The way we sell has changed.
Sales used to be ruled by people who were seen as being naturally good with people. People who were good at schmoozing and getting their prospects to like them in order to buy their product or service. The way reps prospected for clients was totally different. There were much more prevalent direct marketing and sales methods, such as door-to-door and cold calling. And after a sale, there might not be much interaction besides the occasional "checking in." To quote Roger Sterling from Mad Men, the series based on the advertising industry in the 1960s, "The day you sign a client is the day you start losing them." That was the old mentality.