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“Do you love to win, or hate to lose?” – How to Crush This Interview Question Like a Nerd!
I was first asked the question during an interview way back in 2001, “Do you love to win, or hate to lose?” After my meandering response, the interviewer explained that the answer he was looking for is, summarized, “True winners in sales always expect to win, and...
Why Don’t I Get More Voicemails? – and…a TrustRadius Study That Should Rock Your World!
Topics: Why Don't I Get More Voicemails?: A vibrant discussion took place on LinkedIn. See below for the details. A Study That Should Rock Your World: If you're in sales or marketing, TrustRadius' recently released study on the current state of buyer behavior is...
Audiobook Giveaway The Transparency Sale Newsletter
Topics Audiobook giveaway: Spreading the good word! Why Transparent Sales are the Best: Article in SellingPower Magazine My requests, if you're so inclined... Audiobook Giveaway: The Transparency Sale I’m giving away 40 free audiobook versions of 'The Transparency...
Don’t Fire Your C’s & D’s – Coach Them Up!
Over the next few weeks, there will be a lot coming out around The Transparency Sale, including multiple podcast appearances and articles. Plus I'll be yapping at a number of upcoming events. More to come...but for this edition, two topics: Topics: Don't fire your C...
The Transparency Sale Blog: Newsletter Style
Let me know what you think of this format. Instead of a straight-up post, there are a few topics worth bringing to your attention...so today I'm doing this newsletter style: Topics worth taking a gander at... How the Internet has made plagiarizing reviews impossible!...
Breaking through the white noise in email prospecting – just ask…
Quick idea for you...hope it helps! If you have to engage in email prospecting as a part of your role, consider this: As an individual moves up in an organization, the volume of inbound email they receive grows. Your senior leadership team is likely getting many, many...
Magnetizing your conference booth the counterintuitive way
Is it still a good idea to staff your conference booth with salespeople? By now we all know that, as human beings, we’re wired to resist being “sold to”. We want to be in control, want to choose what we evaluate, and want to be able to confidently predict what our...
What happens when the learning stops?
Over the weekend, I saw a post on LinkedIn from a long-time veteran of sales. It started in all caps, questioning why anyone cares about books like The Challenger Sale, SPIN Selling or any others - as he hasn’t read any, not knowing what they were until he joined...
New Year, Higher Quota How to break down your big goal into smaller parts to maximize achievement
Last year, you gave it your all, right? You did everything you could to perform at your best. And here we are; it’s mid-February, likely the first quarter of your new fiscal year, and you just received a higher quota. Not just higher...20% higher! How will you find...
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