"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 ...

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...

You’ve heard about Abraham Lincoln. You’ve heard about Ulysses S. Grant. They’re credited with putting down the rebellion during the Civil War. But there was a forgotten sales master who may have been just as important. “If ever th...

We believe we know today the traits it takes to be a successful salesperson, but do we? In the early 1900s, while many of the thoughts were the same as today, there was some "off-limits" thinking as well. In this listener-inspired episode, I br...

In this, the 50th episode of The Sales History Podcast, I step into the role of prosecuting attorney to put one bold claim on trial: that the sales profession has changed dramatically in the past decade. My case? The evidence shows otherwise. D...