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Are We “Buyer-Centric” In Talk Only?
Are We "Buyer-Centric" In Talk Only? AIDA - remember that acronym from 1992’s movie Glengarry Glen Ross? Alec Baldwin addresses the underperforming sales team. AIDA - Attention, Interest, Decision, Action. That acronym? It was born in 1898, when Elias St. Elmo...
Sales Leaders, Start Celebrating The Losses!
Losing is winning - if you’re doing it correctly. We already celebrate the wins. We ring the bell. We Slack the team to celebrate. We spend time on the weekly meetings reviewing the key wins and success stories from the week, month and quarter. We create cultures...
3 Not-So-Obvious Shifts You MUST Make to Sell in Uncertain Times
I have two skills that I haven’t needed to bust out for a long time. The first? I can ride a unicycle. I’ve actually never had a need for that skill. The second? I happen to have a knack for combining behavioral science with sales methodology to successfully help...
The Power & Necessity of Silence In Sales – Especially Virtually
In the English dictionary, the definition of "conversation" doesn't quite cover it... The word “conversation” is so much more than "a talk", where "news and ideas are exchanged". It’s a cooperative social activity. It takes coordination, harmony and fluidity. When...
Context in Sales – Your Ticket to Transparency
Last week, while taking a little "Spring Break" with my family, I had an incredible Chicago-style hot dog. We had gone on a little hike, and drove up upon this place on our way back. It was a hot dog. It was fantastic. In context. Yesterday was my wedding...
The Four Sales Shifts You MUST Be Making
Simply put, there are four core areas sales, marketing and leadership have had to shift: 1) Optimizing the message: We are now in a period where we can actually read the minds of our buyers. When the market is on an up-swing, our customers and prospects may be...
Anxiety, Luck & Performance: There’s Power in Your Mind-State
Do you view yourself as lucky? Unlucky? How are the events of 2020 influencing that self-diagnosis? I never used to be a "power of positive thinking" type of person - but I think I've found some reason to be. The research couldn't be a total coincidence around it,...
Empathy in Sales – Not to be confused with Sympathy
People llllooooovvvveee to talk about empathy in sales. Especially now! The topic of countless articles and podcast mentions. Empathy is the undisputed champion ability of top performers, right? But what is "empathy" really? If it's so important, why does it appear...
Writing A Book – The Learning Curve (eBook Now Available – Proceeds to Charity)
It was early 2017, and I had a revelation: Transparency sells better than perfection. It's why reviews, and namely negative reviews, help a product sell more when a website is acting as the salesperson. The same effect should work in the human-to-human,...
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