The sales profession spent the early 1900s trying to shed the stereotype of the hard-drinking, back-slapping salesman. Then came Prohibition...and suddenly, and ironically, booze became more valuable to the sales profession than ever.
This episode explores how scarcity transformed alcohol into a powerful relationship-building tool, why sales leaders were alarmed by the trend, and what their debate can still teach us about influence, ethics, and creating value over a century later.
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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