Events & Book Signings
Chicago, Illinois | November 13th, 2018
The future of sales is radically transparent. Are you ready?
While buyers today already do most of their information gathering before they have their first conversation with a seller, there’s a new category of information proliferation requiring a change in the sales conversation - feedback on our products and services. It’s easy to find, and it’s a requirement for the buying brain.
We’ll take the latest insights from decision science and merge them with a broader understanding of consumer influence, to find that the answer might just be to teach salespeople the opposite of what we’ve historically taught them to do.
Podcasts and Articles
Episode 93: "The Best of All Sales Tactics: Transparency"
Every sales professional is on the hunt for sales tactics that close deals, but most don’t even have transparency on their short list. My guest on this episode of #SellingWithSocial is an award-winning sales leader. Todd Caponi’s passion is for all things sales methodology, learning theory, and decision science – and you can see how true that is in his brand new book “The Transparency Sale.”
Episode 16: "Leverage Transparency to Shorten the Sales Cycle for Buyers"
In this episode, Todd pulls from his vast experiences as a sales leader at companies like Power Reviews and Exact Target (Salesforce) to help modern sellers understand the importance of transparency in closing more deals with customers.
"The #1 Surprising Way to Win Over a Client and Close the Deal - B2B SALES"
In this episode, Todd talks with host Brian Burns about the upcoming book, The Transparency Sale, and how advancements in our understanding of how the brain makes decisions applied to B2B selling is the next non-obvious evolution in the profession.
Episode 152: "How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles"
In this episode, Todd discusses the need to stop selling as if you’re a perfect 5.0.
Products with a 4.2 - 4.5 out of 5 star review sell better than those with a perfect 5.0.
Why? Because vulnerability fosters trust.
An Interview with Todd Caponi: The Transparency Sale
Sales is just as much science as art, and Caponi is devoted to the ‘geeky side’ of sales, as he calls it. A leader with more than 20 years of hands-on sales experience across sales training, sales enablement, and executive roles (most recently as CRO of PowerReviews), Todd’s focus includes bringing transparency to the sales process, boosting deal size, and improving relationships. And now he’s turning his sales passions to writing a soon-to-be-released book based on what he calls “The Transparency Sale”
Episode 221: "The Transparency Sale with Todd Caponi"
The Challenger Sale taught us to change our approach due to the preponderance of information about our products and services available to buyers before they ever talk to you, the seller. Today, we need to add "feedback" to the list, as buyers have easy access to our pros AND CONS like never before. Sellers need to be on top of what buyers are saying about them. Now there is a need to add transparency sale processes.
Episode 8: "Advancing Your Career by Taking Risks"
In this episode, Todd talks about how he realized his passion for sales was in teaching. He took a risk by venturing out on his own and buying a sales training business. His thirst for learning and passion for understanding buyer behavior continues to define his success
Episode 120: "The Five F’s of Driving Revenue Capacity"
In this episode, Todd discusses how the effectiveness of your sales team to drive revenue determines if everything else in your business will be successful.
It’s easier to keep track of the status of your sales team and what needs to be tackled next by using the Five F’s: Field, Focus, Fundamentals, Forecast, and Fun.
Chicago, Illinois | June, 2018
The way we’ve been molding the sales profession doesn’t align with how buyers buy, learn and make decisions. There's an evolution coming...
Miscellaneous Sales Kickoffs & QBRs
Clients include Signal, Campaign Monitor, Cloudera, Cheetah Digital and many others...
Building the Sales Foundation
(for Series A Tech Founders)
Chicago, Illinois | March, 2018
Why do businesses fail? Some say it’s poor product, a poor economy, a weak leadership team, well funded competition or countless other reasons. In reality, businesses fail due to a lack of sales. Building a sales foundation from the beginning is often the missing piece to explosive growth. (VentureSCALE launches in February of 2018)
Transparency: The Next Era in Enterprise Sales
(Sales Performance Management Tech Company)
Philadelphia, Pennsylvania | January, 2018
Just like brands and retailers displaying positive and negative ratings and reviews on their own web pages online, the successful future sellers will lead with transparency.
Better sit down for this...do you realize that all of your corporate initiatives succeed or fail based on the words that come out of your sales team's mouths. To ensure your reps are able to deliver that message & approach relies on how you enable them. Adhering to how the sales brain pays attention, learns and actions that learning is key.