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Creating Quarter End-of-Funnel Urgency? It’s more likely doing the opposite.
Your attempts at creating quarter end-of funnel urgency? They're more than likely doing the opposite. What are these techniques so many continue to use, where did they come from, and how should we think about this instead? As far back as in 1937’s Successful...
Sales Anxiety: Cold Calling, Closing, Negotiations, and Being Honest?
Sales Anxiety: Cold Calling, Closing, Negotiations, and Being Honest? If you’re in the sales profession, you know there’s discomfort associated with many of its responsibilities: Making cold calls Being persistent with a prospect Presenting Closing the deal...
Transparent Expectation Branding. Why not?
Can you “brand” the expectations customers should have in working with you, even if elements of those expectations are negative? Some of the most successful B2C companies in the world leverage expectation branding, both the positive and the negative, to crush their...
What B2B Sellers…and Buyers…Need from Marketing post Covid?
What B2B Sellers...and Buyers...Need from Marketing post Covid? Yesterday, I was asked a question. I didn't realize that I had such a strong opinion on the answer. Much like a pull-string toy, I couldn't stop, and I thought to myself, "Why not share my answer?" So,...
Presentation Slide Science: Why Text On Slides Does NOT Work
Presentation Slide Science: Why Text On Slides Does NOT Work Imagine for a moment, that you’re reading an article. You’re entranced...it’s captured your attention, and you want to get through it. But, as you’re reading, someone starts talking to you. They didn’t...
Have We Over-Indexed on “Connection” at Work? Time for Stage 3.
Could we be over-indexing on “Connection” at work? As I’m researching for my next book, focused on transparent sales leadership, something jumped out at me that can’t wait until the book comes out. Every sales leader tells me they’re focusing on ensuring their...
Sales Negotiation: The Fallacy of Your Compensation
Sales Negotiation: The Fallacy of Your Compensation Your compensation plan shouldn't define what you give in a negotiation - because doing so is a fast path to slowing down your deal, eroding its value, and eroding the confidence a buyer has in your pricing model....
“Remote” Buyer Bias: The journey is as important than the reward.
Decisions are subconsciously biased by the cost & effort to act. That, my friends, is really important to understand, especially today. I read a lot of research. It’s my thing. I’d rather read the research itself than read a book, because I enjoy coming to my...
Your Prospect Doesn’t Trust You – Act Accordingly
Picture this: There's someone you don't have a relationship with, however, you would like to build one. Maybe it's your boyfriend or girlfriend's parents you're about to meet for the first time. Maybe it's a potential investor, or someone who can help you get an...
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