Tips & Interviews
Todd’s Videos
The Great Salesperson Purge of the 1920s – Could It Happen Today?
100 years ago - 1922 - the sales world encountered a year with 85% salesperson turnover. You read that right! A year when "sales executives discharged practically ALL of their salesmen"! Given that just 18 months earlier, the sales world "took almost anybody into...
What Tom Brady Can Teach Us About Career Decisions
Tom Brady, the GOAT of NFL quarterbacks, just experienced an emotional low. That is NOT the time to make a career decision for a professional athlete, or YOU! Don't let the recency bias of emotion influence decisions that you can never get...
The Transparent Sales Leader – Coming Spring 2022
As a salesperson, I always had a process...a structure. As a sales leader, I was a dog chasing a car down the street, never knowing where it was going. I had no structure. I had no process. So I created one. The Transparent Sales Leader combines structure with...
Transparent Expectation Branding. Why not?
Can B2B companies brand expectations like B2C? Why not? Here's a ~ 3 minute video discussing IKEA, and how B2B may be able to learn how to brand expectations to disarm and crush their competition, streamline their pipeline, win more often at a lower cost of sales,...
Are we “buyer-centric” in name only?
While we so often claim to be buyer-focused in our sales efforts, when you truly look at it, our internal processes and measures are primarily sales-focused. And, what do sellers do? Prioritize what gets measured. Can we take a lesson from 100+ years ago, and...
Hiring For Sales Roles – Addressing the Supply & Demand Imbalance
I've been asked this question of so many recently: "We just can't hire fast enough. With so many open sales roles in our company, what would you do to fill them?" Here's the data as to why an immediate shift is required, and what I would do if it were my company...
For Fun FAQ: Where Did Your Company Name “Sales Melon” Come From?
A: So I Married An Ax Murderer (1993). Yes, seriously. As I doing interviews, the question always comes up around the name "Sales Melon". It came from, of all places, a Mike Meyers movie from many years...
Experiencing High Sales Turnover? Here’s Why…and How To Think About It.
A few months ago, I issued what I called a "Severe Turnover Binge" Warning. The science was telling me it was coming...and sure enough, April's reports show the highest job change numbers in the past 20+ years. Here's the explanation as to why it's happening. In...
#SalesTip: Stop Paying For Case Studies in Exchange For Discounts
Do "paid for" 5-star reviews give you confidence in a product you're buying online? Or do they erode it? Then why on Earth to we trade discounts for case studies with clients - right at the goal line? Stop...
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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.