Beer, Beats, & Business

Talking Transparency Selling & Red Solo Cups w/ Todd Caponi – S6Ep19

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My Conversational Partner:

Todd Caponi is the author of the 3x best-book-award-winning and international best-seller, The Transparency Sale.  He’s also the Managing Director of Chicago’s VentureSCALE and a speaker & workshop leader as Principal of Sales Melon LLC. He is also a multi-time C-Level sales leader, a behavioral science nerd and has guided two companies to successful exits.

Our Sponsor for This Episode:

Pilot Project Brewing

Pay Attention To:

  1. The difference between transparency and authenticity.
  2. Why 4.2/5 is the ideal review for a product.
  3. The psychology of “expectations” and how that influences our decision-making process.
  4. Todd’s wariness around “accepted” sales wisdom and why you should explore what is driving the stats you hear all of the time.
  5. Why remote selling is hard, but remote buying is harder. And how to remove friction from the process that your customers need to create a consensus.
  6. Why Todd loves a light beer in a red Solo cup.
  7. There’s an Old Fashioned in Minneapolis that you need to stay away from – but you’ll have to ask Todd where it is.

Things We Mentioned:

I guess we got stuck in our sales nerdery and didn’t mention much else.

But you can buy your own red Solo cups if you’d like.

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