Ed. The 50’s were a unique era – so buttoned-down and yet so ready to morph violently into the 60’s. But some things never morph, and good sales fundamentals are one of them. Keith Thompson found this out when he read an old business book bought at a garage sale and found many of the same principles he’s incorporated into his groundbreaking work on sales automation. I wonder if he was listening to Buddy Holly while he read it?
For a previous entry, I had to dig around in some dusty areas of my sales library to determine what’s not found in books about sales. The oldest sales book that I found was part of a series of twenty volumes called Modern Business, dating from 1958. I had bought them for $5 from our next door neighbor’s garage sale many, many years ago. His wife had made him toss them out, and my wife was mad at me for buying them (they require three feet of shelf space).