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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 on a...
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, until...
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 realized,...
Using Video In Sales: Proposals
Video has pervaded our lives in an aggressive way. We knew it was out there...lurking as the next platform for communication. But now we're using it live for all of our meetings and conversations, messing with our brain, driving us insane. But there's good news! We're...
Easy Input Request: What’s your level of interest in a #SalesHistory podcast?
Would you have any interest in me launching a podcast on Sales History? (my "1-Question" ask is at the bottom) If someone were to ask me, “What’s your hobby?”, as strange as it sounds, I’d answer, “the history of the sales profession”. While there was a book 15 years...
The Final Interview: Transparency for the Win
Do you have a gap in your resume? Is there a requirement in the job description that you don’t have? How do you handle it during an interview? If you’re like most, you likely hope they don’t bring it up, and if they do, have an explanation for it? There’s an...
Sales Differentiation: The Not-So-Obvious Fourth Pillar
How do you win in a space where 56+ companies claim to have the same technology you do? Every company is looking for ways to differentiate. But there’s a not-so-obvious place to look… Every article I read on sales differentiation focuses on three categories with which...
Aha! The Key To Maximizing Customer Retention!
It's one thing to focus on transparency as it relates to customer "acquisition", but what's its impact on customer "retention"? From the recent research I've been digging into...EVERYTHING! To start, which trait of a company is more likely to cause customers to stay,...
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