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The Transparent Sales Leader, With Todd Caponi

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Professional Sales Tips you'll learn today on The Sales Podcast...

  • Knew leadership was his thing
  • Got promoted
  • Was excited...then reality hit him that he didn't have processes to be a sales leader
  • Mapped out his own responsibilities and has been following them for 14 years
  • Individual contributors must change and nurture others
  • If you want to be an individual contributor forever, there's no shame in that game 
  • 85% of us skip the 5-star reviews and go read the bad reviews
  • A product with an average score of 4.2 to 4.5 is optimal

Related episodes and posts

  • Embrace the truth.
  • Accentuate the negative.
  • Address the elephant in the room.
  • "Sticker shock" is not a good concept.
  • Lose fast.
  • Hearing "no" early, is a win.
  • IKEA is the #1 furniture store for 14 years.
  • We don't buy when we're convinced, we buy when we can predict. "Is the juice worth the squeeze?"


Join The Club

  • We're biased on our reward by the journey.
We don't buy when we're convinced, we buy when we can predict."
  • A confused mind says no.
  • "Buyers know more nowadays." 1912, "Salesmanship"
  • 2015, Forrester, State of Sales, "One million B2B sales jobs will go away by 2020."
  • The opposite happened.
  • More information has made it harder for buyers.
  • Salespeople must do the homework for their buyers.
  • When Toys R Us went out of business they had two kids, 7 and 9.
  • His kids were crying because they had so many options and they could never get comfortable with their decision.
  • "Payoff: The Hidden Logic That Shapes Our Motivations," Dan Ariely


Learn How To Make Irrational People Buy, With Todd Caponi

Which CRM Is Right For You?


  • Engaged employees are gold for your business.
  • The science of intrinsic inspiration.
  • Your salespeople are coin-operated is right, but you're doing it wrong.
  • Recognize and grow your people.
    • Predictability
    • Recognition
    • Aim
    • Independence
    • Security
    • Equitability
  • Obvious, entertaining, actionable.

Sales Growth Tools Mentioned In The Sales Podcast

      • Take The CRM Quiz: get a free consultation with me
      • Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program.
      • The Sales Agenda: take control of every sales opportunity like a pro.
      • Leadferno: Turn lurkers into leads
      • Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, save on hotels, travel, car rentals, you name it.
      • Send Drunk Emails: ...that get opened and get you paid!
      • Phone Burner: work the phone like a machine so you can be a human when you connect.
      • Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for 3 months


      • Get Todd's newest book, "The Transparent Sales Leader"
      • Guest Twitter: https://twitter.com/tcaponi
      • Guest Instagram: https://www.instagram.com/tcaponi/
      • Guest LinkedIn: https://www.linkedin.com/in/toddcaponi/


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