230: Todd Caponi on Radical Transparency to Build Trust in Sales

08/09/21 • 67 min

Make It Happen Mondays - B2B Sales Talk with John Barrows

Todd Caponi joins John once again on Make It Happen Mondays almost 2 years after his first appearance (Episode 112) to talk about radical transparency and leading with one’s flaws in sales. “Perfection isn’t a thing”, and Todd goes on to explain why talking about what you can’t do or don’t have can actually create a stronger foundation for a relationship in sales. This episode includes tactical ideas you can utilize to build trust and reduce sales cycles.

Grab your copy of Todd Caponi’s “The Transparency Sale”, one of John’s favorite books, and pre-order his upcoming book, “The Transparent Sales Leader”, available Spring 2022.

Grab your copy of Todd Caponi’s “The Transparency Sale”, one of John’s favorite books, and pre-order his upcoming book, “The Transparent Sales Leader”, available Spring 2022.

Previous Episode

229: Alexine Mudawar and Gabrielle Blackwell on Empowering Women in Sales

Our guests this week are Alexine Mudawar, Major Account Executive at Displayr, and Gabrielle Blackwell, SDR at Gong. This week we have two smart powerful women chat with John on how to become an advocate for women in business, starting by the leadership selected to set examples, creating a safe and welcoming environment, and ensuring conversations about diversity and inclusion are continued. Other topics mentioned are how to approach defensive males in the workplace, and leading by example, even as a peer. You don't want to miss out on learning from this important conversation conversation about empowering women in sales.

Next Episode

231: Doug Landis on How Product-Led Growth is Shifting the Marketplace

Doug Landis, Growth Partner at Emcap, joins John this week to discuss the shifting roles of sales due to product-led growth and how companies can adjust in order to evolve. This episode is especially important for the mid-tier 50% of reps that want to further their sales career. Doug and John discuss how over half of the reason people buy anything is due to the experience, and Doug talks about how he qualifies that experience. They dive into balancing leadership, where to continue to build your career, and intentionality about assessing your values at work.