Selling to Anyone Over the Phone, 2nd Edition

Introduction: Selling “Double Green”

Years ago, our entrepreneurial ancestors pushed a cart through the city square to peddle their wares. And the profession of “sales” was born.

The interactions were in person. Face to face. And although many a peddler burned untold calories pushing his cart around, he left no effect on the environment in his wake. Since then, many sales evolutions have taken place. John Deere and his wagon loaded with plows led to the more modern day with hundreds of thousands of salespeople on the road driving millions of miles each year to visit customers. These numbers have steadily risen over time.

With the advent of better train and air travel, we’ve added driving to stations and airports, hopping on trains as well as ...