How often as new or tenured sales leaders are we not getting the results and desired performance of our team?
When we dig deep, we start by looking at KPI’s, forecasting, motivation from our teams side, but have we stopped to consider our role as a #salesleader.
Are we modelling the desired behaviour? Leading with transparency? disarming to build trust, show our vulnerabilities. Showcase we too are human, make mistakes and have bad days. Embrace our #flawsome.
Todd Caponi is an award-winning sales leader and former senior leader. Todd has extensive knowledge in sales methodology and learning theories. Todd also has two best seller books, The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results and The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results.
Shownotes
00:51 Summary
03:33 We Want To Hear From You:Feedback
03:58 Re-Introducing Todd Caponi
04:35 What Compelled You To Sales Leadership?
09:35 Todd’s Story: Revenue Leadership & Forensic Sales Expert
11:11 The 5 F’s: The Cliffsnotes Version
17:00 Workplace Hierarchy: We’re All Equal, Just Filling Different Roles
19:55 Advice For Young Leaders
23:35 Showing Impact and Making Your Mark: Embrace Uncertainty
27:30 Predictions & Embracing Uncertainty
30:35 Consistency
31:38 Navy Seals: Running But Not Knowing The Distance
33:20 “Nerd-ery for Sales History”
36:03 Too Many Choices: Making Decisions Harder? + Negative Reviews & The View Of Perfection
41:25 “Salespeople Are Coin Operated” - If You’re Doing It Wrong
42:49 Todd’s Prediction: The Great Resignation & Knowing Your Work Matters
48:43 Where did “Nerd-ery” Come From?
50:45 Feature Benefit Selling
54:37 “Extreme Firmographic Focus”
Get In Touch with Todd!
Todd’s Website: https://toddcaponi.com/
Todd’s LinkedIn: Todd Caponi - Founder, Speaker & Workshop Leader - LinkedIn
Todd’s Books:
The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results
The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results
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