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From Sales “Trainers” to Sales “Enablement”: Why Sales Enablement Matters, and What’s Required to Sustain.
This article originally appeared in the Accelerate - A Sales Enablement Community, and can be found HERE. I recently read an article from 2017 listing the top ranked sales books of all time. Being a nerd for sales philosophy and its associated books, something jumped...
The Transparency Sale – Book Progress Report v3
Hi all - We’re almost there...the book is scheduled to release a week from today, November 13th. Here’s a few updates: The book’s design is amazing: The dust jacket is being printed on acetate, making it transparent...and the quality of the hard cover is sparing no...
Didn’t Vote? Kinda Like Deciding For the Status Quo.
Tomorrow is election day here in the US - a day that politicians must feel similar to how salespeople feel on the last day of the fiscal year. It’s my hope that you’ll get out and vote, but, from a decision science perspective, I understand why some of you won’t. SBI...
How Open Office Environments are Killing the Cold-Call – The Science
Last week, I participated in a roundtable attended by ten of Chicago’s top CROs / CSOs / VPs of Sales in the tech community...plus me, who’s in the midst of launching a book (and am not quite sure what to call myself). The meeting was run by Sales Assembly,...
The Transparency Sale – Book Progress Report v2
Thanks everyone for your interest in the book, The Transparency Sale. In response to so many of you asking how the process is going, here’s “Progress Report #2”: As you know, I left my role as the CRO of PowerReviews in the Spring to pursue my bucket-list goal of...
An Interview with Todd Caponi: The Transparency Sale
Sales is just as much science as art, and Todd Caponi is devoted to the ‘geeky side’ of sales, as he calls it. A leader with more than 20 years of hands-on sales experience across sales training, sales enablement, and executive roles (most recently as CRO...
Book Progress Report v1
Hi all - Thank you, so much, for your interest in the book, The Transparency Sale. So, here’s update #1: The Manuscript: I turned in the first draft of the manuscript on May 25th. After delivering it, I ran to Fedex to print it out...and upon reading through the...
What is the book gonna be about?
The Transparency Sale In partnership with Ideapress Publishing Publication - Fall 2018 Passion... I’m a nerd for all things sales philosophy & learning theory. I’ve spent so much of my career figuring out the most effective ways to sell, but also the most...
Your “Cliff’s Notes” Guide to The Challenger Sale
Your "Cliff's Notes" Guide to The Challenger Sale As a big fan of The Challenger Sale by Matthew Dixon and Brent Adamson, and as someone who has taught the Challenger content/approaches to selling many times over the past couple of years, I thought...wouldn't it be...
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The Sales History Podcast
Bringing the incredible (and sometimes strange) brains from the profession of sales’ past to the 2020’s – Todd Caponi’s “The Sales History Podcast”
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