The Librarian vs. the Cowboy: A Sales Persona Comparison {Infographic}

The tragedy with the sales profession is that it is full of amateurs and, in truth, is not a profession at all. There are no formally recognized qualifications or degrees, no peer standards body, and no consequences for malpractice.

That’s a quote from Tony Hughes, author of The Joshua Principle.

We learned about the book from Steve Richard…who also shared with us the analogy¬†that this post is based on. Since there are no professional standards in sales, we see lots of sales personas. Two popular ones could be classified as¬†Librarians and Cowboys.

Here are their differences:


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