Designing Decisions
Keynotes For Your Events & Kickoffs
Turn Transparency Into Your Revenue Superpower
Behavioral science has uncovered powerful insights into how we, as humans, engage, prioritize, decide and ultimately purchase. Yet, much of this research has yet to be fully applied in the world of generating and maximizing revenue.
In this program, we’ll dive deep into the true meaning, influence and practical application of transparency in decision making. We’ll also go beyond the clichés to explore the science of buyer empathy—helping you leverage these insights to drive real revenue growth, the right way.
Learning Outcomes:
Blending entertainment, eye-opening “aha” moments, and actionable strategies, participants will leave with a foundational understanding of how the brain engages with, prioritizes, and decides on purchases. We’ll then share simple, effective ways to optimize your prospecting, positioning, and messaging to align with the buying brain. You’ll walk away with clear, implementable tactics to reduce friction in your sales process—accelerating decision-making, shortening sales cycles, and increasing win rates.
- Accelerated Sales Cycles
- Increased Win Rates
- Higher Renewal Rates…and Advocacy!
Want to explore a possible session with Todd?
Want to explore a possible session with Todd?
The Presentation / Formal Messaging Choreography
How did this happen? The traditional formal messaging we use in engagements run 180-degrees from how our brains actually engage, and come together as a consensus group around a decision.
In this high-energy keynote, we’ll unpack why the typical flow often disengages audiences, while literally polarizing the group—and how to replace it with a choreography rooted in behavioral science and story. (Yes, there’s a reality makeover TV analogy involved.)
You’ll discover how to reorder—not rebuild—your existing presentations so they tell a consensus-building story where your customer is the hero. The result? Messaging that reduces resistance, aligns stakeholders, and compels action—without throwing out your deck.
Learning Outcomes:
Participants will learn why traditional presentation structures so often fail to engage the buying brain and consensus-driven groups—and what to do instead. They’ll discover how to quickly reorder an existing deck into a choreography that builds belief and momentum, shifting the narrative from “how great we are” to “how great our customer can be.” Using a simple, repeatable framework, they’ll be equipped to prepare for and deliver high-stakes messaging engagements with clarity and confidence. The result? Faster, clearer decisions—because their presentations will finally align with how humans actually engage and decide. (And yes, they’ll uncover the mind-blowing reason their current slide design may be making their audience’s brains cry on the inside.)
- Faster Decisions
- Higher Win Rates
- Higher Deal Values
What People Are Saying
Unsolicited Testimonials, Feedback & Endorsements
Justin Michael
Todd Caponi is one of the best there is in the world. If I hadn’t received training at the Salesforce Boot Camp many years ago, I wouldn’t be the seller/speaker/presenter I am today! People talk a lot about how nobody retains sales training, I can still perfectly remember nearly everything he taught us and that was nearly a decade ago. #ThanksTodd
Bryan Naas
Todd brings a level of passion, expertise, and storytelling that is nearly impossible to replicate. Our reps were as engaged as I’ve ever seen them. Weeks later, I still hear them referencing their notes and discussing the tips they picked up during his session.
Jimmy Speyer
Working with Todd was fun, engaging, informative, and (most importantly) hugely impactful. Our team left with a clear understanding of why and HOW to execute transparent discovery, discussion, and negotiation. I would bring Todd in to speak anywhere. You should too!
Jesse Ouellette
“Todd is a legend! He’s on my Mount Rushmore of Sales. Maybe the best couple of hours I’ve ever spent in sales training. Todd was real & legit. I already bought the book and am reading it, and look forward to bringing him back!”
Four Levers Negotiating
Have you ever felt like the skills required to negotiate are a completely different personality from those used to guide a buyer through their decision-making journey? We work hard to build trust and forge a relationship, but when the customer says “yes”, we flip a switch and start using “negotiation tactics” that can feel more like manipulation—techniques you’d expect in hostage negotiation classes.
In today’s as-a-service economy, the “deal” is no longer the finish line. It’s just the beginning of a longer relationship, one where the goal is not only to close the sale, but to create loyal customers who continue to buy, stay, and even bring your solution with them to their next role or company.
There’s a better way—a way to negotiate that builds trust all the way through the deal, rather than eroding it. A way that makes your deals more valuable, more predictable, and ultimately more profitable.
Learning Outcomes:
By the end of this session, attendees will walk away with a simple, actionable framework—the “Four Levers”—for how to confidently discuss, propose, and most importantly, negotiate pricing. They’ll learn how to implement these levers in real conversations and navigate common negotiation hurdles (such as: “The price has to come down,” “We need termination for convenience,” “Can we switch to monthly billing?” or “Can you hold the price until next month?.”).
You’ll leave with strategies that lead to:
- Less Discounting
- More Accurate Forecasting
- Higher Customer Lifetime Value (LTV)
Questions About Todd’s Programs?
Questions About Todd’s Programs?
Book a Discovery Session with Todd
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