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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 - as...
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 much...
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 of...
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...
A quick “Thank you”
I can’t believe this was a year ago today - the initial launch of The Transparency Sale. The year prior was the biggest learning experience of my life - piles of research, taking a big risk in leaving my CRO job, turning off my income to write and publish a book. The...
Transparent Negotiating: A simple tip to make deals more predictable
Do you know why Banana Republic has a big discount that expires at the end of the day? Or Eddie Bauer? Or (insert retailer name here)? Me neither. I have a guess. I bet you all do. But what I’m sure of is - if I don’t buy it today, I can just wait until next week when...
Email Empathy v3: Shift your mindset. Would you open your email?
Shift your mindset. When you scroll through your LinkedIn timeline, which posts do you engage with? Which ones do you “like?” I’m gonna guess that the TOP FOUR categories of posts you engage with or “like” are providing: - Personalization: Mentions or recognizes you...
“What’s your commit?”…a fast path to turning your sales organization into a house of lies.
“What’s your commit?” asks your sales leader. Often in front of a room full of your peers. How do you respond? You begin to think... - "Thankfully, I have a really full pipeline. But I'm not about to commit to 200%. Especially in front of a room full of my peers. I'll...
Disengaged sales talent: The problem may be you!
Monday night I was sitting in a hotel bar in Sunnyvale, California grabbing a bite to eat. At the table behind me were four people talking business. I’m guessing a CRO, a VP of Sales and two sales managers. I was not trying to listen...really...but the person I...
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