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Is it a Case of History Repeatin’? What you are probably doomed not to learn!

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Sinopsis

Ultimate transparency nerd, sales historian, collector, author, teacher of many of the world's most successful sales producers, Todd Caponi is my guest on this week's episode #481. We dive deep into the history of sales, exploring its cyclical nature from being trusted and respected to being terrible and back again. We shed light on the striking similarities between the current economic situation and that of 1921-23, emphasising the need for salespeople to adapt and embrace new strategies in a rapidly changing world. A Mirror to the Past: Comparing the current economic situation to 1919-1922, with high salesperson turnover rates and the need to be prepared for upcoming changes. Arthur Sheldon's Timeless Wisdom: "True salesmanship is the science of service" - how this principle still holds true today. The Evolution of Sales Processes: From the AIDA model to the shift towards seller activity-based approaches and recognising buyer behaviour. The Modern Buying Journey: Understanding the needs of today's wel