podcast, the show that uncovers the forgotten stories, ideas, pioneers, and moments that shaped the sales profession and what they can teach us about selling, leading, and earning trust today.
The show is hosted by three-time award-winning author of The Transparency Sale, The Transparent Sales Leader, and Four Levers Negotiating, who has earned the Certified Speaking Professional keynote speaker designation, is a go-to-market sales trainer, and a sales nerd, Todd Caponi.
The Sales History Podcast
Latest Episodes
The Salesman Who Lacked Courage - A Negotiating Story from 1907
Anxiety in negotiating is timeless. In this episode, I tell a story written in 1907 about a salesperson who lacked courage as it relates to delivering and negotiating price. It has so many lessons that are still so applicable today.This ...
The Most Significant Sales Keynote In History
Picture this. A sales conference featuring the then-sitting president of the United States as the keynote speaker. It happened in July of 1916. It wasn’t because the president had nothing going on that day, happened to be in town, ...
How Legislation Has Shaped the Sales Profession More Than Technology
This may sound crazy, but I truly believe that government legislation has had a larger impact on changing the sales profession than has technology or the proliferation of information available to buyers. Legislation changed things m...
225 Years of Evolving Sales Personas
"The selling methods of any period grow out of the economic situation of the time." - H.K. Nixon, Principles of Selling, 1931Looking back over the past 225 years, the prominent persona in the sales profession has moved from the ...
The 100-Year Sales Echo: Repeating History, and What Happens Next?
In March of 2022, I released an episode of this podcast called "Using History To Predict - The Future of Sales", as we had been repeating the 1920s. Here we are over 3 1/2 years later, and so far, it's been right on! In an article I...
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love this slow and sales methodology! Thank you so much for all the content
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