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Trust me! By saying “Trust Me”, you’re making it worse
When I first began dating my wife, here was the conversation between her and her sister: "What does he do?", her sister asked. "He's in sales", my wife responded. "Ewww. Gross." Those we are meeting with for the first time have established biases towards...
Salespeople Ruin Everything
Salespeople ruin Everything. Thousands of years of buyers and sellers. Before currency. Before travel. Before mass distribution. There were people who needed things they couldn’t produce on their own, and there were salespeople. The last 100 years have marked the...
The “Pipeline Coverage” Myth: Rethinking “Sales Pipeline-to-Quota” ratios
Filed under: Something I now realize I did wrong as a CRO - and you may be thinking about incorrectly, too. It’s the “pipeline-to-quota requirement ratio” - which sounds like this (and I probably said this at some point): "We close 25-35% of our qualified pipe, so...
Celebrating Sales Wins – Remotely?
How are you celebrating you and your team’s victories now in a remote environment? As I’ve written about before, getting the most out of your sales team is NOT all about pay! If you are relying on variable compensation as the means of driving engagement and...
Dumb it down! How your lingo, acronyms and insider talk is driving buyers away
The Summer is over...and while Fall arrived a few weeks ago, the temperature finally reflected that change this past weekend. In preparation, I went into my local garden nursery. There was a “sales” person working in the store: Me: “I would like to stock up on some...
Be Careful! The Downside of Using “Case Studies” As A Negotiation Lever
I have been teaching Transparent Negotiations A LOT lately - five workshops this week alone. You know what keeps coming up during the negotiation training workshops I’ve been facilitating? 👉 Using “case studies” as a negotiation lever. It sounds like this: “We’ll...
Q: Are Sales Reps Coin-Operated? A: Yes – If You’re Doing It Wrong.
True or false? “Sales reps are coin-operated!” The answer is = True - when you’re doing it wrong. If you are depending on variable compensation to drive sales motivation, yes, you’re doing it wrong. Motivation is an incredibly complex topic. I've been nerding out...
When Should You Reveal Your Price? The Power of Transparent Negotiating
The Power of Transparent Negotiating The research is out! It’s not just clown-car-Todd beating the drum on pricing and negotiation transparency! Since the beginning of time, we were all taught to not share the price too early in an enterprise sale, right? That,...
Who has it harder – the seller or the buyer?
Getting comfortable with the answer to this question changed a lot for me - it made me a better selling professional, leader and now decision science nerd. Years ago, as a seller, I thought, "This sales thing is really hard!" Years later as a C-Level exec, I...
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