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Quotes on Sales Discounting and Sales Negotiations
Quotes on Sales Discounting and Sales Negotiations Since the beginning of the modern selling profession, or really the beginning of time, buyers have put pressure on sellers to reduce their price. How sellers respond to that bedrock of the selling process is the...
The Sales Profession Can’t Be Fixed
The Sales Profession Can't Be Fixed Could it be that the most common problems we all see across sales organizations will never be fixed? Today’s sales organization problems are EXACTLY the same as 1920-1960's problems. Why haven't we fixed any of them? I believe I...
Sales Discounting and Negotiations – A Lesson from Sales History
Sales Discounting and Negotiations - A Lesson from Sales History Are there bad habits in selling we’ll just never fix? Many of problems with "sales" that we see discussed every day on LinkedIn, on webinars, at events, and in books are exactly the same as they were...
Getting Yourself Wanted; The Original Challenger Sale
Getting yourself wanted: the original Challenger Sale? In 1907, Norval Hawkins was doing some accounting work for the Ford Motor Company. He wanted to run the sales organization. He was confident. “I believed myself fitted for the position.” How would an accountant...
How Sales Hasn’t Changed – And Probably Should!
How Sales Hasn't Changed - And Probably Should! “He who plans no further than the present is mentally blind. He who plans for a year ahead is a general. He who plans for a lifetime is a genius. He whose mental vision extends beyond his life and plans for...
Why Automatic Price Increases in SaaS are a Bad Idea
Why Automatic Price Increases in SaaS are a Bad Idea I’d like to think that not much upsets me…but there is one B2B practice that does. I was reminded of it twice this week… When did we begin to believe that including automatic annual price increases in contracts...
Question Tradition: The Sales Scoreboard Reset
Question Tradition: The Sales Scoreboard Reset It's that time of year again...when we embark on the unquestioned tradition of resetting the scoreboard for all of our revenue-responsible team members. Well, I’m here to question it…in another case of something sales...
Building Personal Values – Ten Mottos To Be Your Best You
Building Personal Values - Ten Mottos To Be Your Best You As we usher in the new year, advice abounds about how to make this year the best one yet. Instead of recreating the wheel on these ideas, let’s turn the clock back 87 years. In 1937, Paul W. Ivey released a...
Sales History: The Wage Stabilization Board and Sales Compensation
Sales History: The Wage Stabilization Board and Sales Compensation Can you imagine living in a time when the government was involved in determining sales compensation and seeking ways to limit it? It happened...and people seemed, for the most part, ok with it. An...
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