Forget Silicon Valley Hype: The OG Sales Guru You've Never Heard Of (But Should!)

In today's world of flashy tech startups and overnight success stories, it's easy to forget the giants who laid the groundwork for modern business. One such giant is John H. Patterson, the forgotten sales pioneer who built a billion-dollar empire from a single product: the cash register.

But Patterson wasn't just a successful businessman; he was a revolutionary who transformed the art of selling. Here's why he deserves a place in your LinkedIn feed:

1. He invented the sales playbook: Long before CRM software, Patterson created a systematic approach to sales, including training manuals, quotas, and even sales contests. His "NCR Primer" is considered the first-ever sales manual, a blueprint for generations of salespeople.

2. He championed customer success: Unlike the "hard sell" tactics of his time, Patterson believed in building trust and value with customers. He emphasized product demonstrations, after-sales support, and even offered customers a money-back guarantee unheard of in the 19th century.

3. He empowered his team: Patterson recognized the power of motivated salespeople. He offered generous commissions, built a sense of community, and even invented the sales convention to share best practices and celebrate achievements. This nurturing approach made NCR a magnet for top talent.

4. He wasn't afraid to innovate: Beyond product features, Patterson innovated in marketing and branding. He understood the power of creating a story around his product, positioning it as a symbol of progress and efficiency. His bold and often quirky marketing campaigns made NCR a household name.

5. He had a massive impact: Under Patterson's leadership, NCR became the dominant force in the cash register industry, influencing not just business practices but also societal norms. His innovations laid the foundation for modern retail and payment systems.

So, the next time you scroll through LinkedIn filled with self-proclaimed sales gurus, remember the OG: John H. Patterson. His legacy: a reminder that true sales success lies not in flashy tactics but in building trust, empowering your team, and innovating to create value for your customers.

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P.S. Share your thoughts on what makes a great salesperson in the comments below!