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Why does sales exist the way it does?
Why does sales exist the way it does? Despite knowing I could ask Todd Caponi for a sales history lesson, I keep asking myself this question. Why? This morning, Justin Clifford posted this question above on LinkedIn and I love it. My answer? Well, I started writing...
Sales Prospecting Fundamentals – From Sales History
Sales Prospecting Fundamentals - From Sales History How often have you heard how many touches it takes to reach a new prospect? How often have you heard that cold calling is interruptive? How often have you heard that surface-level objections hide the true...
Sales Leadership: Why Celebrating Losses Wins!
Sales Leadership: Why Celebrating Losses Wins! “Celebrate the losses!” A few months back, I was keynoting a revenue leadership summit for one of the largest technology companies on the planet. I said those three words...celebrate-the-losses. One leader immediately...
Pioneering Women in Sales: Barbara Pletcher
Pioneering Women in Sales: Barbara Pletcher In my nerdery, I’ve found some incredible pioneers who built the sales profession. Specifically, one you’ve probably seen me highlight a few times is Lucinda W. Prince Prince set up sales schools for women in 1905,...
The Challenge of a Dishonest Competitor
The Challenge of a Dishonest Competitor “Todd, I appreciate and embrace the idea of being transparent - but here’s the problem: We’re transparent. Our competitors aren’t. And, the customer doesn’t find out until it’s too late - they’ve already gone with our...
Sales Negotiations – The Irony of the Simple Concession
Sales Negotiations - The Irony of the Simple Concession “My budget is tight - and for me to be able to buy this gallon of mayonnaise here at Costco today, I need 10% off?” “I know this ‘bowl two games, get a third one free’ coupon expires on Saturday, but I’m...
Three (Obvious) Priorities for When Sales Gets Difficult (and Why We Do The Opposite!)
Three (Obvious) Priorities for When Sales Gets Difficult (and Why We Do The Opposite!) I’ve become a bit obsessed with a historical problem. When the economy makes selling more difficult, would you agree that the following three things are required to thrive?...
Sales Territory Plan Template – In Your Pocket
Sales Territory / Business Revenue Plan Template - In Your Pocket Growing up in sales, at least once per year I was either asking someone this question or being asked it: “Hey, uhhh, do you happen to have a sales territory plan template, or a business revenue...
Negotiating a Pilot / Proof of Concept
Negotiating a Pilot / Proof of Concept When I’m teaching a negotiation workshop, there are certain things that really fire me up. There seems to be a moment when one of my rants goes a bit crazy (I need to work on that). I had another one yesterday. The subject?...
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The Sales History Podcast
Bringing the incredible (and sometimes strange) brains from the profession of sales’ past to the 2020’s – Todd Caponi’s “The Sales History Podcast”


Bite-Sized Video
When the spirit hits me, there’s video –
short tips, history lessons or links to interviews.