Why It's Better to Be Transparent, Not Perfect - Todd Caponi, Author, The Transparency Sale
Summary:
Todd Caponi fell into sales, then fell in love with the decision science surrounding it. He turned that into a career encompassing multiple sales leadership roles.
He's building the revenue capacity of one tech company from the ground-up into Chicago’s fastest-growing, another where his efforts helped drive the organization to a successful IPO followed by an acquisition worth almost $3B, and another where his turnaround efforts were rewarded with the American Business “Stevie” Award for Worldwide Vice President of Sales of the Year.
He left his role as the Chief Revenue Officer to write his first book, The Transparency Sale; which has since earned 2019’s “Best Book Award” in the “Business: Sales” category at the American Book Awards, while also earning International Best-Seller status. Todd also hosts The Sales History Podcast, bringing the incredible (and sometimes strange) brains from the earliest days of sales' past into the present. Much of the sales wisdom from the past hasn't changed.
Key Moments:
03:00 - Is saying "yes" always the way to go?
09:15 - Expectation inflation
25:00 - "How are they better than us?". How Todd turned the question of tell me why your better than your competitor into a transparent conversation and disarmed a meeting.
27:00 - Lead with your strengths and reveal your weakness
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