an article that appeared on September 12th in Sales & Marketing Management Magazine In every sales organization, when the year ends, the scoreboard resets and each rep starts over at zero. It’s a brand new race. While that may make sense from a business...

Every listing of "all-time greatest" anything has snubs, right? Names or items that are missing? The Top Sales Books of All Time listing is no exception. Recently, BookAuthority published their listing of the Top 100 Sales Books Of All Time. My first book, The...

Your business makes a gigantic mistake. How will you handle it? Option A: You could own it. Option B: You could deny it, lie, and blame the victim. Seven years ago this month was an example of a business that chose Option B. Unfortunately, it was my family who bore...

Is the future of sales fully remote? Not so fast... Todd Caponi “Loneliness - The Salesman’s Curse”... the title of an article from the March 1922 edition of Sales Management Magazine. “From place to place and town to town. The real business of this great land of ours...

The Transparent Sales Leader: The structure of revenue leadership, optimized by science, on a bed of sincerity & transparency – now available!

The Low Prestige of the Sales Profession Years back, when I first started dating my now wife, Christy, she was telling her sister Kara about me: Kara: “What does he do?” Christy: “He’s in sales.” Kara: “Ugh. Gross!” What is your perception of the sales profession?...

Sales Leadership In Times Of Uncertainty Uncertainty. It's like kryptonite for our brains. (see March of 2020's lines for toilet paper) As uncertainty abounds once again, if you’re a sales or revenue leader, recognize the impact on your teams - and do something about...

As a salesperson, you know way more than you think. It’s also very likely that your buyer knows way less than you think. That combination likely results in you losing to the status quo more than you realize. Also known as the "curse of knowledge", here's what I mean....

Are you less likely to have the following happen than the average driver: Scrape the side of your car or bang your side view mirror at the drive-thru? Lose control of your vehicle while driving at a high speed? Bump another car while pulling into or out of a parking...