John Henry Patterson: The Father of Professional Selling Part 2
The First Professional Sales Force Early on, Patterson was concerned about the quality of sales, and so –in true Patterson style – he decided to lea...Continue Reading
John Henry Patterson: The Father of Professional Selling Part 1
One of the greatest salespeople of all time was born nearly a century and a half ago on a farm in Ohio. His name was John Henry Patterson, and if he we...Continue Reading
Why Did Sant and Kadient Merge?
Just today, Sant Corporation and Kadient announced that they have signed a merger agreement. For students of the selling profession, it’s useful t...Continue Reading
The Psychology of Winning: An Interview with Dr. Denis Waitley (Part 2)
Last week I had the opportunity to meet with Dr. Denis Waitley in Dallas to record an interview on Zig Ziglar’s Success 2.0 online video channel. It...Continue Reading
The Psychology of Winning: An Interview with Dr. Denis Waitley (Part 1)
Last week I had the opportunity to meet with Dr. Denis Waitley in Dallas to record an interview on Zig Ziglar’s Success 2.0 online video channel. Here...Continue Reading
How David Sandler Created His “Magnificent Obsession,” and the “Killer Instinct” for Selling – Part 2
Yesterday I shared the story how David Sandler got a motivational boost from Earl Nightingale’s recording The Strangest Secret. Earl’s words were s...Continue Reading
How David Sandler Created His “Magnificent Obsession,” and the “Killer Instinct” for Selling – Part 1
Yesterday I wrote a post about Earl Nightingale’s idea that there is no success without suffering. Today I got a happy email from his widow, Diana, th...Continue Reading
What Type of Sales Animal Are You?
Charles Darwin believed that humans, just as much as animals, rely on inherited instincts. A growing number of sales experts believe that salespeople, j...Continue Reading