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Selling is Teaching – But If We Don’t Know How We Learn…
“If we don’t know how we learn, how on earth do we know how to teach?” - Leo Rafael Reif, President of MIT I teach. It’s the primary purpose of my business. You probably teach, too - if you’re in sales, marketing, leadership, enablement, etc. Everything you’re...
The Pioneer of Sales Enablement – Mark Twain
William Faulkner called him “the father of American literature”. From my research, Mark Twain may also be “the pioneer of sales enablement”. Here’s the story: Ulysses S. Grant led the Union Army as Commanding General in winning the Civil War, then became the 18th...
Your product sucks (to somebody out there)
Your product sucks. Or at least someone out there thinks it does. My book, The Transparency Sale, has won 3 best-sales-book awards, but there are people out there that think “free is too much for this trash”. (yes...that's a quote from the review shown below) This...
The World Salesmanship Congress – the dawn of sales transparency
Today was a big day for the history of our profession. 104 years ago today, July 9th, 1916, the World Salesmanship Congress kicked off in Detroit. Attended by over 3,000, the theme of the conference was to “promote the dignity of Salesmanship by the elevation of...
The Business World Has Shifted – Why Hasn’t Your Company Messaging?
We're 3 1/2 months in since the pandemic was announced, and our professional (and personal) lives have changed. February seems like years ago. Our day-to-day has shifted dramatically since then... ...but then why hasn't your company messaging? Your initial response...
The Ten Fundamental Traits of a Successful Seller – circa 1921
Picture this: You’re starting a new job in a sales role. Your boss sits you down, and lists off what they believe to be the 10 traits of what makes a salesperson successful in their organization. The ten are as follows: Knowledge - Know your product. Appearance -...
If you had to choose JUST ONE for prospecting – the phone, email or LinkedIn – which would it be?
I was recently asked the following question: “If you had to choose between phone, email, or LinkedIn as your prospecting tool of choice—what would you choose?” Jason Bay, host of the Think Outside the Script Virtual Summit, collected answers from the biggest brains...
Ten Days of Listening With Intent
The last ten days… I've seen so much listening to one another, learning from one another, and doing it with a focused desire to gain understanding of one another. In the process of observing and participating in all of this, I noticed something that may be...
The Behavioral Science of Bias & Change
I'm not a neuroscientist, but I play one in the sales world. Everything I see I now look at through a behavioral science lens. What has happened since May 25th in this country is a study in how we, as human beings, form opinions, process logic, and take action. To...
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