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What Salespeople Want: The Drivers of Intrinsic Inspiration
What Salespeople Want: The Drivers of Intrinsic Inspiration & the PRAISE Model I am not a neuroscientist. However, as a revenue leader, I was always drawn to the research; reading about it, making sense of it, and trying to apply it to the world of selling -...
Sales & Revenue Leadership: What I Believe in 2023
"I believe..." It's a professional exercise I do every year...to revisit my beliefs about our profession. Have you ever written down your professional beliefs? Throughout history, the beacons of industry all did it...and often published them. John Patterson,...
72% of Buyers Want a “Rep-Free” Experience: Of Course They Do!
72% of buyers want a ‘rep-free’ experience? Of course, they do! How is that number not 95%? It’s from a Gartner report that states: “A survey of 725 B2B buyers conducted in November and December 2021 revealed that 72% of customers said they prefer a “rep-free...
A Creed of Sales Standards – from 1946
A Creed of Sales Standards Coming out of World War II in 1945, the United States economy was rebuilding itself. The continued success of the country relied on the success of small businesses, and a great many veterans of the war were finding their “peacetime...
Transparency On Demand – The Caponi Express
Transparency On Demand - The Caponi Express (Ummm...get it?) When I wrote my first book, The Transparency Sale, I honestly thought it might suck. I’d never written a book before, but I had a revelation that I felt strongly compelled to share. Transparency sells...
The Rise of the Chief Revenue Officer – Or Is It?
The Rise of the Chief Revenue Officer For any of us who have been in the sales and marketing world for more than ten years, you know that the title, "Chief Revenue Officer" is a fairly new one. It's rise as an official title began to rear itself soon after The...
What was the first sales methodology?
What was the first sales methodology? Hubspot defines a sales methodology as a broader philosophy or set of practices that can inform how a sales process is built and conducted. Korn Ferry defines a sales methodology as a framework that outlines how your sellers...
The Transparency Sale Sales Methodology
Is The Transparency Sale a sales methodology? “True salesmanship is the science of service. Grasp that thought firmly and never let go.” Arthur Sheldon, The Art of Selling, 1911 "If the truth won't sell it, don't sell it." Arthur Dunn, 1919 The modern sales...
Sales Kickoff Best Practices – with lessons from the late 1800s
Sales kickoff best practices. Can they be found as early as the late 1800s? The "modern" sales profession, as we know it, has been around that long. By "modern", I’m referring to the idea of a singular corporation, hiring its own salespeople as full-time employees...
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Bringing the incredible (and sometimes strange) brains from the profession of sales’ past to the 2020’s – Todd Caponi’s “The Sales History Podcast”


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