Want to Get Nerdy?
Keynotes For Your Events & Kickoffs
Turn Transparency & Clinical Empathy Into Your Revenue Superpower
The behavioral science world has put its collective finger on how we as human beings engage, prioritize, decide, and ultimately buy. Much of that learning has yet to make its way into the world of revenue generation.
In this program, we’ll explore the true definition, power, and application of transparency. We also explore the science of (beyond the cliche) buyer empathy and immediately apply these learnings for revenue good, not evil!
Learning Outcomes:
It’s one part entertaining, one part head-slapping “of course I should be doing this!” and one part immediately actionable, attendees will walk away from this session with a core understanding of how the brain engages, prioritizes and decides. We’ll then explore simple ways to optimize for the buying brain in their prospecting, positioning and messaging. They will gain easy-to-implement ways to remove friction from the buying journey you take prospects and customers on to shift the deck towards action! (FASTER SALES CYCLES | HIGHER 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…
Would you believe that in the early 1900s, the selling profession was not only trusted and respected, it was actually admired!
What was the original design and purpose of “modern” B2B sales? Why was sales being taught in most every university, and also in high schools? Why would a sitting President of the United States keynote a sales conference in the middle of a World War? Why was the phrase “Buyers know more nowadays” spoken in 1912 as a threat to the profession, but instead the profession thrived?
The answers tell us everything we need to know about the true role of sales, how to prepare for the future of the profession, and how to get our mojo back as an admired career path.
Learning Outcomes:
Attendees will walk away from this session with a fresh perspective on the role of sales profession, how to use sales technology for good (not evil), develop true empathy for the buying brain, and create a new differentiator; differentiating in the way you sell. (HIGHER LTV, LESS TURNOVER, LESS LOSSES TO THE STATUS QUO, FASTER 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.
Jason de Boer
Todd Caponi is my favorite sales guru. Love when he gets going during his presentations. His energy is infectious.
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…Transparently!
Have you ever felt like learning to negotiate takes an entirely different personality than that required to aid the buyer through the rest of their decision-making journey? We build trust, build a relationship, then when the customer says “yes”, we basically start lying…using negotiation techniques taught in hostage negotiation classes.
In this as-a-service economy, the “deal” is no longer the peak of the selling relationship. It’s merely an early milestone to having customers who not only buy, but stay, buy more, and bring you with them to their next role and company.
There’s a better way – a way that builds trust through the goal line instead of eroding it. A way that makes your deals more valuable, and more predictable.
Learning Outcomes:
At the end of the session, attendees will have a SIMPLE framework (the “Four Levers”) for how they discuss pricing, propose pricing, and most importantly negotiate pricing, know how to implement the four levers, and have conversational turnarounds to stand up strong to the most common issues that come up. (i.e., the price must come down, we need termination for convenience, monthly billing requests, “we won’t be able to sign before the end of the quarter”, etc.). (LESS DISCOUNTING, MORE ACCURATE FORECASTING, HIGHER LTV)
Questions About Todd’s Programs?
Questions About Todd’s Programs?
Book a Discovery Session with Todd
Find Out if Todd is a Good Fit for Your Event or Company Meeting by Scheduling a Free 30-Minute Discovery Session
