Every once in a while a new book on sales and selling appears in the stores that lays claim to contain the secret to sales challenges. Many of these books promote themselves as being the very latest, revolutionary approach to selling that, according to the authors, will change the organisation’s performance and miraculously improve sales, profits and success. Just as important, these “new” sales methods will bring untold riches, success, glory and honour to those salespeople who embrace them. Depending on the extent of publicity the authors are able to garner for their books and the traffic they can generate for their web sites, these “miraculous solutions” become popular and the de rigueur of the day.
But are they really new? Has successful selling really changed over the last 80 years? Do they really represent a revolution in selling? And do these new models with intriguing titles characteristics, behaviours and roles simply re-define old ways of playing the same game?
In this whitepaper the history of sales methodologies of the last 150 years are analysed to answer these questions.