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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 company!”...
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 day...
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 October,...
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 rising...
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 approaches...
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 it...
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