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The Salesman’s Creed – circa 1905
Wednesday evening, I sat on the couch with Salesmanship Magazine from 1905. And there it was..."The Salesman's Creed". Being a nerd like I am, I excitedly told my wife, who, needless to say, wasn't as excited about this find as I was. I texted a couple of buddies,...
Clinical Empathy – Where Doctor & Selling Skills Collide
Have you heard this comparison before? Salespeople are a lot like doctors. You uncover pain - doing so through thoughtful discovery and listening. You prescribe a potential solution to their pain based on your diagnosis. The client is looking for a remedy. Otherwise...
Transparency: As close to a sales elixir as I can find…
Transparency sells better than perfection. Yes - I’m biased. I know there’s no silver bullet, but I wake up every day thinking this idea of leading with transparency is as close to one as it gets. The behavioral science says so. There’s a reason why we all read...
Should Sales Education Start In College? It did, it left, and now it’s back!
Should Sales Education Start In College? It did, it left, and now it's back! Friday night, while my kids were building towers on Minecraft, I was reading a magazine. It wasn't just any magazine. It was the entire 1904 stack of Salesmanship Magazine. In it, there was...
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....
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 our...
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 motivation...
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...
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