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The Transparent Sales Leader, With Todd Caponi

Author

Wes Schaeffer
September 08, 2022

Podcast Template

  • 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?”

  • 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

  • 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.

  • PRAISE

    • Predictability

    • Recognition

    • Aim

    • Independence

    • Security

    • Equitability

  • Obvious, entertaining, actionable.

Sales Growth Tools Mentioned In The Sales Podcast

GUEST INFO:

      • 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/

PODCAST INFO:

SUPPORT & CONNECT: