Two Underappreciated Eras That MASSIVELY Changed Sales

Send us Fan Mail 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 flipped the sales profession completely upside down...and we don't even think about them. In the early 1900s, it was the automobile that flipped the sales profession. In the 1950s, the rise of automation and technologies suddenly started mechanizing the sales force.  At both times, like every other, it brought more effectiveness and efficiency, but also higher expectations, pressure, and damage to the sales profession's reputation. There are so many lessons for us today...the technology changes so much, but the human requirement never disappears; it shifts. Every. Single. Time. For more, visit me at www.toddcaponi.com. Or, 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, drawing on lessons from sales history.  The Transparent Sales Leader - This revenue leadership book 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. or reach out to [email protected] Support the show