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Surprise & De…De…Dismay? The Path To Dirty Revenue
"Surprise and Delight" marketing. All the rage a few years ago, to the point where you would think you would be experiencing it all time. Instead, "surprise and dismay" seems to be much more prevalent. I ordered a book of 40 paper checks for my business. $49+ for the...
The Sales Profession Mattered – And Can Again Today
The sales profession truly mattered 105 years ago. It can again today. 105 years ago this week (9-14 July, 1916), 3,000 sales professionals gathered in Detroit, Michigan for the first sales conference of its kind - The World Sales Congress. The marquee keynote? US...
Sales History: The Odd (by today’s standards) Methodologies of the Early 20th Century
If you've been following along with my Sales History nerdery, you've read or heard me talking about some of the stories, pioneers, perceptions and education in the sales profession’s past, but today, let’s get weird. Today, we’re going to discuss the prominence and...
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 teams...
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