13 episodes

Bringing the incredible (and sometimes strange) brains from the profession of sales' past to the 2020's - from Todd Caponi, author of The Transparency Sale.

The Sales History Podcast Todd Caponi

    • Business
    • 5.0 • 7 Ratings

Bringing the incredible (and sometimes strange) brains from the profession of sales' past to the 2020's - from Todd Caponi, author of The Transparency Sale.

    An Interview With A Top Performer - From The Early 1900's

    An Interview With A Top Performer - From The Early 1900's

    The best podcasts give you access to top performers; salespeople, leaders & influencers, right? But, how about a top performer...from 100+ years ago?!?

    This week I've got a special episode for you -  where I (fake) interview Norval Hawkins (1867-1936), known as the greatest salesperson to ever work for Ford, whom Henry Ford himself referred to as "my million dollar man". Hawkin's writing is profound, just thinking about things differently - but incredibly applicable to today.

    So, in this interview, I play the role of podcast interviewer, and I play the role of Norval Hawkins, answering the questions using his own thoughts from ~ 100 years ago.

    If you have feedback, let's hear it! Reach out via www.toddcaponi.com, connect on LinkedIn, or follow on Instagram or Twitter @SalesHistorian, where I post daily with quotes from sales history's past.

    • 22 min
    Sales Process: From Buyer-Centric (AIDA) to Seller-Centric (BANT) and Back Again?

    Sales Process: From Buyer-Centric (AIDA) to Seller-Centric (BANT) and Back Again?

    The question: Where did the qualification construct BANT come from? In looking for the answer, I realized something...

    Sales processes of the early 20th century? All buyer-focused steps - what is the buyer doing? 
    Sales processes since the 1950's, when BANT came around? All seller-focused, all the way down to our CRM stages.

    To be truly buyer-focused, shouldn't our processes & measures be housed in recognizing buyer behavior?

    • 16 min
    The Origin of Sales Quotas & Variable Compensation

    The Origin of Sales Quotas & Variable Compensation

    Sales compensation - commission-only until the 1900's. And, for good reason. You wouldn't pay a rep you rarely see a salary, right? Sales are face-to-face. Travel is slow, there's no real-time distance communication, and no CRM system, so it's what you did. Sell something, get paid - a lot. Don't sell something, don't get paid. 

    The birth of salary+commission changed that, and inspired the need for quotas. In this episode, we track that progression, the original purpose of a quota, and how we've convoluted that purpose over time. 

    Maybe we should consider going back?

    • 19 min
    When Did Cold Calling Begin?

    When Did Cold Calling Begin?

    Cold calling - some love it, some hate it, but when did it start? Specifically, when did salespeople start cold canvassing (in-person), and when did they start doing it using the telephone?

    The answers are pretty clear, and what you find in a Google search are NOT the correct answers...clearly. Let's debunk the false, and get to the truth about where our cold outreach began.

    • 15 min
    The Origin of "Drummers" & "Bagmen" - The 1800's

    The Origin of "Drummers" & "Bagmen" - The 1800's

    Are you responsible for "drumming up business" in your role? Do you "carry a bag" as a salesperson? Do you know where those terms come from? They come from the traveling salespeople of the 1800s. In today's episode, I tell their story - of the hard-drinking, back-slapping "Drummer" - and of the horseback riding "Bagmen" - what it was like to be one, and where those terms came from.

    @SalesHistorian on Twitter or Instagram

    • 13 min
    Why Sales History Matters - If We Don't Know It, Are We Doomed To Repeat It?

    Why Sales History Matters - If We Don't Know It, Are We Doomed To Repeat It?

    Many view the past-10-plus-the-next-10-years as a period where technology is and will completely change the sales profession. But if we use history as a guide, where technology was changing an awful lot more than it is today, salespeople will ruin it again.  The rise of the telephone, email, even LinkedIn...may have done more harm than good for a profession reliant on its reputation.

    In this look back at the rise of technology-enabled sales from the advent of the telephone, we explore the lessons learned from sales' past as our filter for selecting the sales technologies we leverage in the future.

    • 16 min

Customer Reviews

5.0 out of 5
7 Ratings

7 Ratings

MadMav72 ,

History Buff that’s also in sale

As a history buff that has been working sales for over 20 years (yikes!) this podcast is fantastic. Both episodes have been fantastic and looking forward to hearing more! I even listened to it with my retired Dad who was never in sales (but also a history buff) and he really enjoyed the podcast!

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