In this episode, host Jay Schwedelson interviews Todd Caponi, the founder of Sales Melon, best-selling author, and sales expert. They discuss the importance of transparency in sales, how to guide customers through the buying process, and how to negotiate effectively.

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Best Moments:

(01:39) Todd Caponi's background and how he became interested in sales and behavioral science

(03:35) The importance of negative reviews and how they can actually increase sales

(08:36) Advice on how to approach the sales process and guide customers through the buying journey

(11:37) The importance of giving salespeople leeway in negotiating and providing a "toolbox" for closing deals

(15:54) Todd's favorite movies and books about sales

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Guest Bio:

Todd Caponi is the founder of Sales Melon, a best-selling author of The Transparency Sale, and the host of the "Sales History Nerd" podcast. He has held seven different sales leadership roles, including a $3 billion exit to Salesforce in 2013. Caponi is an expert in sales and behavioral science, and he is passionate about helping businesses sell more effectively by embracing transparency and guiding customers through the buying process.

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