Todd’s Videos

As it turns out, our brains process the words we read in the same center as we process the spoken word. When we read, our brain is basically reading to itself, then listening to what it just read. In other words, the spoken word and the words we read are processed...

Do you often wonder, "Why does a prospect who's so excited about what we do and the potential impact on their business suddenly decide to stick with their status quo?" It's probably not them - it's more likely YOU. The journey is more important than the reward!...

As a guest on this week's "The Buyer Enablement Podcast", Joshua Feddie allowed me to go on a rant - a rant I hope all take heed of. As sellers, we have been given incredible gifts in the form of technology...the phone, email, LinkedIn and now video. As a selling...

Tis the season to be setting your personal & professional goals. If you're going to spend the time doing them, which you should, here are three tips on how to maximize the odds that you stay committed to them, and actually attain those goals! (To appear on the...

Following a call with a group of non-fiction authors, I realized something: - Something punched them in the face that screamed at them: this is important, and the world should know about it. Here's a video about my trigger, and a call to you - if you have a...

Happy Cyber Monday! Can I ruin the fun of it? When you're buying online - pretend the website is a human being selling to you. What are those sites doing right - and doing wrong - and what lessons can you learn from them? I see 3 big ones, described in the...

I’m convinced...transparency is as close to a sales elixir as I can find. 👉 The behavioral science says it should. 👉 The data supports the science. 👉 The practical application proves it - with dramatic results. 😳 And the proliferation of reviews and feedback on...

On Jake Dunlap's LinkedIn Live, Todd goes on a 1-minute rant on the answer....

The strategy of waiting to reveal or talk pricing? In a recent study published in this month's Journal of Marketing Research, it's eroding trust, minimize deal values, and long term it's eroding the value of upsells and cross-sells. Transparency sells better than...