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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. To...
“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 own...
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...
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 Lewis...
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 you...
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 anniversary....
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 focused...
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