The Transparent Sales Leader, With Todd Caponi

"Leading effective sales teams in a digital world."

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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

• Todd Caponi on 366
• Meet the 1 Call Closer, Richard Mugica

• 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

• 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

• Take The CRM Quiz: get a free consultation with me
• Leadferno: Turn lurkers into leads
• Send Drunk Emails: ...that get opened and get you paid!
• 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

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/

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