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When you see a stat, ask “why is that?”
"Stop, drop and roll." "Click it or ticket." And my horrifically cheesy new one: "When you see a stat, ask "why is that?" But hey, when it's important, cheesy prevails. So let's practice this new one. How do you react when you see a stat like this one: “It takes an...
You might be an old-school sales leader if…
If you believe your employees are leaving because you’re not paying enough, your problem-ship probably left the dock long ago, and you missed it. Had a fun discussion while teaching a sales leadership workshop in Dallas yesterday. It’s rare when everyone agrees on...
If you’re not getting smarter, yer gettin’ dummer. (aka: why I hired a speaker coach.)
Yesterday was day one with my new speaker coach. “What are you doing that for? You’re already a great speaker!”, asked/exclaimed my mom, when I told her about it during a recent visit. (She's supposed to say that, right?) “Who told you that you needed coaching!?”...
Pilots, Test-Drives and Trials: To do them, or not to do them
Imagine you are trying to sell your house. The potential buyer says, “I want to pilot it first. Before we buy, we want to test-live here. Ideally, we’d like to move our stuff in, too. We’ll enroll our kids in the local school. We’ll throw a party and invite the...
Effort: A little goes a long way…
Here is the first sentence of three recent cold reach outs. Which one do you think I accepted? “I strongly believe I can help your company grow by creating strategic deals at the B2B Enterprise Global Scale.” ”I noticed we share 4 connections, so I thought I’d...
Is Fake Transparency Worse Than No Transparency?
Fake transparency - The worst of all marketing & messaging strategies... What say you? When I started telling people I was writing the book, “The Transparency Sale”, conversations would inevitably turn to, “Hey, Todd, I’ve got an example of a transparent...
Self Scrutiny: Would you buy from you?
When someone shares a picture with you that you’re in: -Who, in the picture, do you look at the longest? Probably yourself. -Who, in the picture, are you the most critical of? We say things to ourselves like, “Wow...I look terrible in this picture." "I need a...
Sales Confidence: It smells & it’s contagious.
A key function of the role of a leader or as a salesperson is the “transfer of confidence”. Leaders transfer confidence to sellers. Sellers transfer confidence to their potential clients. In other words, confidence is everything - and sales enablement plays a vital...
EXPECTATION SETTING, not customer service, is the New Marketing
Google search “Customer Service is the New Marketing” - and your screen will fill up with articles by that title. I am not buyin’ it! I, instead, believe more that “Expectation Setting is the New Marketing”. Have you ever been to The Weiner Circle in Chicago? By...
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