Todd’s Videos

The Webinar Talk Show is a program that Thom Singer has co-created with Eliz Greene to help companies and associations deal with the abundance of talking head webinars. In this episode, Todd Caponi shares the behavioral science associated with uncertainty &...

The short version - how to rethink your messaging, approach and mindset while in a world of uncertainty. Think about it - discretionary spending stops, essential spending gets picked over and risk is reduced - for you, your prospect (as a person), and your prospect...

Uncertainty. It’s a crazy-maker for the brain, but even worse, a crazy-maker for your pipeline. And ready or not, uncertainty is here. How bad will it get and for how long? Nobody can know for sure. But either way, it requires an immediate shift in sales strategy....

 Here's an excerpt video from the webinar done with Pactsafe's Jason Kren in January 2020. In this clip, we talk about pilots - should we do them, and if not, what to do instead. For the rest of the webinar, check...

Two simple ideas to help you add references, have each reference want to do more of them, and maximize the value of each reference call for your prospects who are asking for...

Had a little fun with this video. I know what I felt when asked that question, especially in front of my peers via a rep-by-rep death-march sales meeting. The result? A forecast based on lies and lost deal transparency. Transparency wins as effectively inside an...

Logic is polarizing to the human brain - it actually makes decisions harder. So, that logo slide you love to present because you're so proud of your customer list? It may be separating your advocates from your dictractors during a sales...

Unfortunately we have a long way to go before we have to worry about that. Just from today's mail and today's web ads, we're far away from transparency - still building foundations on mistrust and trickery, which doesn't serve us well....