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How to handle, “We won’t be able to get this signed before month-end”
I originally wrote this as a short post for LinkedIn, but due to it's on-fire-ness, wanted to make sure you all could use it as well in case you didn't see it there... It's the last week of the quarter - and you just received a note from your goal-line prospect:...
Suck at gift wrapping? Well here’s some good news for you – and transparent sellers.
It's crunch time! Last minute shopping followed by the frustration of wrapping presents. Well, there's good news if you suck at the wrapping part! In a recent study1 done by the University of Nevada recently published in the Journal of Consumer Psychology in...
My “Five Not-So-Obvious HOPES” for the world of B2B Sales in 2020
I hope... 1) ...to see the "death of" the term “death of”(or it’s derivatives) associated with anything sales-related. "Fire and brimstone coming down from the skies!" " Rivers and seas boiling! Forty years of darkness!" " Earthquakes, volcanoes..." "The dead...
Return to site References! Getting more of them – to do more of them – and maximize the value of each!
You’ve got deals at the goal line. BUT - they’re asking for references. You feel like you’re overusing your existing references already. And, you don’t have enough other references to choose from and engage. What to do? Well, here are two easy-to-implement...
Who is the hero in your presentations?
Who is the hero in the stories you tell prospects? My wife & I went to an event on Saturday evening. While mingling about, there was a guy who clearly was his own biggest fan. Everything out of his mouth was about...him. He was the hero of his own stories, and...
Three Cyber Monday Lessons for the B2B Seller
It’s Cyber Monday; a term coined by my friend Scott Silverman along with his fellow National Retail Foundation (NRF) VP Ellen Davis back in 2005. At the time, many people were waiting until today (the Monday after Thanksgiving & Black Friday) to shop online -...
Low Hanging Fruit: Transparent Sales Leadership!
Low Hanging Fruit: Transparent Sales Leadership! A couple of months ago, at a talk I was giving in Philadelphia, someone in the audience asked me a question: “What is the optimal sales compensation structure?” My response was what one called “an epic rant” on how...
Quotas – why they matter, and where they don’t
A form of this article originally appeared on the Sales Assembly blog on June 29th, 2019. It's been updated with new info and a fresher perspective - including a quote from PactSafe's Jason Kren that quotas into perspective. Quo·ta - The share or proportional part...
To sell for a big company or a small one – Which one is right for me?
The question I've been asked three times in the past two weeks: “I’m really struggling between two potential roles: a sales role with (big-a** company) or with (tiny-little company). How should I be thinking about this?” At its most basic level, it's like deciding...
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