Shows
How I Started PodcastEp. 12: Todd Caponi - Journey from Sales Leader to Author, Speaker, and Sales HistorianIn this episode of How I Started, host Andrew Kappel interviews Todd Caponi, author of The Transparency Sale and founder of Sales Melon, a sales training and keynote business built around behavioral science and honesty in selling.Todd shares his unorthodox journey—from tech sales rep to SVP of Sales, to CRO of Chicago’s fastest-growing tech company, and eventually quitting to write a book after a surprising buyer behavior study changed his worldview. He explains how embracing transparency in sales not only feels better but actually improves conversion rates.Todd also dives into his roll...2025-07-1131 min
The Prepared SellerHow to share pricing early w/Todd Caponi | Prepared Seller Moment | Ep 051"Transparency sells better than perfection" Todd Caponi.
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Get the Book: "The Work before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition" here or lis...2025-01-0406 min
The Good Advice Podcast: Do Business Better with Blake Binns2024s #5 Most Downloaded: Todd CaponiWe start off our 2024 wrap-up with our #5 most downloaded episode of the year with... Todd Caponi! Todd Caponi is the author of the Transparency Sale. He is a self-described sales history nerd, and in this episode he explains the value of candid, transparent selling.
Get a copy of the Transparency Sale:
https://www.amazon.com/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801
This episode is sponsored by Equity Business Solutions. Do you want to make sense of the numbers for your business? From equity, to liabilities and assets, to understanding cash flow... some...2024-12-1328 min
Daily Sales Tips1827: Are We Rewarding the Sales Discounter? - Todd Caponi"Maybe it's time to rethink how we compensate salespeople." – Todd Caponi in today’s tip 1827. Learn more about Todd at DailySales.Tips/1827 Have feedback? Want to share a sales tip? Email: scott@top1.fm 2024-11-1403 min
Daily Sales Tips1822: Losing for the Same Reason Over and Over? Embrace It! - Todd Caponi"If you're going to win, great. If you're going to lose, losing really, really fast is the second best thing." – Todd Caponi in today’s tip 1822. Learn more about Todd at DailySales.Tips/1822 Have feedback? Want to share a sales tip? Email: scott@top1.fm 2024-11-0705 min
The Quarterback DadCastExploring Transparency in Leadership and Family with Todd Caponi - Speaker, Author, and Sales ExpertSend us a textIn today's episode, we welcome Todd Caponi, a celebrated author and sales leader, who joins us to unravel the profound intersection of professional success and family life. Thanks to Keith Weightman for introducing us to Todd to make today's episode happen. Also, we should give some love to last week's guest (Matt Green), a sales nerd like Todd and me.Todd's personal anecdotes reveal the unique challenges and rewards of homeschooling his children alongside his wife, while maintaining an influential career in sales leadership. Todd's reflections on his father's charismatic influence in...2024-10-031h 00
The Rural Sales Show#72 What The History Of Sales in the early 1900s Can Teach Us w/ Todd Caponi“True salesmanship is the science of service. Grasp that thought firmly and never lose grip.” Arthur Sheldon 1903
Todd Caponi is the author of the 3x best-book-award-winning and international best-seller, The Transparency Sale, and his new bestselling book, The Transparent Sales Leader. Todd is a multi-time C-Level sales leader, a behavioural science and sales history nerd, and has guided two companies to successful exits. He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as President of Sales Melon.
We talk about what the importance of honesty and transparency in sale...2024-09-1954 min
Sales Leadership PodcastEpisode 291: Todd Caponi, Founder of Sales Melon: Closing a Deal isn’t the Finish Line…It is the Starting Line: The Power of Transparency in Negotiations.Todd Caponi is one of the most downloaded guests in the history of this podcast. Todd first joined the show to share the power of transparency in sales. He rejoined a couple of years later to share his insights around the power of transparency in sales leadership. And today Todd shines the power of transparency in a crucial element of any sales process: Negotiations. Todd shares how we DON’T have to act like a hostage negotiator to get a deal done and why it is important to remember that the negotiation process shouldn’t turn a partnering relationship into...2024-08-1659 min
Make It Happen Mondays - B2B Sales Talk with John BarrowsTodd Caponi: Lessons from Sales History to Predict the Future of Sales SuccessTodd Caponi—renowned sales historian, keynote speaker, sales & leadership trainer, and author of "The Transparency Sale" and "The Transparent Sales Leader" joins John Barrows as they dive deep into sales history, transparency, and problem-solving. They discuss the importance of authenticity, the impact of historical sales philosophies, and actionable strategies for modern selling.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John o...2024-07-291h 00
MarketPulse: Pros & PioneersTransparent Sales: Lessons for Modern Marketers | Todd CaponiEnjoying the Show? Share Your Experience!In this episode of MarketPulse: Pros and Pioneers, we're excited to host Todd Caponi, a renowned sales expert and the Principal of Sales Melon LLC. Todd Caponi is the author of the acclaimed books, The Transparency Sale and The Transparent Sales Leader. With a background as a multi-time C-Level sales leader, Todd is known for his deep dives into behavioral science and sales history, making him a unique voice in the sales and marketing world.Join us as Todd shares his groundbreaking insights on transparency in sales. Discover why...2024-07-1732 min
MarketPulse: Pros & PioneersTrailer | Transparent Sales: Lessons for Modern Marketers | Todd CaponiEnjoying the Show? Share Your Experience!Transform Your Marketing with TransparencyAttention all marketers and business owners! 📢Don't miss our upcoming episode of MarketPulse: Pros and Pioneers on July 17th at 3 PM UK time! We’re thrilled to have Todd Caponi, the transparency sales expert and author of The Transparency Sale, join us to share his invaluable insights.In this episode, Todd discusses:The power of transparency in sales and marketing.Why understanding deal losses can transform your strategy.The risks of overusing AI in customer interactions.Get r...2024-07-1201 min
Field Sales Leadership Guide28. Build Your Framework for Growth: Todd Caponi on Transparency, CRM, and Data-Driven Sales StrategiesWe are joined by Todd Caponi, a sales leader and the mind behind The Transparency Sale and The Transparent Sales Leader. Todd dives deep into his unique strategies for building successful sales teams through transparent methodologies and data-driven strategy.Discover the power of embracing losses as learning opportunities, leveraging structured frameworks to maximize revenue, and the importance of understanding customer behaviors. Todd also highlights the need for effective CRM tools and a data-driven approach to ensure long-term success in sales leadership.Episode Highlights:00:21 Meet Todd Caponi01:37 The Power of...2024-07-0948 min
No Nonsense SalesBuyers know more nowadays: Todd Caponi, Sales MelonWhat can books about sales from over one hundred years ago possibly teach us about modern sales? As it turns out, quite a lot. Todd Caponi, Founder at Sales Melon, joins Tom Boston on the show this week. Todd’s a self-confessed sales nerd/historian, so it’s no surprise that he brought some of his sales treasures from the past for this recording. Learn more about your ad choices. Visit megaphone.fm/adchoices2024-04-2423 min
Inside: Sales EnablementISEs3 Ep14: Todd Caponi - Sales History Nerd + Transparency Evangelist @ Sales MelonWelcome to OrchestrateSales.com‘s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.Mark Twain - the PIONEER of Sales Enablement who empowered a LITERAL customer facing frontline of 10,000!?!!!On ISEs3 Episode 14, Erich Starrett is out-history-nerded ENTIRELY when he is joined in the Orchestrate Sales studios by Sales Melon's Todd Caponi. Todd is not only an aficionado (and collector!) of SALES history, he is a man on a mission to further a movement towards sales TRANSPARENCY. Thi...2024-04-2039 min
Profit Powerhouse23 - The Power of Empathy in Sales and Leveraging Knowledge for Success with Todd CaponiYour host, Glenn Poulos, talks with the Founder, Speaker, and Workshop Leader, Todd Caponi. One of the most intriguing discussions with Todd revolved around a pivotal research study he conducted with Northwestern University. The study unearthed a counterintuitive insight: buyers often bypass five-star reviews and are drawn to negative reviews first. This behavior suggests that products with less-than-perfect reviews can sell at a higher conversion rate than those with flawless ratings. The lesson here is clear—transparency sells better than perfection. This revelation inspired Todd to pen a book on the subject, providing a fresh perspective on the role of...2024-02-0731 minThe Good Advice Podcast: Do Business Better with Blake Binns#391 - The Transparency Sale with Todd CaponiSales is a game most business owners would rather not play. Lead with value. Don't give away too much. Don't say the price first. Handle objections. The list goes on and on and at the end of the day... the sales game ends up being so exhausting!
So what's the secret to great sales? Maybe it's less about smoke and mirrors and all the more about transparency -- transparency about what you're good at, what you can deliver on, and shockingly, even transparency around price.
Todd Caponi joins the show as the author of The Tr...2024-02-0629 min
Negotiate AnythingNegotiation Strategies: Todd Caponi on Authenticity and SuccessRequest A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/Join Kwame Christian as he welcomes negotiation maven Todd Caponi to the "Negotiate Anything" podcast for a riveting discussion on the art of transparent negotiation. In this episode, Todd delves into his revolutionary sales philosophy, drawing from his seasoned experience in technology sales leadership and his deep understanding of behavioral science. Together, Kwame and Todd unpack the four levers of negotiation—volume, timing of cash, length of commitment, and timing of the deal—to illustrate successful outcomes that hinge on clarity and...2024-01-0544 min
Selling From the Heart PodcastTodd Caponi - Transparency and Trust in SalesTodd Caponi is the author of the award-winning best-seller, The Transparency Sale, and the new award-winning book, The Transparent Sales Leader.Todd is a multi-time C-Level sales leader, a behavioral science and sales history nerd, and has guided two companies to successful exits.He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as Principal of Sales Melon LLC.SHOW SUMMARYTodd Caponi joins the Selling from the Heart Podcast to discuss the importance of transparency in sales and leadership...2023-12-0931 min
The Influential Communicator[EP.95] The Art of Transparent Negotiation with Todd CaponiThe Art of Transparent Negotiation with Todd Caponi:In the world of sales, “negotiation” is often taught using outdated, sleazy and trust breaking tactics. The truth is, negotiation isn't just about crunching numbers and closing deals. It's about focusing on the human being behind the prospect, transparency and creating a win-win scenario for both parties. Enter the legendary Todd Caponi.In this week’s episode, he’s here to show you the way and reveal how transparency can be your...2023-11-2156 min
The Prepared Seller001 | How Transparency Helps Account Executives Sell More w/ Todd Caponi, The Work Before the Work Podcast001 | How Transparency Helps Account Executives Sell More with Todd Caponi
In this episode of The Work Before the Work Podcast, Paul M. Caffrey is thrilled to welcome Todd Caponi to discuss how transparency helps Account Executives sell more.
Todd Caponi is a 7x Sales Leader, 2x Best selling author of "The Transparency Sale" and "The Transparent Sales Leader", a keynote speaker & esteemed member of the National Speakers Association.
Tune in as we dive deep into:
How transparency sells better than perfection
How to make cold outreach standout
Pricing framework & presenting pricing
Achieving for...2023-11-1052 min
Revenue JamEp. 36- Scale Through Skill, NOT Headcount l Sales & Stuff & Things w/ Matt Green, Sam McKenna, & Todd CaponiThis session of Sales and Stuff and Things discusses how revenue organizations can scale through developing seller skills, rather than solely through adding more headcount. The guests provide historical context on why sales leaders often default to hiring more, despite data showing skill development is needed. They outline essential modern seller skills like decision science, writing, active listening, and empathy.Main Discussion Points- Many sales leaders are not formally trained for their roles, so they default to hiring more reps rather than prioritizing enablement (Sam McKenna)- Throughout history, sales training and education...2023-10-2058 min
Made for ImpactUnderstanding the importance of transparency In sales with Todd Caponi"If the truth won't sell, don't sell it, it really starts with this idea that in every single interaction, we either build trust or erode trust.” In 2010, Todd Caponi had a big career opportunity when he was asked to lead the central region of a rising company called ExactTarget. Initially, Todd was hesitant due to family responsibilities and career changes, but after visiting the company and meeting the team and CEO, he decided to seize the opportunity. This decision had a major impact on Todd's career, and he is now known as a successful sales lea...2023-07-2728 min
Closing Time: quick insights from sales & marketing expertsWhy Typical Sales Presentations Don't Work (& What Will) -- with Todd CaponiWhy do most sales presentations fail? Because the traditional presentation choreography, used by so many organizations around the world for many years, runs opposite to how our brains engage and decide. They polarize rather than build consensus. In this episode of Closing Time, Todd Caponi will explore why the traditional presentation choreography doesn't work, how to make a better sales presentation, and how to use story-based selling to better choreograph your presentations to compel your audience to buy. (hint: it involves reality makeover TV). Watch the episode on YouTube. Want to be...2023-07-2013 min
B2B EQSales Is Service - Todd Caponi - B2B EQ - Episode # 22Not having 5 star reviews, turning away leads, and telling prospective buyers the problems they might face with your solution seem like foolish mistakes for a business, but may actually be the key to your sales success. This week, we have the honor of being joined by a sales strategist with a focus on transparency. Please give a warm welcome to the Host of “The Sales History Podcast”, Author of “The Transparency Sale” and “The Transparent Sales Leader”, Founder of Sales Melon, Todd Caponi! Todd and Tim join forces to share must-knows for any sales leader. They’ll discuss the dangers of onl...2023-07-1449 min
Rev-Up Sales036 - Throwback Episode: Selling in Uncertain Times with Todd CaponiVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.Welcome to episode 36 of the RevUp Sales podcast. Today I'm thrilled because one of the first guests we had on this show is back, and he is going to be sharing some insights on a really exciting and relevant topic. Todd Caponi is with us today to talk about selling in uncertain times.Todd has been enamored with behavioral and decision science research since he can remember.He has combined that with his love...2023-06-211h 03
Recruiting Better with Ben BrowningHow to be Honest in Sales and Recruitment with Todd CaponiWelcome back to another episode of Recruiting Better, with me, Ben Browning.
On this episode I’m joined by the excellent Todd Caponi, author of two award-winning books on transparency.
Todd and I talked about the importance of transparency in sales, and why transparency sells better than perfection.
Todd's lessons include:
Marketing yourselves through messaging
Transparent negotiations, and
Motivating your teams with fun.
This podcast is sponsored by Search Stack, the digital marketing agency that’s levelling-up the recruitment industry. To learn more about our sponso...2023-06-2057 min
TheInquisitor Podcast with Marcus CauchiTodd Caponi: Is it a Case of History Repeatin’? What you are probably doomed not to learn!Ultimate transparency nerd, sales historian, collector, author, teacher of many of the world's most successful sales producers, Todd Caponi is my guest on this week's episode #481.
We dive deep into the history of sales, exploring its cyclical nature from being trusted and respected to being terrible and back again. We shed light on the striking similarities between the current economic situation and that of 1921-23, emphasising the need for salespeople to adapt and embrace new strategies in a rapidly changing world.
A Mirror to the Past: Comparing the current economic situation to 1919-1922, with high salesperson...2023-05-1742 min
Closing Time: quick insights from sales & marketing expertsHow To Navigate the Increasingly Complex B2B Buyer's Journey -- with Todd Caponi80% of a B2B buyer's time is spent researching products and evaluating options independently, and only 20% is spent meeting with a sales rep. As information sharing becomes more readily available for buyers, will the salesperson's job eventually become obsolete? In 2015, Forrester predicted that 1 million B2B sales jobs would be eliminated by 2020 because of buyers’ easy access to information. But it never happened. In fact, the opposite happened: B2B sales roles actually grew. In this episode of Closing Time, Todd Caponi joins us to explore the future of B2B sales, why it’...2023-04-1314 min
Live Better. Sell Better.Create Certainty During Times of Uncertainty with Todd CaponiTodd Caponi, the author of The Transparency Sale, joins KD in this throwback episode of the Live Better Sell Better podcast. Living through economic cycles can be scary because of the uncertainty it brings. Todd shares how bubbles look like great opportunities before they burst and why leaders must see economic patterns to create a sense of certainty during uncertain times.HIGHLIGHT QUOTESLeaders must have empathy for the uncertain brain - Todd: "Uncertainty is like kryptonite for our brain. Like literally, when we're uncertain, we don't sleep, we don't perform well, we're less creative...2023-04-1309 min
Rethink The Way You SellTransparent Selling and Leading with Todd CaponiTodd Caponi is the author of The Transparency Sale and The Transparent Sales Leader. He’s speaker, a sales trainer, and someone I wholeheartedly refer to as a sibling in sales. He’s also a total nerd for sales history, and uses the wisdom of the past to reflect on current events.You can find him at https://toddcaponi.com/ or on the socialsLinkedin: https://www.linkedin.com/in/toddcaponi/Twitter:https://twitter.com/tcaponiInstagram: https://www.instagram.com/tcaponi/Here’s what Todd and I dug into o...2023-03-2831 min
The Sales Pro NetworkTodd Caponi - Sales Nerd & Author of The Transparent Sales LeaderJeff Goldberg interview Todd Caponi, Author of The Transparent Sales Leader. Todd Caponi has a long history in sales and sales management. His last book, The Transparency Sale is one of the best sales book of the last 10 years.
Connect with Todd
https://www.linkedin.com/in/toddcaponi/
Find out more about Jeff
https://jgsalespro.com/
Connect with Jeff on LinkedIn:
https://www.linkedin.com/in/jeffgoldbergsalescoach/2023-02-041h 04Closing Time: quick insights from sales & marketing expertsSell More & Discount Less with These Negotiating Skills -- with Todd CaponiDoes the traditional sales negotiation process almost feels like a hostage situation? We build trust and form a relationship, then when the customer says "yes," the gloves come off. As a sales leader, we know you’ve been there. In this episode of Closing Time, sales expert Todd Caponi will provide simple techniques to improve your sales negotiation skills, build trust, and create a better overall sales experience. The result? You’ll discount less and make all of your deals more predictable. Watch the episode on YouTube. Want to stock your bookshelf on us?...2023-01-3117 min
Marketing The InvisibleThe Transparent Sale Leader – In Just 7 Minutes with Todd Caponi
Discover why you shouldn’t diss the bad reviews you get and how it helps you sell better
Find out why perfection isn’t always the best answer in sales
Learn how you can bring transparency and imperfections into your sales
Resources/Links:
Want more tips on how to apply transparency in your selling? Click here: toddcaponi.com
Summary
Do you always feel like your product reviews need to be top-notch and perfect? Do you want to know how to convince prospects to buy your products with transparency?
Perfec...2023-01-1808 minClosing Time: quick insights from sales & marketing expertsHow to Motivate Salespeople in the Era of the “Great Resignation” -- with Todd CaponiTo retain, grow and inspire your sales team, your culture is everything. But how do you motivate a sales team that stays, performs, and advocates in the Great Resignation era? Sales expert Todd Caponi would argue it has to do with maximizing intrinsic inspiration. In this episode of Closing Time, we'll discuss the six categories of sales motivation and inspiration (also referred to as the PRAISE model), along with easily actionable ideas to help you maximize them in any sales environment. Watch the episode on YouTube. Want to stock your bookshelf on us?...2023-01-1017 min
B2B Digital Marketer459 Todd Caponi - Wildly Successful Sales Leader PlaybookIn today\'s fast-paced and constantly evolving business world, it\'s essential to regularly reevaluate and update our marketing and sales strategies. That includes improving or replacing outdated tactics that are no longer working. Trying to push products or services aggressively on potential customers is an old-fashioned approach to selling. Rather than focusing on building relationships, modern sales strategies usually prioritize understanding potential customers. The consultative selling approach works best in today\'s market because it builds trust and helps you develop long-term relationships with customers. It\'s also becoming increasingly difficult for marketers to succ...2023-01-0554 minClosing Time: quick insights from sales & marketing expertsHow To Build a Sales Tech Stack That Works -- with Todd CaponiThe sales tech stack continues to grow and become more powerful. But is that a good thing? Or is it getting in the way of viewing the world through the eyes of the buyer? In this episode of Closing Time, Todd Caponi will use sales history as a guide to optimize our tech stack decisions, talk about building a winning tech stack that’s right for your team, and restore the sales profession to its once-admired roots. Watch the episode on YouTube. Want to stock your bookshelf on us? Enter the give...2022-12-2012 min
Find My Catalyst PodcastThe Transparent Sales Leader - Todd CaponiMy Catalyst this week is Todd Caponi. Many people talk about transparency, Todd embodies it. Todd joins me to talk about his most recent book - The Transparent Sales Leader. And, if you know Todd, you know we will get into some sales history, and practical application. This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below. Show Links Todd's Website Todd on LinkedIn The Transparency Sale on Amazon The Transparent Sales Leader - Kindle is just $2.99 Find My Cat...2022-11-3055 minCatalyst Sale PodcastThe Transparent Sales Leader - Todd CaponiMy Catalyst this week is Todd Caponi. Many people talk about transparency, Todd embodies it. Todd joins me to talk about his most recent book - The Transparent Sales Leader. And, if you know Todd, you know we will get into some sales history, and practical application. This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below. Show Links Todd's Website Todd on LinkedIn The Transparency Sale on Amazon The Transparent Sales Leader - Kindle is just $2.99 Find My Cat...2022-11-3055 minClosing Time: quick insights from sales & marketing expertsThe Science of Sales: What is Clinical Empathy? -- with Todd CaponiWhat is clinical empathy, and how can it help sales professionals increase win rates, improve pipeline efficiency, and remove friction in the buying process? Clinical empathy refers to the ability to feel (and understand) the buyer’s experience. In this episode of Closing Time, Todd Caponi, author of The Transparency Sales, will help us explore the science of buyer empathy and immediately apply these learnings to improve sales processes, outcomes, and the entire buying experience. It’s clinical empathy for the buying brain! Watch the episode on YouTube. Want to stock your bookshelf on us? ...2022-11-2915 min
The Customer Experience Podcast230. Sales As The Science of Service w/ Todd Caponi“Certain words are used in business so thoughtlessly that they have become devoid of meaning: Authentic. Real. Transparent. And there is no one I trust more to rescue them than Todd Caponi.”Those words are from Ethan Zoubek, CRO at Atari. And he shared these words about a fantastic book titled “The Transparent Sales Leader: How the Power of Sincerity, Science, and Structure Can Transform Your Sales Team’s Results”It’s the second book by today’s guest - Todd Caponi. We talked about his first book, The Transparency Sale, here on the podcast back on Episode 90: “Why Transparency...2022-11-2952 min
The Influencer's Edge Podcast with Speaker Paul RossTodd Caponi on Why In Sales, the Second-Best Thing to Winning Is Losing QuicklySales leaders oftentimes prioritize the volume, or quantity, of leads over their quality. They figure that more leads equal more qualified prospects, and more qualified prospects lead to more sales.
It’s simple math!
They measure the volume at the top of the funnel as a measure of the expected results to come out of the bottom. While the math is correct, the logic isn’t.
Sales leaders and their team members know that the most important asset they have to convert to revenue is time. This means that, as a sales leader, you...2022-11-2235 min
Sales POP! Podcasts: Insights from Top Experts in Sales, Marketing, Leadership & More.The Transparent Sales Leader with Todd CaponiTodd Caponi is today's Expert Insight Interview guest. He is a transparency nerd, sales & science amalgamator, sales historian, author, speaker, and trainer. He speaks and teaches revenue organizations on how to leverage transparency and decision science to maximize their revenue capacity - with a focus on messaging (informal and formal), negotiations and leadership. He wrote 3x award-winning books. In today's expert insight interview, Todd and John discuss his upcoming book “the transparent sales leader.”2022-11-0724 min
SaasholesTodd Caponi – Who are the Goats of Sales Gurus?Todd Caponi Sales Guru, Podcast Host and Author of The Transparency Sale joins Pete Jansons and Jamie Carney on the SAASholes Revenue Operations Podcast to talk about Todd Caponi’s Latest Book The Transparent Sales Leader! In the opening clip Pete Jansons asks Todd Caponi what Sales Guru GOAT’s should be on the Mount Rushmore of...2022-11-0500 min
The Sales Pro NetworkTodd Caponi - Sales GuruJeff Goldberg interviews Todd Caponi, Founder, Speaker & Workshop Leader at Sales Melon. He speaks and teaches revenue organizations on how to leverage transparency and decision science to maximize their revenue capacity, with a focus on messaging (informal and formal), negotiations, and leadership.Connect with Toddhttps://www.linkedin.com/in/toddcaponi/Know more about Jeffhttps://jgsalespro.com/Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeffgoldbergsalescoach/2022-11-051h 03
Selling With Flow#9 Todd Caponi - Sales Historian and AuthorTodd Caponi is widely recognised as the foremost expert in the history of sales. He has a deep and encyclopaedic knowledge dating back as early as the 1870'sOn top of this Todd is a two time author of the brilliant books The Transparency Sale and The Transparent LeaderLink to Todd's LinkedIn: https://www.linkedin.com/in/toddcaponi/Link to Todd's books: https://www.amazon.co.uk/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801Todd's Website: https://toddcaponi.com/2022-11-0447 min
Becoming PreferredTodd Caponi – Transparency Sells Better Than PerfectionSEASON: 1 EPISODE: 27Episode Overview:The future of sales is radically transparent. Are you ready for it? Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency.As it turns out, it also leads better, retains better, grows better, and...2022-10-2441 min
Better Presentations More SalesThe 5F Sales Leadership Framework with Todd CaponiThe 5F Sales Leadership FrameworkTodd Caponi is an acclaimed author, speaker and sales leadership professional. He is CEO and founder of Sales Melon, teaching company sales people and leaders and creator of the 5F Sales Leadership Framework.Todds latest book is The Transparent Sales Leader which challenges long-held sales leadership standards and provides an easy to implement framework for today’s sales leaders – you can find out more at toddcaponi.comOn this episode of the Better Presentations More Sales podcast Todd shares an overview of his 5F Sales Leadership Framework for Maxi...2022-09-2639 min
The B2B Revenue Executive ExperienceEpisode 256: Transparent Sales Leadership with Todd Caponi“What do you sell?”
“To who do you sell?”
“Why do your clients buy?”
Many organizations train their individual contributors, but few invest in their most critical asset to success; sales leaders.
As a sales leader, it is your responsibility to get the best out of your team, clear the field, create an environment where you are inspired, and predict the future.
Every sales leader needs a clear structure, process, and method to know in which direction to go.
But what are the actual responsibilities of a revenue-gene...2022-09-2055 min
K2 Sales PodcastThe Transparent Sales Leader with Todd CaponiHow 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 sen...2022-09-131h 07
Outside Sales TalkThe Transparency Sale - Outside Sales Talk with Todd Caponi
Todd Caponi is an award-winning sales leader, author of The Transparency Sale, and the newly published The Transparent Sales Leader. Todd is also the founder, speaker, and workshop leader at Sales Melon and the host of The Sales History Podcast.
In this episode, Todd talks about what it means to be transparent in sales and the power it brings sellers.
Here are some of the topics covered in this episode:
How to do the buyer's homework for them and address objections before they come
Why embracing the truth spee...2022-08-271h 08
The Sales Hacker PodcastThe Elements of a Great Sales Manager with Todd CaponiTodd Caponi, CEO & Founder of Sales Melon and author of The Transparent Sales Manager. Todd is the only guest who has been on two times. Todd joins us live from the This episode would be live from the Chicago Roadshow for Pavillion.Todd is a great consultant, teacher, and trainer of sales. In part one of this episode, Todd is going to talk about some of the key elements that make up a great sales manager.What You’ll LearnHow to be ready for your opportunity when it comes to youTrends in sales tend to...2022-07-2617 minThe Sales Hacker PodcastThe Elements of a Great Sales Manager with Todd CaponiTodd Caponi, CEO & Founder of Sales Melon and author of The Transparent Sales Manager. Todd is the only guest who has been on two times. Todd joins us live from the This episode would be live from the Chicago Roadshow for Pavillion.Todd is a great consultant, teacher, and trainer of sales. In part one of this episode, Todd is going to talk about some of the key elements that make up a great sales manager.What You’ll LearnHow to be ready for your opportunity when it comes to youTrends in sales tend to be cyclical in natureSix things to...2022-07-2617 min
The GTMnow PodcastThe Elements of a Great Sales Manager with Todd CaponiTodd Caponi, CEO & Founder of Sales Melon and author of The Transparent Sales Manager. Todd is the only guest who has been on two times. Todd joins us live from the This episode would be live from the Chicago Roadshow for Pavillion.Todd is a great consultant, teacher, and trainer of sales. In part one of this episode, Todd is going to talk about some of the key elements that make up a great sales manager.What You’ll LearnHow to be ready for your opportunity when it comes to youTrends in sales te...2022-07-2617 min
Sales Leadership PodcastEpisode 188: #187: Todd Caponi of Sales Melon — Transparency > Perfection Every TimeTodd Caponi works with revenue organizations off all sizes worldwide on how to leverage transparency to maximize their revenue capacity. He’s a highly successful sales leader, a sought-after speaker, and advisor to some of the world’s most iconic companies. His first book, the Transparent Sale is a best-seller and won multiple awards. In this episode, Todd rejoins the Podcast to discuss “The Transparent Sales Leader” and how the principles of transparency can help you become an Elite Sales Leader. To learn more about Todd, get his books, or gain access to all of Todd's work head to www.todd...2022-07-1258 min
TheInquisitor Podcast with Marcus CauchiTodd Caponi: How Do Transparent Leaders Thrive In the Best And Worst Of Times?Todd Caponi, releases The Transparent Sales Leader on 5th July 2022. After the success of his best seller The Transparency Sale, Todd realised the depth of the problem in management when none of the 40 strong management team of a tech firm going through hypergrowth had any management training, including the CRO.
We discuss the challenges associated with scaling up, becoming a manager, being successful in the role and having the framework to ensure you always know for certain where you are, your team is, the health of everyone's pipeline. Funny, poignant and informative, this interview is one you...2022-07-0458 min
TheInquisitor Podcast with Marcus CauchiTodd Caponi discusses his new book, The Transparent Sales Leaderhttps://www.amazon.co.uk/Transparent-Sales-Leader-Sincerity-Structure-ebook/dp/B0B23DZHFR/ref=sr_1_2?crid=3A7GNRCR7WXGR&keywords=todd+caponi&qid=1656841120&sprefix=todd+caponi%2Caps%2C60&sr=8-2
https://www.amazon.com/Transparent-Sales-Leader-Sincerity-Structure-ebook/dp/B0B23DZHFR/ref=sr_1_2?crid=3A7GNRCR7WXGR&keywords=todd+caponi&qid=1656841120&sprefix=todd+caponi%2Caps%2C60&sr=8-2
2022-07-0303 min
Live Better. Sell Better.Survive Downturns by Providing Certainty with Todd CaponiThis episode of the Live Better Seller Better Podcast features Todd Caponi, author of The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results. Recognizing patterns of the past provides insights into how best to move forward into the future.Todd gives parallels to economic downturns from previous decades and how we are seeing the same red flags today. He observes a bubble in unicorn startups and advises leaders on how to provide their people with the most certainty possible to survive the incoming slump. HIGHLIGHTSSales t...2022-06-1343 min
Startup Selling: Talking Sales with Scott SambucciEp. 144: Sales Labor Market Supply, Demand & What's Ahead: A Conversation with Todd CaponiIn this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd Caponi is the author of the 3x best-book-award-winning, The Transparency Sale, a speaker & workshop leader as Founder & CEO of Sales Melon LLC, and the Managing Director of Chicago’s VentureSCALE. Todd is also a multi-time C-Level sales leader, a behavioral science nerd, and has guided two companies to successful exits. Some of the topics that we covered are: State of the Sales Economy Inflation of Hires and Roles Labour Demand Labour Supply 2022-06-0750 min
The 20% Podcast with Tyler Meckes88: The History of Sales with Sales Historian, Todd CaponiWe are taking a trip down Sales History Road with this week’s guest, Todd Caponi. The real question is, what doesn’t Todd do? He is the Founder of Sales Melon, where he is a speaker and workshop leader, is the author of The Transparency Sale and the Transparent Sales Leader. He is also the Host of The Sales History Podcast where he brings guests incredible stories from the sales profession dating back to the late 1800s and early 1900s. At that time, Sales was actually a sought after career.
We covered so many topics on toda...2022-04-251h 10
Transformed SalesEmbracing Transparency to Sell Better with Todd CaponiGet FREE Sales Leadership Resources at go.transformedsales.com/podIn this episode of the Science of Selling STEM, I interviewed Todd Caponi, the Founder, Speaker and Workshop Leader at Sales Melon. Todd is the author of a three time best book award winning and international best-seller, “The Transparency Sale”. He is a multi-time sea-level sales leader, behavioral science and sales history nerd. He’s guided two companies to successful exits. His next book, “The Transparency Sales Leader” is planned for the Spring of 2022. Todd built the revenue capacity of a tech company from the ground-up i...2022-02-2335 minField Sales UnscriptedEmbracing Transparency to Sell Better with Todd CaponiGet FREE Sales Leadership Resources at go.transformedsales.com/podIn this episode of the Science of Selling STEM, I interviewed Todd Caponi, the Founder, Speaker and Workshop Leader at Sales Melon. Todd is the author of a three time best book award winning and international best-seller, “The Transparency Sale”. He is a multi-time sea-level sales leader, behavioral science and sales history nerd. He’s guided two companies to successful exits. His next book, “The Transparency Sales Leader” is planned for the Spring of 2022. Todd built the revenue capacity of a tech company from the ground-up i...2022-02-2335 min
Evolvers160: The Importance of Trust and Transparency in Driving Sales Success in 2022 and Beyond w/Todd Caponi (Author/Sales Performance Consultant)When it comes to what makes a seller and sales leader successful, there is one key ingredient that makes all the difference in today's market, and that is trust and transparency.
In this interview with award-winning author of the Transparency Sale and sales performance consultant Todd Caponi, we discuss his groundbreaking research on the importance of transparency to driving sales success, and how setting and meeting expectations and embracing your "flawesomeness" can make all the difference in winning that big deal. Even more, we explore not just how trust and transparency can drive better seller performance, but h...2022-02-1544 min
Rev-Up Sales002 - Sales Leadership with Todd CaponiVisit https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.Today we have Todd Caponi on the show. Todd is a sales leader, author, speaker, guru, and sales historian. He’s always been really enamored by the behavioural science of how human beings make decisions. As he moved into sales leadership, he found that behavioural science had a big impact on his career and the way that he treated people, especially clients and prospects. A couple of years ago, a crazy research study led hi...2022-02-0240 min
The Why And The BuyIntegrity Sells with Todd Caponi"If the truth won't sell it, don't sell it." This is the favorite quote of today's guest. This is also the second to last episode of podcast, and the final interview. So Jeff reached out to his brother from another sales mother Todd Caponi to have that honor. Todd has written the book on transparency in sales. In fact he's written two. So it's no surprise that the conversation leans into integrity in selling. Why is it so important? It feels good to honest and trustworthy, it helps the sales profession, and more importantly, it sells better.2021-12-2244 min
Breaking B2B - B2B Marketing & Demand Generation Podcast#199 The Power Of Transparency For StartUps - Todd Caponi👉 What does transparency mean when it comes to business?
Todd Caponi is the Author of Best-Selling Book: The Transparency Sale. He's also a speaker & workshop leader as Principal of Sales Melon LLC
👉 Listen to Todd & Sam discuss their experiences as they provide tips and tools that you can utilise, to skyrocket your own sales & biz! - In this episode they cover:
👉 Which aspects of business should it be applied to?
👉 How leading with your flaws can speed up your sales cycle
👉 Why transparency drives more sales than perfection
📙 Grab Sam's Latest Book: http://websiteleadgenbook.com/
🌐 Web Choice
For Your FREE digital marketing ass...2021-12-2037 min
Sell By Being HumanWhy It's Better to Be Transparent, Not Perfect - Todd Caponi, Author, The Transparency SaleSummary:Todd Caponi fell into sales, then fell in love with the decision science surrounding it. He turned that into a career encompassing multiple sales leadership roles. He's building the revenue capacity of one tech company from the ground-up into Chicago’s fastest-growing, another where his efforts helped drive the organization to a successful IPO followed by an acquisition worth almost $3B, and another where his turnaround efforts were rewarded with the American Business “Stevie” Award for Worldwide Vice President of Sales of the Year. He left his role as the Chief Revenue Office...2021-10-2753 min
Sales Enablement PRO PodcastBook Club: Todd Caponi on the Power of Transparency in SalesOlivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast, I’m Olivia Fuller. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their role.
When most people think about the act of selling, they often think that it’s all about making something seem desirable to motivate someone to buy it, but what if it was actually about the opposite? This is an idea that Todd Caponi explores in his book...2021-09-0100 min
Sales Enablement PRO: Book ClubBook Club: Todd Caponi on the Power of Transparency in SalesOlivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast, I’m Olivia Fuller. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their role.
When most people think about the act of selling, they often think that it’s all about making something seem desirable to motivate someone to buy it, but what if it was actually about the opposite? This is an idea that Todd Caponi explores in his book...2021-09-0100 min
Make It Happen Mondays - B2B Sales Talk with John Barrows230: Todd Caponi on Radical Transparency to Build Trust in SalesTodd Caponi joins John once again on Make It Happen Mondays almost 2 years after his first appearance (Episode 112) to talk about radical transparency and leading with one’s flaws in sales. “Perfection isn’t a thing”, and Todd goes on to explain why talking about what you can’t do or don’t have can actually create a stronger foundation for a relationship in sales. This episode includes tactical ideas you can utilize to build trust and reduce sales cycles. Grab your copy of Todd Caponi’s “The Transparency Sale”, one of John’s favorite books, and pre-order his upcomin...2021-08-091h 07
The Sales Technology PodcastEp 184 Todd Caponi - The Transparency SaleBuyers are more empowered and knowledgeable than ever before. The voice of your customer holds more weight than ever before. What does this mean for sales professionals?Todd Caponi, Author of The Transparency Sale, talks about the power of transparency and how great sales professionals understand how vital it is to a successful customer relationship. Listen in on David and Todd’s conversation and walk away with true insight on how to become more transparent with your prospects and customers!NEW Research Report Sales Development Benchmarks 2021. Grab full report here: https://tenbound.my...2021-07-3045 min
Growth Enablement MadnessFinding Business Purpose Post-Pandemic (feat. Todd Caponi, Sales Author & Thought Leader)In case you’ve been living under a rock, the COVID-19 pandemic caused rampant disruption within the business community. As offices closed and some employees began to work remotely, businesses rapidly began looking for ways to compensate for the uncertainty impacting everyone’s lives.Industry expert, author, and thought leader Todd Caponi says that we’re now in an era where the emotional cost of change is “zero.” Changing jobs is like changing your cable provider. So, how do businesses create a work environment that matters to their employees?In this episode of the Growth Enablement...2021-07-1338 min
Leading2SalesThe Transparency Sale with Special Guest Todd Caponi!Join us as we host special guest Todd Caponi to discuss The Transparency Sale!
Todd fell into sales, then fell in love with the decision science surrounding it. He turned that into a career encompassing multiple sales leadership roles, including building the revenue capacity of one tech company from the ground-up into Chicago’s fastest-growing, another where his efforts helped drive the organization to a successful IPO followed by an acquisition worth almost $3B, and another where his turnaround efforts were rewarded with the American Business “Stevie” Award for Worldwide Vice President of Sales of the Year.
His first book, The Tr...2021-05-1745 min
The Talent, Sales & Scale PodcastHypergrowth Banter - Todd CaponiThe magnificently talented and insightful Todd Caponi joins Bryan Whittington for another episode of "Hypergrowth Banter"
Todd and Bryan break out the white board for a comprehensive session on motivating sales professionals and much more!
Todd's LinkedIn: https://www.linkedin.com/in/toddcaponi/
Todd's website: https://www.transparencysale.com/
Bryan's LinkedIn: https://www.linkedin.com/in/brywhittington/
ebs/growth's Website: https://ebsgrowth.com/2021-02-2027 min
The Buyer Enablement PodcastEP6 Transparency Sells Better Than Perfection with Todd Caponi of The Sales MelonABOUT TODD CAPONI For as long as I can remember, I have been enamored with behavioral and decision science research. Combine that with my love for sales methodology/philosophy and learning theory, I've opened doorways to simple solutions to everyday sales, leadership, and learning challenges. So, that's what I do: speak, teach, and write - in hopes of making the sales profession considerably more respected while making the B2B buying journey a more confident and frictionless experience.
ABOUT THE SHOW The biggest problem facing businesses today is not a selling problem it's a buying problem. Simple t...2020-12-2849 minThe Talent, Sales & Scale PodcastEpisode 36 - Todd Caponi - How to leverage technology while practicing clinical empathy, building trust based relationships to build a great culture and scaling the smart wayEpisode 36 of The Talent, Sales & Scale Podcast is live! Host Bryan Whittington is joined by Todd Caponi, Founder at Sales Melon. Todd is also the author of the best selling book "The Transparency Sale". Bryan and Todd go over some very interesting topics on this episode including:
-the meaning of clinical empathy in sales
-narrowing your target market to truly scale
-embracing extreme transparency to build relationships based on trust
The Transparency Sale: https://www.amazon.com/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801
Todd's Linkedin: https://www.linkedin.com/in/toddcaponi/
To...2020-12-091h 05The Why And The BuyDriving Sales Engagement with Todd CaponiHappy salespeople who are recognized for their efforts and working in a tight knit group, produce better results and want to stay where they are and keep doing it. That's the summarized message of today's guest Todd Caponi, speaker, sales leader, methodology master and author of 'The Transparency Sale.' Jeff and Christie speak with Todd about building intrinsic motivation with sales reps and how doing so means they are better rewarded financially, have a passion for what they do and create happier clients in the process. And Todd has a road map to do that. His "6 F...2020-10-2132 min
Decision PointThe Future of Sales is Transparency with Todd CaponiIt’s our nature as salespeople to sell prospects on what’s good about our service or product. But what if you started the sales conversation by sharing what isn’t? It sounds counterintuitive, but Todd Caponi, author of The Transparency Sale, believes that being open about the things you’re giving up in order to be great at your “core” is the key to sales success. While serving as the Chief Revenue Officer of Chicago's PowerReviews, Todd learned how reviews & feedback are changing the world of B2B selling - you can no longer hide your flaws and ex...2020-10-1930 min
No BS Sales School89: Why Transparency Matters with Todd CaponiTake a listen to Todd Caponi, author of The Transparency Sale. Todd shares his take on why transparency matters in dealing with prospects and customers. His beliefs about sales and negotiation very closely mirror those we share here at No Bs Sales. He's an experienced sales guy, an awesome guest, and definitely No BS! Here are all the places you can find Todd: LinkedIn: https://www.linkedin.com/in/toddcaponi/ Twitter: https://twitter.com/tcaponi The Transparency Sale on Amazon www.transparencysale.com
2020-10-1429 min
The Sales Engagement PodcastPart 2: Throw Out Your Pre-Recession Message & Create a Fresh One w/ Todd Caponi82% of us seek out the negative reviews first. We mostly ignore the 5-stars and scroll down until we see some 2-star reviews. What does that mean for us in a recession? In this episode, we interview Todd Caponi, author of The Transparency Sale, about how sales should cope in a recession. What we talked about: -Why a 4.3 rating sells better than a 5.0 -The 2 human responses toward spend in a recession -Throw out your old messaging & pivot this way -Loneliness is a serious health risk Check out these resources we mentioned during the podcast: -Todd’s virtual series for Sales Assembly -2...2020-07-0154 minThe Sales Engagement PodcastPart 1: Transparency & Confidence Are Negotiation Partners w/ Todd CaponiIt sounds counterintuitive to sell based on what’s not great about your product. In a downmarket, though, people are craving predictability. Transparency about your product boosts trust like crazy. In this episode, I interview Todd Caponi, Founder and Speaker at Sales Melon, about transparent negotiation and how to approach a downturn. What we talked about: -Leading with the negatives -The 4 ways to give discounts during negotiation -Your best downmarket sales strategy -What extreme firmographic focus means for your reps Check out this resource we mentioned during the podcast: -Todd’s book is The Transparency Sale For more engaging sales conv...2020-06-3029 min
Modern Sales - B2B Selling Podcast130 - [Interview] Radical Transparency In Negotiation with Todd CaponiWould you show your cards to the dealer during a game of blackjack? That's what Todd Caponi thinks you should do in your next sale, including your negotiation process. In this episode, you'll learn why it's best to expose your flaws openly, how it'll help you build trust, and how to use radical transparency throughout the sale.Connect with Todd:Todd Caponi's LinkedInTransparency Sales WebsiteWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/todd-caponi---Get a...2020-06-0438 min
The Marketing Book PodcastTodd Caponi: Authors in Quarantine Getting CocktailsAuthor Todd Caponi returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, "The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results," sales visionary, keynote speaker and bestselling author Todd Caponi joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Palatine, Illinois, how he has adjusted his business offering to make him busy again, and why being transparent with buyers is the most effective approach (according to...2020-05-131h 02
Outbound SquadHow feelings drive your prospect's decisions with Todd CaponiTodd Caponi is the author of the best-selling book, The Transparency Sale. At his company, Sales Melon, he trains and speaks to some of the top companies around the world about how to use science and psychology to increase their sales. He's also a 7x sales executive and brings in a ton of great experience from his past roles.In this episode, we talk about empathy, how people are wired to resist being sold, and why feelings drive your prospect's decision-making.Connect with Todd on LinkedIn, check out the Transparency Sale here, and check out...2020-05-1257 min
Startup Hypeman: The GOAT to Market ShowS13E4: How To Sell During A Downturn with Author and Speaker Todd CaponiIt's quarantine season.There's widespread fear, the market is tanking, people are tightening up their wallets, and tons of uncertainty in the air.If you're like me, then your sales have been affected in some way.So what do you do about it?Do you cower in fear?No -- you dive in headfirst and figure it out.Todd Caponi is the author of the best-selling book The Transparency Sale, and Managing Director at VentureScale by Sales Assembly....2020-04-121h 19
Hey Psyche, how do I?#1 Selling with Transparency ft. Todd CaponiImagine going into your next sales pitch, standing up at the front and then telling your potential customers, everything that your competition can do better than you; you're probably thinking why would you do that? Well you'd be surprised at the outcome of this story, along with why selling with true transparency on your flaws, as well as your strengths, can help increase your sales.
In the first episode of the second series of Not Another Sales Podcast, I'm joined by Todd Caponi; Author of The Transparency Sale | Speaker, Trainer & Consultant | Managing Director at VentureSCALE.
...2020-03-1740 min
Belkins PodcastInterview with Todd Caponi, a Managing Director of Chicago’s VentureSCALE.Today’s guest is Todd Caponi - the author of the award-winning & international best-seller, The Transparency Sale. He's also a speaker & workshop leader as Principal of Sales Melon LLC, and Managing Director of Chicago’s VentureSCALE.
Michael and Todd talk about: how C-level executives prioritize their work with inbox, what is the most important part of a cold email, and how content helps in nurturing sales.
Enjoy listening!2020-02-2632 min
Sales Strategy & Enablement by Revenue.ioSales and Honesty, with Todd CaponiTodd Caponi, author of The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results, joins me on this episode.KEY TAKEAWAYS
Todd Caponi has five hopes for sales in 2020. The first hope is the death of the “Death of sales” trope. Cold calling is still important. Sales employment has grown.
Classroom training is ineffective. Todd offers solutions. There should be learning every day on the job. Andy talks about the curated book club he offers to companies. Todd advises learning to be a “buyer journey sherpa.”
Todd’s second hop...2020-01-301h 03