Todd’s Videos

My favorite rant from the Salesforce/Torchlite live webinar and Q&A. The question, "Making prospecting outreach personalized and valuable means more work for the seller. Are they just being lazy?" My answer: Maybe - but it's more likely because it's being thought...

Rethinking "Sales Pipeline-to-Quota" ratios. The old 4x pipeline to quota at all times theory makes sense, if you're only thinking in terms of alebra. Here's the details to go along with the video: https://www.transparencysale.com/blog/pipelinecoveragemyth And, here's...

Transparency sells better than perfection, and due to the proliferation of feedback and reviews on everything we do, buy and experience, we now have to do it anyway. Sign up for The Enterprise Sales Summit. I'll be talking about "Leveraging Online Consumer Behavior To...

I see it everywhere - it's the end of the quarter, you've offered a discount contingent on the client getting it signed on time, and there's concern that it will actually happen. Do you threaten them with the "expiring discount"? In this video, I give you two ways to...

Consensus selling is hard. Consensus buying is now a lot harder. Buyers are remote. Budgets are tight. How do you help? One way is through your proposals. Instead of sending it over and scheduling a call, or waiting to send it until you can do it live, I've found an...

Great customer experiences don't necessarily lead to customers who stay, buy more and tell their friends. As we've seen across all industries, the companies who flourish aren't necessarily the ones with the best experience - but they ARE the companies that set the...

We all know Sales Assembly, but what is its sister company VentureSCALE? Todd explains in this 4 minute video: focused on giving early-stage tech SaaS companies the foundation for scaling revenue. Classes by the world's best. Coaching sessions. Mentors galore. Apply...

In partnership with Sales Leaders New Zealand, in this talk, Todd Caponi breaks down the science of true sales empathy - how to read minds, and use behavioral science to engage the buying brain...especially during times of uncertainty.

In this episode of Replayz Guest Series, Todd talks about how, backed by science & data, transparency sells better than perfection. This explains why, on a website, a product with an average star rating of 4.2-4.5 sells better than one that's a perfect 5.0. Leading...