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Transform Transparency & Clinical Empathy 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 revenue generation.
In this program, we’ll dive deep into the true meaning, influence and practical application of transparency in sales. 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
Want to explore a possible session with Todd?
Want to explore a possible session with Todd?
Salespeople Ruin Everything… But We Don’t Have To!
Did you know that, in the early 1900s, the sales profession wasn’t just trusted and respected—it was admired?
So, what happened? What was the original purpose of “modern” B2B sales? Why was sales being taught in universities and high schools alike? Why would a sitting U.S. president keynote a sales conference in the middle of World War I? And why, in 1910, did people fear the phrase “buyers know more nowadays,” only to see the profession thrive?
Understanding the answers to these questions reveals everything we need to know about the true role of sales today, how to prepare for the future, and how to reclaim our status as an admired career.
Learning Outcomes:
Attendees will leave this session with a renewed understanding of the sales profession and practical ways to use sales technology for good (not evil). You’ll learn how to develop true empathy for the buyer’s mindset, create a meaningful differentiator in how you sell, and elevate your approach to drive:
- Higher Customer Lifetime Value (LTV)
- Lower Employee Turnover
- Fewer Losses to the Status Quo
- Accelerated Sales Cycles
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!”
Negotiating… With Transparency!
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?
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