Tips & Interviews
Todd’s Videos
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...
Your Grandpa was better than you at forecasting.
Your Grandpa was better than you at forecasting. Todd Caponi, sales historian and author of "The Transparency Sale" explains why modern sales forecasting isn't as good as it used to be - and what we can learn from our sales ancestors. Spoiler alert: It's all about...
The Cost of the Price Increase
The cost of the price increase. Considering a price increase for your current customers? Why wouldn't you? Inflation is rampant. It may be an easy way to grab a couple of point increase in revenue. But, have you thought through the costs? The cost of selling the...
The Sales Profession: It’s original design through three sales history quotes
What was the original design of the modern sales profession? It's easy - and with these three quotes from before 1920, we can easily figure out everything we need to know about: a) What the modern sales profession was designed to do b) How the sales profession has...
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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.