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 -...

"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! 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 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 (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 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? 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...

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...