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
Two Underappreciated Eras That MASSIVELY Changed Sales
We so often think about the telephone, or email, or the internet, or even AI as being periods of significant change for the sales profession. In today's episode, I want to take you through two underappreciated eras that literally flipp...
Selling - During the Great Depression
What would it have been like to sell during a depression, and specifically, the Great Depression? In this episode of The Sales History Podcast, I take you through it, starting with the boom and prosperity of 1926, then tracing the collapse into...
Worthington C. Holman - The Ginger Man
In the category of foundation builders in the sales profession that you've got to know, there's Worthington C. Holman. He'd be my fourth on the Mount Rushmore of sales goats. Why? Holman taught an emerging sales profession how to write, and an ...
The 1926 Sales Dictionary: The Sales Terminology of 100 Years Ago
In 1926, W.L. Barnhart began publishing something called the Salesman’s Dictionary in How to Sell magazine into 1927. Some of the terms are still familiar today. Others, like “swindle sheet,” “ginger letter,” “information clerk,” and “...
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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 home” discounts. Theatrical c...
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