Episode 2: Sales Leadership with Todd Caponi
Jan 12, 2023
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Today we have Todd Caponi on the show. Todd is a sales leader, author, speaker, guru, and sales historian. He’s always been really enamored by the behavioural science of how human beings make decisions.
As he moved into sales leadership, he found that behavioural science had a big impact on his career and the way that he treated people, especially clients and prospects.
A couple of years ago, a crazy research study led him to quit his job and write a book called “The Transparency Sale,” which is actually one of the key books we recommend to our Apprento sales grads as they get started with their career.
Today, we are going to talk about sales leadership, and then what is leadership like in the context of today.
One of the buzzwords that we've heard about, and it's just now creeping into the New Zealand, Australia-type ecosystem is the idea of The Great Resignation.
Todd is here to tell us what that is and what are the current circumstances in the world of sales given the COVID lockdown.
So, you've got sales leaders that desire certainty and control. You got reps that desire independence and autonomy, and all of a sudden, the leaders can't see anybody. What are they going to do?
Todd is going to tell us about some strategies sales leaders have put into place and how they turned out. During these times, businesses have to get creative and build systems in which they can guarantee certainty and control whilst taking care of maintaining a healthy work environment.
We may be alone, at home, but we are not alone in being alone, as Sting once said. Sales leaders can incorporate different methods to enable businesses to continue to flourish even when they are remote, but in order to do so, a lot of things must be considered.
Obviously, we couldn’t miss the opportunity to have Todd talk with us about transparency so, he is going to talk with us in detail about the role transparency has had in his career, and the incredible lessons he’s learned along the way.
Listen to this amazing conversation as we also dive into a few other topics as well. We know this is going to be super valuable for you.
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