#215 I In Conversation with Todd Caponi
Todd Caponi, Author of "The Transparent Sales Leader" in Conversation with Subhanjan Sarkar
Curated Content in this edition]
[PitchLink Original] Bits About Books - Todd Caponi, Author of "The Transparent Sales Leader." In conversation with Subhanjan Sarkar.
[Mindset] Find Support It's essential in adopting the growth mindset. by Guy Kawasaki
[GTM] The evolution of enterprise sales with AI, strategy and teamwork with Sachin Mathews by Joseph Abraham
[Performance] Win Rates 101by David Brock
[Market] The Untapped Giant: How Big is the Live Events Industry?
by Marco Giberti
[AI & Sales] 5 Reasons Why AI Will Never Replace Salespeople
by The Daily Sales / Daniel Disney
Trade Show and Event ROI is linked to Engagement with your Booth Visitors.
Here is how to move engagement to the next level. Attonce.
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Book a personal session with our Outcome Specialists.
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Bits About Books : Todd Caponi, Author of "The Transparent Sales Leader"
In Conversation with Subhanjan Sarkar
Todd Caponi’s second book is “The Transparent Sales Leader”. Before this, he wrote “The Transparency Sale”, which won the American Book Award’s 2019 Sales Book of the Year. He is a speaker & workshop leader as Principal of Sales Melon LLC. Up until mid-2018, he had spent almost 4 years building the revenue capacity of Chicago’s PowerReviews from the ground up as their Chief Revenue Officer, turning it into Illinois’ fastest-growing tech company. Prior to that, he held sales leadership roles with 3 other tech companies, including ExactTarget, where he helped drive a successful IPO and a $2.7B exit through the acquisition by Salesforce. He is also a former American Business “Stevie” Award winner for VP of WW Sales of the Year.
Sales leadership does not have a defined framework in most organizations. When Todd was promoted, like many others, to a sales leadership role from that of a sales executive, he found himself drowning in activity without having a definite direction. This led him to analyze the role of the Sales Leader and target key focus areas that sales leaders need to concentrate upon. The book is a result of that endeavor.
Sales training and enablement are usually directed at the sales executive, not sales leaders. The general assumption is that if you have been promoted to sales leadership, you must already know what you’re doing, otherwise, you wouldn’t have been promoted into the role. Todd Caponi busts that myth and outlines a framework that can help sales leaders focus on key areas that will drive revenue through sales success.
Todd Caponi highlights the science of transparency and motivation to plan, strategize and communicate with the sales team, company bosses, and even the board. He dives deep into the five core responsibilities of the sales leader. He also goes to great length to explain the behavioral science that explains why sales teams act in the way they do, and what inspires them.
These and more insights from the ground in this great episode of Bits About Books.
Run time – 45.09 mins.
22 Authors of 22 Blockbuster Sales and Marketing Books in 22 twenty minute sessions.
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[Mindset]
Find Support
It's essential in adopting the growth mindset.
by Guy Kawasaki
I’m sure at this point you’re familiar with the growth mindset as pioneered by Carol Dweck.
One of her proteges, Mary Murphy, brought up a good point. It’s not just the mindset in your head. What also matters is the environment you’re in because a growth mindset in a fixed environment isn’t going to work.
As I highlight in my book Think Remarkable, embracing the growth mindset takes more than personal willpower. Mary’s research shows that environmental cues and social contexts significantly impact our ability to maintain a growth mindset. To sustain lifelong learning and achievement, you need both supportive people and environments around you.
[GTM]
The evolution of enterprise sales with AI, strategy and teamwork with Sachin Mathews
by Joseph Abraham
[Performance]
Win Rates 101
by David Brock
What is a win rate? The win rate represents the proportion of sales opportunities we have competed in, from which we have gotten an customer commitment order. Some of you may be saying, “Well duhhh…” But let me drill down. We have to think, “what’s an opportunity?” Something becomes an opportunity when it is qualified. It is based on the customer saying, “We need to make a change and have a solution in place by this date. The consequences of not doing this by this date are…..”
We do a lot of work with customer trying to create opportunities. We talk about ideas, changes, we start narrowing to a specific area, perhaps possible solutions. We even use the term opportunity to describe these conversations. But they don’t become opportunities until they are qualified. There are huge numbers of activities that we hope to turn into opportunities, that never do. They never become real, they never become qualified, we eventually abandon or defer them. We have to do that work, because it is through this, we create qualified opportunities.
[Market]
The Untapped Giant: How Big is the Live Events Industry?
by Marco Giberti
Think about the sheer breadth of what constitutes "live events." It encompasses a dizzying array of gatherings:
Trade Shows & Conferences: Industry hubs where deals are made, knowledge is shared, and the future of various sectors is shaped.
Corporate Events: From product launches and sales meetings to team-building retreats and holiday parties, businesses invest heavily in bringing their teams and clients together.
Association Events: Conventions, workshops, and networking opportunities connecting professionals in specific fields.
Sports Events: From local Little League games to global spectacles like the Olympics, Super Bowl, or World Cup, sports events ignite passions and drive significant economic activity.
B2C Events: Experiences designed for consumers, such as product demos, pop-up shops, and interactive installations.
Festivals: Celebrating everything from music and film to food and culture, festivals draw massive crowds and contribute significantly to local economies.
Weddings & Private Parties: Personal celebrations that, while individual, collectively represent a substantial portion of the live events market.
[AI & Sales]
5 Reasons Why AI Will Never Replace Salespeople
by The Daily Sales / Daniel Disney
The Human-AI Partnership
The future of sales is not about replacing humans with AI, but about harnessing the power of AI to empower sales professionals. AI is a valuable tool that can enhance efficiency, provide data-driven insights, and support personalized customer interactions. However, the core elements of successful sales—building relationships, understanding nuanced needs, and navigating complex ethical situations—are inherently human qualities that AI cannot replicate.
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The Pitch.Linker X|O Update No.215 Volume 05. Issue 09 * 4th March 2025