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
Prospecting Fundamentals - From Sales History
Use Left/Right to seek, Home/End to jump to start or end. Hold shift to jump forward or backward.
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.
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