• Todd Caponi

     

     

    Speaker | Author | Sales Philosopher | Revenue Capacity Architect

    You'll laugh. You'll cry...

    Well, ok, that's not quite true, but I deliver 15-90 minute talks or workshops up to 3 hours to groups large and small, focused primarily on the art and science of influence.

     

    Fundamentally, my talks are about how to evolve your approach to sales in what has now become "the feedback economy". These talks will have audiences rethinking their "we're perfect" speak, provide specific concepts that will change the way you approach influence, and specific tactics to immediately use in the field. Regardless of your "selling" role, the new proliferation of your products or services' pros and cons will require a change, selling as though you're a 4.2-4.5 instead of a perfect 5.0.

     

  • What people are saying about Todd:

    “You were the voted the most interesting / impactful / valuable presenter of the 2 day kick off by an overwhelming margin. One of our sales people, who has been in sales for 30 years, said that you were the best speaker he has seen in his career. - Kyle Himmelwright, Sr. Manager, Revenue Operations Optymyze

    What people are saying about Todd:

    Todd is always such a great choice for our events and annual conference. His content consistently makes an immediate, tangible, positive impact on the audience’s results, and his style is high energy, fun and super engaging, too! - Jeff Rosset, CEO of SalesAssembly & VentureSCALE

    What people are saying about Todd:

    "Thank you for an energizing and insightful presentation. The overwhelming response was that you are one of the most interesting and powerful speakers many had ever seen." - Neil Miklusak, Vice President of NA Sales, Optymyze

    What people are saying about Todd:

    "Todd Caponi is my favorite sales guru. Love when he gets going during his presentations. His energy is infectious." - Jason de Boer, Vice President of Sales, Selligent

    What people are saying about Todd:

    "Todd brings a level of passion, expertise, and storytelling that is nearly impossible to replicate. Our reps were as engaged as I've ever seen them. Weeks later, I still hear them referencing their notes and discussing the tips they picked up during his session." - Bryan Naas, Director of Sales Enablement at Lessonly

  • Topics

    Considering Todd for your event? Download the PDF bio sheet HERE

    Transparency, Decision Science & the Future of Sales

    Sales has historically been associated with being a swarmy profession. That's all changing. With our children growing up to be our future buyers all surrounded by reviews & transparency, coupled with advances in brain science around how people make decisions, the non-obvious evolution of sales is upon us. I'll show you how to get ready.

    Transparent Negotiations

     

    Negotiating a contract should be easy, and it can be through transparency. I'll teach you how to determine what your negotiation levers are, along with an approach where you play your cards face-up (versus a "hide your tells" approach) early-and-often in a negotiation to get to a fantastic outcome.

    Custom ...

     

    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 custom topic you'd be interested in exploring.

     

     

  • Resources

    For Event Planners & Speaker Bureaus

    Multiple headshots of Todd for use in promotional materials

    One page PDF summary

    Todd's bio in several lengths and formats

  • Podcasts and Articles

    "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.

    Podcast 9: "Unraveling the power of the Transparency Sale"

    In this episode, we talk with Todd Caponi, former CRO of PowerReviews about how to sell enterprise software solutions with increased transparency in the sales process.

    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.

  • Events

    Upcoming & Recent Speaking Engagements

    SALES Assembly Summit

    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

    June - September, 2018

    Sales Enablement w/ Learncore & SAVO

    Chicago, Illinois | April, 2018

    Scaling Sales Enablement & Training

    PAST: Building the Sales Foundation

    (for Series A Tech Founders)

    VentureSCALE

    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)

    PAST: 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.

    Sales Assembly

    Chicago, Illinois | November, 2017

    The companies who scale best are the ones where the sales and marketing orgs work as one, and are in total alignment with one another as well as with company goals/objectives overall.

    Learncore Core Connect

    Chicago, Illinois | October, 2017

    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.

    Shop.org Conference

    Los Angeles, California | September, 2017

    Consumers demand transparency and accountability from businesses or they move on. But what does transparency really mean, and where is it taking us? This session will discuss the future of transparency.

    Lessonly Roadshow

    Chicago, Illinois

    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.

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