Todd Caponi Author of The Transparency Sale, The Transparent Sales Leader and from Sales Melon SaasHoles "Rev Ops with an edge"

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



Ideal for a topic or show? pete@saasholes.net






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