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Todd’s Articles
Help The Buyer Predict…That’s The Job
Let’s work this whole sales thing backward for a moment. Picture this. You’re considering buying something of substance. Do you make said purchase when (a) you were convinced to buy it, or (b) when you’ve made a prediction where the conclusion is, “Yes, this is the...
Influencers a Salesperson Must Follow – In 1922
It's a new year...a time when a number of publications and companies post their perspective on who are the most worthy of your precious follows in the sales world. Feeling left out, I’ve taken it upon myself to make a list. I’ve done the homework. I’ve done the...
It’s All Grown Up – The New ToddCaponi.com
I once knew a guy who was a senior-level exec at a technology company. He commuted 100 minutes each way every non-travel day into the city to his job. Most days, 2pm was “Advil time”. He didn’t sleep enough. He certainly wasn’t exercising enough. Sounds awful,...
Rethinking SaaS & Services Negotiations
Before moving into sales leadership, something about the sales process always stuck in my craw. I don’t know what a craw is, actually, but here was that something: Why do I need a different personality to negotiate a deal than I need to sell it? Think about it....
Things To Consider Before Increasing Prices
Considering raising your prices? I recently had an interaction with someone who has their ear to the SaaS community, and the buzz on the street is that, “Price increases! I think we're going to see a LOT of these next year.” Before you pull the trigger, make sure...
Who are you serving?
"He profits most who serves best." Arthur Sheldon, speaking in 1910 at the first convention of the National Association of Rotary Clubs of America in Chicago, discussed a shift taking place in the world of business: “The...
The Power of Transparency in Startupville
Last week, I spent some time with a pile of early-stage founders along with some early employees - talking all things building & generating revenue capacity. Surprisingly enough, we talked about the power of transparency. But then the question, “What should we...
From Zoom Fatigue to “In-Person Fatigue”?
The world turned, and we all went home. You don’t need me to tell you how those first few months looked - but they looked a lot like this… We were (and still are) spending a lot of time looking at a green light. We didn’t know where to look. We didn’t know when it...
Need 25 Quotes On Selling With Honesty, Service & Transparency from 1900-1925?
In the early part of the 20th century, the sales profession wasn't just trusted and respected, it was admired! There are many reasons why: First, sales was viewed as the cog between manufacturing and the success of the entire country during the progressive era of...
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