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
The Sales Genius of Benjamin Franklin
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Benjamin Franklin is known as an inventor, printer, scientist, and Founding Father. In this episode, we look at him through a lens he rarely gets credit for - and I had no idea about: sales savant. Turns out, Franklin was a master persuader who sold ideas, institutions, French support for the American Revolution, and ultimately consensus around the U.S. Constitution.
Through stories from his autobiography and things I dug up from 100+-year-old sales books and magazines, we explore Franklin’s sales philosophies that you can use today.
For more, check out:
@saleshistorian on Instagram - quotes, pics & comics from the past (and can also be found @saleshistorian on X, too)
Four Levers Negotiating - Why do we change personalities at the goal-line of our deals - from building trust, to lying - and from focusing on the customer's outcomes to focusing only on our own? It's no longer sustainable. The book lays out a simple way to build trust and add deal value, with many lessons from sales history throughout.
The Transparent Sales Leader - The book on revenue leadership includes several quotes and lessons from past sales.
The Transparency Sale - the first book, (ironically) named one of the top 100 sales books of all time.
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