The evolution of the sales seminar

Published: Wed, 11/05/25

Updated: Sun, 11/09/25

November 5, 2025

TOGETHER WITH

Good morning Quota readers. The final countdown is officially on. In less than 55 days, the year will be over, and, along with it, the promises we all made to ourselves on January 1. Here’s hoping you hit your goals and then some! For now, take a break with this week’s issue. We have all the usual goodies, baddies, and in-betweenies. Enjoy!

NUMBER OF THE WEEK

56% of customers say they spend time repeating and re-explaining information to different representatives.

Source: 1up

SALES ROUNDUP

Here’s what’s happening in the sales world this week:

Are modern-day salespeople underestimating how much facetime with prospects they should put in? A recent article from The Harvard Business Review made the case that sales teams that put in more facetime with prospects will have better outcomes, which does not come as a surprise. While digital-only relationships might be quick and convenient, there’s nothing quite like in-person for building real trust. You can read the HBR article here.
A New Jersey woman has filed a lawsuit against a Kia dealership in Passaic County, claiming a salesman used her personal information to steal her trade-in vehicle, which he slept in and drove for two months before he was caught. When the woman went to trade in her Jeep Wrangler, the salesman handling the transaction allegedly kept the car, living in it and racking up scores of tickets. You can read more about it here.

FEATURE

Photo by Scott Beale by CC BY-NC-ND 2.0

From convention halls to zoom calls: The evolution of the sales seminar

In 1994, the ballroom of the Chicago Marriott O’Hare looked less like a business event and more like a revival. Rows of folding chairs faced a stage lit in blue. A crowd of salespeople in boxy suits shouted “Yes!” in unison as walk-on music rattled the chandeliers. At center stage, Tony Robbins bounded back and forth with a cordless mic.

During the 1980s and 1990s, this scene repeated every weekend in cities across America. The sales-seminar circuit was a traveling economy of optimism. Figures like Zig Ziglar, Tom Hopkins, Brian Tracy, and Robbins filled hotel ballrooms and sports arenas, preaching confidence as a controllable variable. The country’s shift toward commission work and personal-development culture created the perfect audience: people who believed their personality was their product.

The appeal was part showmanship, part therapy. Attendees came home hoarse from yelling and convinced they had unlocked a new mental switch. Many returned again and again. Robbins’ Unleash the Power Within became a multimillion-dollar touring machine, reportedly grossing tens of millions a year by the late ’90s. Ziglar drew stadium crowds that rivaled professional sports teams.

Behind the stage lights sat a well-oiled business model. Ticket sales covered production costs, but real profit came from the upsell ladder. Attendees could purchase recordings, mentorship programs, or speaker certifications, each promising a deeper level of mastery. Promoters and speaker bureaus took a cut of every transaction. At the back of the room, trained staff used urgency and scarcity to close on higher-tier packages.
By the early 2000s, the seminar ecosystem had merged with other boom industries: real-estate, network marketing, and the early wave of online coaching. It was a period when motivational talk, investment advice, and pseudo-spiritual branding all shared the same stage. For a while, the margins looked endless.

Then the market crashed. The 2008 recession wiped out the disposable income that kept the ballroom circuit alive. Paying $1,000 to watch someone walk on coals felt tone-deaf when foreclosures were the nightly news. The big hotel events shrank, and smaller speakers struggled to cover travel costs. The ballrooms went quiet for a while. But the seminar didn’t die. It just moved to your phone.

The new arena is the feed

Grant Cardone sells out stadiums today the same way Robbins did in the 90s — only now he keeps selling to the same audience long after the lights go down. His 10X Growth Conference draws tens of thousands of attendees both in person and online. Every clip becomes a lead magnet, every follower a potential conversion.

Social platforms gave the modern sales guru what the old ones never had: persistence. Robbins needed to tour to stay visible (and late night infomercials); Cardone lives permanently inside the algorithm. His videos autoplay between cooking tutorials and TikToks. His tone hasn’t changed much — part preacher, part closer — but the delivery system never rests.

Other successors, like Dan Lok and Sean Elliott, turned their own “closer academies” into multimillion-dollar ecosystems built on webinars, email drips, and retargeting ads. The charismatic stage presence was replaced by ring lights, countdown timers, and “only 100 spots left” banners. The upsell ladder that once ended at a merch table now stretches into Slack groups and subscription communities.

In this new version of the seminar, audience data replaced applause. When someone stops watching a video halfway through, the algorithm notices. When a follower likes ten motivational clips in a row, they’re shown ads for “free” training that lead to $5,000 masterminds. It’s the same spiritual pitch with better targeting.

The audience is global, younger, and online. Many are freelancers or would-be entrepreneurs who see selling as the only stable skill left. The language hasn’t evolved much: “Mindset,” “peak performance,” “financial freedom.” The pitch remains faith-based commerce. The idea that belief, when paid for in installments, can still move mountains.

Sorting out the grifters

Of course, some of the loudest voices in the room walk the thin line between motivation and misrepresentation, their feeds alternating between Lamborghinis and disclaimers. Regulators have started paying attention to the coaching industry’s bloat. In 2022 the FTC 2022 released guidance on “earnings claims” as response to the wave of income promises made in online courses and mentorship programs. The guidance warned online coaches, course sellers, and “passive-income” gurus that they could face penalties for making exaggerated or unsubstantiated claims about how much money participants could earn.

Yet for all its excess, the seminar circuit was built on something recognizably human: people wanting to feel control over chaotic careers (and lives). The hotel ballroom gave them a ritual — a place to shout, take notes, and pretend clarity was something you could buy. Online, that ritual never ended. It just turned asynchronous.

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MEME OF THE WEEK

Source: Instagram -- Sales Humor

QUIZ

Which former U.S. President once worked selling men’s clothing?

A. George Washington
B. Calvin Coolidge
C. Andrew Jackson
D. Harry Truman

SALES FAILS

Each week, we bring you the most cringe-worthy sales moments from across the web. To submit your sales fail story for consideration, click here. (Don't worry, you'll remain completely anonymous).

I was working as a beverage sales rep for the second largest cola producer in the United States. My vertical was gas stations, liquor stores, and small independent grocers.

After doing my usual restocking of shelves, counting the product, creating an order, and planning what deals to sell to the owner in a carniceria, I couldn't find the guy. I finally spotted the assistant manager, who was the owner's younger brother.

"Hey, where's Raul?” I said. “I need to run this order past him." He slowly turned around with a blank expression on his face.

"Did he see me pull in and decide to make a run for it so he wouldn't have to place an order with me today?" I said, chuckling as I said it.

"No,” the assistant manager said. “Raul died two days ago. I don't think we need anything from you anymore."

Anonymous Location Withheld

GRAPH OF THE WEEK

Source: LinkedIn Poll -- October 2025

WORTH A PEEK

What’s the funniest thing that’s ever happened to you during a sales meeting? This question was posed to Reddit users, and (some of the) stories didn’t disappoint. Our only gripe is we wish the readers would send them to us for Sales Fails. Check out the thread here.

ASK THE QUOTA

Want to submit a question and be featured in our advice column? Click here. (Don't worry, you'll remain completely anonymous).

Dear Quota Team,

I’ve been working at a high-pressure outbound sales job for the last three years. My manager is intense — daily standups, weekend check-ins, the whole “what have you closed today?” culture. It’s stressful, but the money’s great. I pulled in close to $200k last year, mostly commission.

Now, I’ve been offered an account manager role at a more established company — base is $110k, smaller upside, but a calmer pace and normal hours (or so it seems). Part of me wants the stability, but I’m worried I’ll miss the adrenaline, and the paychecks. How do you know when it’s time to trade chaos for balance?

Deciding in Location Withheld

Dear Deciding,

What matters is which version of success actually fits you right now. Don’t make the decision you think a person in your shoes should make — make the one you actually want. Be honest about what you value more: adrenaline or peace. Neither choice defines you; what matters is what life is like after you decide. Good luck!