I'm TODD CAPONI
Sales Philosopher | Revenue Capacity Architect | Sales Enabler | Author
The future of sales is radically transparent. Are you ready?
Todd was most recently the Chief Revenue Officer of Chicago's PowerReviews, building the revenue capacity from the ground up. He turned it into what Deloitte recently named the fastest growing tech company in the entire state of Illinois during his tenure.
Prior to PowerReviews, Todd was on the sales leadership team at ExactTarget, who he helped to a successful IPO followed by an exit via acquisition by Salesforce.com for > $2.5 BILLION.
Todd is also a winner of the American Business "Golden Stevie" Award for VP of WW Sales of the Year during his tenure at Right Hemisphere (who successfully exited to SAP), and he’s also a former owner / operator of a sales training organization.
Every talk is designed to fit the needs of the audience, be immediately actionable, and aligned to the mission of your event.
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Transparency, Decision Science & the Future of Sales
Starting with an exploration of the new type of consumer influence driving the need to change, this session provides an understanding of our buying brain, and how we make decisions as consumers. Beyond just striving for authenticity, your team will gain a foundational understanding of how decision making really works, which is key to getting better at selling anything to anyone.
Attendees will walk away from this session with a core understanding of the role of transparency and decision science throughout the decision maker's journey. We will also explore a few simple techniques they can immediately apply to their efforts.
Traditional sales negotiation techniques erode trust and slow momentum - right near the finish line. In this talk now "famous" talk, Todd reveals an approach where you play your cards face-up (versus the traditional "hide your tells" approach) leading to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts.
At the end of the session, attendees will be able to recite the four levers, know how to implement them during a negotiation (as well as during initial pricing discussions with a prospect and in your proposals) and have conversational turnarounds to the most common issues that come up.
The 5 F’s of Revenue Capacity
In this session, we explore the 5 F’s that can serve as the guide to thinking about building your revenue capacity, and a structure for every internal sales conversation. I literally used the 5 F’s for every 1-on-1 with my CEO, every presentation to my board, and every update presentation to my revenue organization. And managers used it to categorize every conversation with their managers & team, too.
In this session, attendees learn a simple framework to ensure they’re thinking about each of the 5 areas that drive revenue capacity, along with a simple means to ensure communication consistency with their leaders, board, investors, employees and teams.
Todd Caponi's Famous "Million Dollar Pyramid of 15-Minute Sales Training Classes"
The fundamentals of selling should be easy. And, the learning brain requires those fundamentals in short chunks. Todd has developed a core set of classes that center around simple, fundamental elements that are easy to learn, easy to remember, easy to apply, easy to teach, and fun. Attendees can select from the "pyramid" which classes they want to hear. These include those mentioned above, plus other favorites like "Modern Sales Process Fundamentals", "The Results Formula" and many more...
The Presentation Choreography
In this fun session using "reality makeover TV" as a guide, we’ll explore why a typical presentation doesn’t work, and how to choreograph your sales presentations to not only tell a great story, but compel the audience to action.
Attendees will leave this session with a choreography they can use to prepare and deliver presentations. It does not throw out an existing deck, it reorders it in a way that tells a consensus building story. Your presentations will become focused not on how great you are, but instead on how great your prospect can be.
Workshops & Training
These topics are highly customizable based on your audience. Topics apply to sales development reps, corporate and enterprise sellers, new business or existing business account managers, client success, senior leadership and recruiting. Given my extensive experience in sales training & enablement, customer experience, revenue operations, as well as my studies in neuroscience, inquire if there's a workshop you'd be interested in exploring.
Raw speech video from conferences & events
Chicago, IL | November, 2018
Lessonly Speaker Series
Indianapolis, IN | April, 2018
Learncore Connect 2017
Chicago, IL | October, 2017