Episode 230

full
Published on:

9th Aug 2021

230: Todd Caponi on Radical Transparency to Build Trust in Sales

Todd Caponi joins John once again on Make It Happen Mondays almost 2 years after his first appearance (Episode 112) to talk about radical transparency and leading with one’s flaws in sales. “Perfection isn’t a thing”, and Todd goes on to explain why talking about what you can’t do or don’t have can actually create a stronger foundation for a relationship in sales. This episode includes tactical ideas you can utilize to build trust and reduce sales cycles. 

Grab your copy of Todd Caponi’s “The Transparency Sale”, one of John’s favorite books, and pre-order his upcoming book, “The Transparent Sales Leader”, available Spring 2022.

Next Episode All Episodes Previous Episode

Listen for free

Show artwork for Make It Happen Mondays - B2B Sales Talk with John Barrows

About the Podcast

Make It Happen Mondays - B2B Sales Talk with John Barrows
John Barrows helps sales leaders decide whether to replace or rebuild their teams for the AI era. Drawing on 25+ years with Salesforce, LinkedIn, Google, and Amazon. Weekly tactics and guests to help you sell at a consistently high level.
John Barrows helps sales leaders decide whether to replace or rebuild their teams for the AI era, drawing on 25+ years working with Salesforce, LinkedIn, Google, and Amazon. He advises CROs and VPs of Sales on AI readiness, team structure, and go-to-market strategy. He trains sales teams on the fundamentals that drive consistent performance, with or without AI.