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Sales Meetings: The Purpose, and My Top 30 Ice-Breaker Questions
Sales Meetings: The Purpose, and My Top 30 Ice-Breaker Questions What is the value of a weekly sales meeting? Connectedness matters. I don't know if that's even a word, but I do know "engagement" is a word. We don't just come to work for the money or the job itself....
You have a choice in sales: To be a true partner, or to just be a salesperson
Do you believe that building trust is important in sales? What builds trust faster? Sharing vital information up front, or omitting vital information? Seems so obvious, right? I’ll ask it another way. Imagine this scenario: There’s something about what you’re selling...
Our Deals Keep Stalling! Five Ways to Maintain Momentum and Avoid the Stall
Our deals keep stalling! Over and over there are consistent and pervasive issues that are causing customers to lose interest, and eventually move on with their lives. Is this you? With almost every-single-company I speak with, it's a consistent struggle: A prospect...
That “logo slide” in your presentations? It may be time to get rid of it…
Sometimes it’s the little things that polarize your buyer - little things that you believe are helping to bolster your case, but in fact may be driving a consensus sale into a stalemate. For example, those who have worked for me know my joke policy: “If I see a logo /...
Sales Empathy: Optimizing Emails for Buyer Priorities
Sales Empathy: Optimizing Emails for Buyer Priorities Two weeks ago, we talked about why your email subject lines don't matter anymore, given the fact that we ALL have email inboxes which have a preview of the first ten or so words. It's that preview that gets the...
Why your feature or function differentiation doesn’t really matter -and what you can do about it
As a seller, how do you really know your messaging and positioning is actually working? Categorization Categorization is a powerful function of our brain. Our brains take up about 20% of our energy, but only consist of around 2% of our weight. If, every time we...
“What happens when everyone is selling transparently? How do we compete then?”
I spoke at a recent event in Toronto, and one of the audience members asked me the question, “What happens when everyone is selling transparently? How do we compete then?” I believe that will be the day when sales is no longer second from the bottom on Gallup’s...
How Buyers Decide – a lot like how you decided on book reports in high school!
It's an interesting question, right? From the hundred books you could choose from, how did you decide? It's an analogy Zendesk Sell rep Tommy Tushaus shared with me a few weeks ago. In the business world, buyers frequently face an oddly similar choice. Every company...
International Best-Seller, The Transparency Sale. But why?
I am soooo pleased and humbled to announce that The Transparency Sale is now an international best-seller. In last Friday's Shanghai Daily, the book showed up in 5th place on their Business Books best-seller list. My first reaction was, "How did this happen? I had...
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