Todd Caponi Author of The Transparency Sale, The Transparent Sales Leader and from Sales Melon
SaasHoles "Rev Ops with an edge"
English - May 28, 2021 00:53 - 1 hour - 36 MBManagement Business Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: Doug Cassidy President at Concord SPG
Next Episode: John Ellett CEO Springbox and Author of CMO Manifesto
Todd Caponi joined Jason Ferrara and Pete Jansons to talk about his book The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results
Topics:
Chicken or Egg with RFP Process
Sympathy vs Empathy
Nerdometer
Flossum
Ways to get a discount:
1) Volume
2)Timing/Cash
3)Length of Commitment
4) Forecast
Sales Role:
1)Learn Product
2) Empathy
3) Add Value
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