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Influencers a Salesperson Must Follow – In 1922
Wondering who to follow on LinkedIn? Wondering who the biggest sales influencers are? Well, it’s a new year…a time when a number of publications and companies post their perspective on who are the most worthy of your precious follows in the sales world....
It’s All Grown Up – The New ToddCaponi.com
I once knew a guy who was a senior-level exec at a technology company. He commuted 100 minutes each way every non-travel day into the city to his job. Most days, 2pm was “Advil time”. He didn’t sleep enough. He certainly wasn’t exercising enough. Sounds awful,...
Rethinking SaaS & Services Sales Negotiations
Rethinking SaaS & Services sales Negotiations Before moving into sales leadership, something about the sales process always stuck in my craw. I don’t know what a craw is, actually, but here was that something: Why do I need a different personality to negotiate...
Things To Consider Before Increasing Prices
Considering raising your prices? I recently had an interaction with someone who has their ear to the SaaS community, and the buzz on the street is that, “Price increases! I think we’re going to see a LOT of these next year.” Before you pull the trigger, make...
Who are you serving?
“He profits most who serves best.” Arthur Sheldon, speaking in 1910 at the first convention of the National Association of Rotary Clubs of America in Chicago, discussed a shift taking place in the world of business: “The distinguishing mark of the 19th...
The Power of Transparency in Startupville
Last week, I spent some time with a pile of early-stage founders along with some early employees – talking all things building & generating revenue capacity. Surprisingly enough, we talked about the power of transparency. But then the question, “What...
From Zoom Fatigue to “In-Person Fatigue”?
From Zoom Fatigue to “In-Person Fatigue”? The world turned, and we all went home. You don’t need me to tell you how those first few months looked – but they looked a lot like this… We were (and still are) spending a lot of time looking at a green light. We...
Need 25 Quotes On Selling With Honesty, Service & Transparency from 1900-1925?
Quotes On Selling With Honesty In the early part of the 20th century, the sales profession wasn’t just trusted and respected, it was admired! There are many reasons why: First, sales was viewed as the cog between manufacturing and the success of the entire...
Should we only share the imperfections we believe the prospect won’t care about?
How transparency works in the buying brain I was working with a group of SaaS founders this week, discussing the fundamentals of how transparency works in the buying brain. The idea that, when a website is acting as the salesperson, and we’re buying something of...
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