Tips & Interviews
Todd’s Videos
Sales Melon – The Commercial
Sales Melon - The Commercial | I was asked to create a 30-second commercial for my business, and told to "make it funny". Here was my attempt. Don't judge......
Is it “bold” to be transparent in sales? It’s bolder not to be!
Is it "bold" to be transparent in sales? It's bolder not to be! When I tell the story of sharing with a client what we give up...and that they may really care about...to be great at our core, I often get a "wow, Todd, that was bold!" I truly believe it would have...
Sales Tip: Losing for the same reason over-and-over? Embrace it!
Sales Tip: Losing for the same reason over-and-over? Embrace...
Don’t Be A Dunderblitzen: A Sales Leadership Parable
Don't Be A Dunderblitzen: A Sales Leadership Parable Are you a Dunderblitzen? A champion salesperson, promoted to leadership without training or a structure? In this video, I share the story of a medieval fighter named Dunderblitzen Von Shoosh. This is his story,...
The Transparent Sales Leader: 1-on-1’s and the Five F’s of Building Revenue Capacity
The Transparent Sales Leader: 1-on-1's and the Five F's of Building Revenue Capacity As a part of the Sales & Stuff & Things Podcast / Live with Sales Assembly, a question was asked around gaining control of your leadership responsibilities. A question was...
Sales Negotiation Tip: Getting Your Pricing Positioning Right
Sales Negotiation Tip: Getting Your Pricing Positioning Right. https://youtu.be/JdITV6Mx--A Negotiation is an "event"...but an event like a marathon is an event. If you don't treat it like a "process", too, your toenails will be popping off part of the way...
Sales History: Sales Quota Setting Today vs. 100 Years Ago
Sales History: Sales Quota Setting Today vs. 100 Years Ago Why is it that, 100 years ago, sales quotas were calculated by market analysts and sales quota specialists TERRITORY SPECIFIC, with the data shared with each rep individually, when they had LESS DATA and...
Selling in Economic Uncertainty: Messaging with Clinical Empathy
Selling in Economic Uncertainty: Messaging with Clinical Empathy We've seen this movie before, and we know how it ends. The times we're in? They're unique from the previous economic downturns, but not the most recent ones. We can actually look to the 1920s for...
Transparent Leadership Equals Employee Happiness
The trait in leaders that most correlates to employee happiness, which most correlates to employee performance, low turnover and high advocacy? That's right...it's TRANSPARENCY. Transparent leadership equals employee happiness. And there's a decent book to show you...
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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”
Blog Posts / Articles
When I am not speaking, doing virtual events, or teaching a workshop… I love to blog or write articles.
