230. Sales As The Science of Service w/ Todd Caponi

“Certain words are used in business so thoughtlessly that they have become devoid of meaning: Authentic. Real. Transparent. And there is no one I trust more to rescue them than Todd Caponi.”<br />Those words are from Ethan Zoubek, CRO at Atari. And he shared these words about a fantastic book titled “The Transparent Sales Leader: How the Power of Sincerity, Science, and Structure Can Transform Your Sales Team’s Results”<br />It’s the second book by today’s guest - Todd Caponi. We talked about his first book, The Transparency Sale, here on the podcast back on Episode 90: “Why Transparency Sells Better Than Perfection”<br />Todd is an author - as well as an advisor, speaker, workshop leader, and sales historian - who built his career in sales leadership roles at companies like SAP, Exact Target, and Power Reviews.<br />Todd’s back on the show to talk about:<br />When the science of sales began to emerge<br />Why successful sales leadership is like the ultimate team sport<br />How the power of sincerity, science, and structure can transform your sales team’s results<br />How digital pollution and noise impact today’s sales cycle<br />Where in the sales process can you set consistent and transparent expectations <br /><br /><br />More information about Todd and today’s topics:<br />LinkedIn Profile: <a href="https://www.linkedin.com/in/toddcaponi/" rel="noopener">https://www.linkedin.com/in/toddcaponi/</a><br />Company Website: <a href="https://toddcaponi.com/" rel="noopener">https://toddcaponi.com/</a><br />Todd’s Website: <a href="https://www.toddcaponi.com/" rel="noopener">https://www.toddcaponi.com/</a><br />Check out Todd’s books below:The Transparency Sale:https://www.amazon.com/gp/product/B07KFPQD76/ref=dbs_a_def_rwt_bibl_vppi_i0<br /><br />The Transparent Sales Leader<a href="https://www.amazon.com/gp/product/B0B23DZHFR/ref" rel="noopener">https://www.amazon.com/gp/product/B0B23DZHFR/ref</a>=dbs_a_def_rwt_bibl_vppi_i1 <br /><br /><br /><br /><br />Subscribe, listen, and rate/review the Customer Experience Pod