Sales Short: Those Who Can’t Sell, Teach?

Sales Short: Those Who Can’t Sell, Teach?

by | Apr 12, 2022 | Blog

Do the people who say, “those who can’t sell, teach” also believe that only top-performing salespeople can be good sales leaders? Sprung from George Bernard Shaw’s quote from 1903, “Those who can, do; those who can’t, teach.” there’s a bubbling trend of...
Sales Leadership Short: Where Are You Headed?

Sales Leadership Short: Where Are You Headed?

by | Apr 11, 2022 | Blog

Sales Leadership Short: Where Are You Headed? This may sound obvious – but how does your leader know where to take you if you haven’t told them where you wanna go? The turning point for my entire career was a 20-minute car ride with my CEO, sixteen years ago. I...
When Did Cold Calling Begin – A New Discovery

When Did Cold Calling Begin – A New Discovery

by | Mar 25, 2022 | Video

A recent find has provided a new perspective on the beginning of telephone cold calling. When you Google it – one article has it beginning…before the telephone was even invented (duh!), and most others point to the 1950s. However, there was a company...
The Best Way to Handle Sales Objections?

The Best Way to Handle Sales Objections?

by | Mar 16, 2022 | Blog

The best way to handle sales objections? I believe there are two approaches. The first, at the highest level, is to listen when they come up, empathize, respond, confirm and proceed. There are a gazillion articles and resources to dive into how to do this most...
Todd Caponi
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