Best Todd Caponi Podcasts (2024)

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How Founder Led Sales Changed the World 19:14

7d ago19:14

19:14

Send us a Text Message. The way we live today wasn't defined just via the invention itself. Things like the steam engine, telegraph, reaper, highways, the telephone, the automobile...and just about every other revolutionary advancement was met with extreme skepticism. They all HAD TO BE SOLD. The incredible inventors had to be ingenious salespeople…

1
10 Strange Quotes/Theories On Sales - From the Early 1900s 12:08

26d ago12:08

12:08

Send us a Text Message. The early 1900s were made up of the foundation layers for our great profession. Incredible ideas. Great Writing. Things we all use still today. However, there were a few odd ideas out there, too. Here’s a collection of ten of those odd quotes on everything from bowel movements, your thyroid, and your ability to fight that ma…

1
Prospecting Fundamentals - From Sales History 17:22

1M ago17:22

17:22

Send us a Text Message. This episode dissects prospecting from 50 to 120 years ago...discussing five key elements: 1) The origins of the word "prospecting" as it relates to sales 2) The mindset - quality prospecting over simply focusing on metrics and scale 3) Metrics and prospecting quotes - the counterpoint of above in terms of working backwards …

1
Death of a Salesman? 15:55

2M ago15:55

15:55

Send us a Text Message. We've heard it all before - the "death of" this, and the "demise of" that as it relates to the sales profession. Everything is dead, right? Well, like so many other sales-related things, this concept isn't new, either. Experts have been casting the profession and its elements to the grave since the early 1900s. In today's ep…

1
Discounting & Price Cutting: History, Commentary, and Unbreakable Habit? 21:11

2M ago21:11

21:11

Send us a Text Message. Let’s explore sales discounting…it’s history, commentary, and why we haven’t been able to break this terrible habit. It's a problem that's as prominent and as recognized today as it was in the early 1900s. @saleshistorian on Instagram - daily quotes, pics & comics from the past @saleshistorian on Twitter - daily quotes, pics…

1
ISEs3 Ep15: Danny Wasserman - Gong! Tableau and Databricks 36:13

2M ago36:13

36:13

Welcome to OrchestrateSales.com‘s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On ISEs3 Ep15 host Erich Starrett is joined in the Orchestrate Sales studios by new friend Danny Wasserman, whom he finally met F2F at Corporat…

1
ISEs3 Ep14: Todd Caponi - Sales History Nerd + Transparency Evangelist @ Sales Melon 38:06

3M ago38:06

38:06

Welcome to OrchestrateSales.com‘s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. Mark Twain - the PIONEER of Sales Enablement who empowered a LITERAL customer facing frontline of 10,000!?!!! On ISEs3 Episode 14, Erich Starre…

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ISEs3 Ep13: Meganne Brezina CCMP™ - Seismic 30:43

3M ago30:43

30:43

Welcome to OrchestrateSales.com‘s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On a superfun ISEs3 Episode 13, Erich Starrett is joined in the Orchestrate Sales studios by Meganne Brezina, CCMP™. Meganne is not only the Se…

1
10 Mottos For Being Your Best - Circa 1937 14:42

3M ago14:42

14:42

Send us a Text Message. In 1937, Paul W. Ivey released a second edition of his book, Salesmanship Applied. Chapter 6 is one of my favorites from my collection of books from 75+ years ago. Want to be the best version of you? Instead of recreating the wheel on these ideas, let’s turn the clock back 87 years. We spend so much time on sales methodologi…

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ISEs3 Ep12: Dr. Shawn Fowler - RevenueReady 34:09

3M ago34:09

34:09

Welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On ISEs3 Episode 12, Erich Starrett is joined by Dr. Shawn Fowler, whom he originally met when Shawn was VP, Sales Enablement (a true cross-fun…

1
We Are Selling Ideas, right? Here's 400 Years of "How To" Advice 14:14

3M ago14:14

14:14

Send us a Text Message. Sales - the most brilliant minds in the profession view our responsibility as "selling ideas'. Those brilliant minds date back to the 1600s and Sir Francis Bacon, the late 1700s and Benjamin Franklin, and many more throughout the 1900s. In today's episode, we'll explore the advice from Bacon, Franklin, and a couple of amazin…

1
ISEs3 Ep11: Bob Perkins, Founder - AAISP (now Emblaze) 40:24

3M ago40:24

40:24

Welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 11, Erich Starrett hosts Bob Perkins, the Founder AAISP, the American Association of Inside Sales Professionals (now Emblaze) in the…

1
Why Does Sales Exist The Way It Does - And Should It? 16:59

4M ago16:59

16:59

Send us a Text Message. Our version of sales recruiting, sales training, dedicated territories, quotas, salary + variable compensation plans, even sales kickoffs all began between 1890-1920. The process designs, compensation strategies, and almost all of the selling methodologies are based on this foundational approach - which, for the most part, I…

1
ISEs3 Ep10: Dr. Brian Lambert Pt 2 – Co-Founder, Orchestrator, and Value Architect 29:44

4M ago29:44

29:44

In Episode 10 Dr. Brian Lambert is back in the Orchestrate Sales Studios with Erich Starrett, for part two of a two-part interview. Dr. Lambert is a Digital Value Architect at Elastic, co-founder of OSC, SES, and co-host of Inside Sales Enablement seasons one and two. In this segment we pivot from past to present and future, with an emphasis on the…

1
ISEs3 Ep9: Dr. Brian Lambert Pt 1 - Co-Founder, Orchestrator, and Value Architect 29:50

4M ago29:50

29:50

Erich Starrett hosts Dr. Brian Lambert - co-founder of OSC, SES, and co-host of Inside Sales Enablement seasons one and two, back in the Orchestrate Sales Studios, for part one of two. A treat to have the epitome of past, present, and future enablement back on the property. And yes, of course he was there at the original founding and one of the ~hu…

1
ISEs3 Ep8: Bob Kelly - Sales Management Association 24:36

4M ago24:36

24:36

On the eve of the Sales Management Association's annual Sales Force Productivity Summit right here in the ATL at Emory University (NEXT week! March 12-13th ...use promo code TAGFAM for nearly half off at salesmanagement.org) SMA founder and commander-in-chief @Bob Kelly joins me to discuss the past, present and future of enablement through the lens…

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Salesman's Creeds - The "In Thing" of the Early 1900s 13:12

4M ago13:12

13:12

Send us a Text Message. Salesman's "Creeds" - There was a concept that started popping up around 1905, spreading to individual companies, industries, and eventually to entire cities by the 1910s. Established to change the perception of the sales profession. these "creeds" defined a core set of beliefs every salesperson should have in taking goods t…

1
ISEs3 Ep7: Tim Riesterer - Chief Strategy Officer, Corporate Visions + Chief Visionary, Emblaze 23:45

5M ago23:45

23:45

Tim Riesterer - From Sales Enablement Origins to Orchestrating the Future of Revenue: On Episode 7, host Erich Starrett hops in the OSC Studios time machine with Tim Riesterer - Chief Strategy Officer, Corporate Visions + Chief Visionary, Emblaze. Tim shares his wealth of experience in sales enablement, spanning from the early days of automated RFP…

1
ISEs3 Ep6: Christopher Kingman - SES Fore-founder, RES + Emblaze Exec Board Member 36:03

5M ago36:03

36:03

Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 6, Erich Starrett hosts Christopher Kingman M.S., Global Head of Digital Sales Enablement at TransUnion, in the OSC Studio…

1
ISEs3 Ep5: Craig Nelson - SES Fore-founder and Entrepreneur 41:37

6M ago41:37

41:37

Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 5 Sales Enablement Society Fore-founder and Entrepreneur Craig Nelson joins Erich Starrett in the OSC Studios to go in the…

1
ISEs3 Ep4: Gail Behun – President, Revenue Enablement Society (2024) 31:00

6M ago31:00

31:00

Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 5 we begin in the present as Erich Starrett is joined in the OSC Studios with Gail Behun who was announced just last week …

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ISEs3 Ep3: Paul Butterfield - President, Revenue Enablement Society (2023) 43:34

6M ago43:34

43:34

ISE Season 3 is focused on the past, present and future of Enablement History. And timed perfectly as we just celebrated the seventh anniversary of the official signing of the Sales Enablement Society into reality by the ~100 SES Fore-founders in Palm Beach, November of 2016. For Episode 3, Paul Butterfield, President of the Executive Board of the …

1
ISEs3 Ep2: Scott Santucci Pt2 - The Birth of the Sales Enablement Society 43:19

7M ago43:19

43:19

Welcome to Inside Sales Enablement, Season three, where we take a leap into the enablement time machine and... > Take a look back with those who played a part in enablement history. > Pause in the present and hit on a few modern themes > And then shift our focus to the future and what it may bring for enablement teams. Hello and welcome! I'm Erich …

1
ISEs3 Ep1: Scott Santucci Pt1 - Before the Sales Enablement Society 41:45

8M ago41:45

41:45

Episode 64: ISE Season 3#1: BSES Welcome to "season three" of Inside Sales Enablement ...ISE - focused on Enablement History. I'm Erich Starrett. I started out in the ISE audience listening to SES Founding Father Scott Santucci and Trailblazer Dr. Brian Lambert', and then collaborated with them to build OrchestrateSales.com to be the global home fo…

1
Ep. 37- Using RFPs to Improve Your Sales Process w/ Brad Rosen and Tony Germinario 26:04

8M ago26:04

26:04

Show Notes: This episode discusses best practices around responding to RFPs (requests for proposals), including when to bid or not bid, managing internal collaboration, maintaining relationships even if declining to bid, and leveraging AI for efficiency and learning. Listeners can gain insights into strategically approaching RFPs. Key Discussion Po…

1
#14 Matt Dixon - Activator Genome Research 1:00:11

8M ago1:00:11

1:00:11

He's back! Discover the essential keys to success in professional services firms in this unmissable discussion with Matt Dixon (author of "The Challenge Sale" and "The JOLT EFFECT"). We break down his groundbreaking research, delving into the dynamic realm of professional services. Explore the revolutionary "Activator" approach and gain valuable in…

1
#13 Dr Howard Dover - Author The Sales Innovation Paradox 1:04:20

8M ago1:04:20

1:04:20

Dr Howard Dover has dedicated his career to creating and nurturing the next generation of expert sellers He is the Director at the University Dallas Texas' centre for professional sales Dr Dover is also the author of the ground breaking book 'The Sales Innovation Paradox'By Aaron Evans

1
Ep. 36- Scale Through Skill, NOT Headcount l Sales & Stuff & Things w/ Matt Green, Sam McKenna, & Todd Caponi 58:40

9M ago58:40

58:40

This session of Sales and Stuff and Things discusses how revenue organizations can scale through developing seller skills, rather than solely through adding more headcount. The guests provide historical context on why sales leaders often default to hiring more, despite data showing skill development is needed. They outline essential modern seller s…

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Ep. 35- [New Data] Why Sales Cycles in 2023 are 30 Days Longer w/ Brad Rosen, Michelle Vu, & Jonah Mandel 40:45

9M ago40:45

40:45

In this episode, Michelle Vu discusses the current state of B2B SaaS sales and customer success with Jonah Mandel of Capchase and Brad Rosen of Sales Assembly. They dig into findings from a recent survey conducted by Capchase on sales procurement in the B2B SaaS space. Key topics include increasing sales cycle length, rising customer acquisition co…

1
Ep. 34- Creating a Culture of Learning: How to Drive Productivity and Innovation in Your Sales Team 24:22

9M ago24:22

24:22

In this episode of Revenue Jam, Matt Green and Alex Mislan discuss how to create a culture of learning within a revenue organization. Listeners can expect to gain insights on why building a culture of learning is important, how it differs from just having coaching, and practical steps leaders can take to start fostering this culture. Key Discussion…

1
Ep. 33- Creating a Positive Sales Culture: Strategies for Weekly Wins and Celebrating Success l Sales & Stuff & Things w/ Matt Green, Sam McKenna, Todd Caponi, & Jen Allen-Knuth 53:17

9M ago53:17

53:17

In this episode of Revenue Jam, Matt Green is joined by sales leaders Sam McKenna, Jen Allen-Knuth, and Tod Caponi for a monthly session discussing how sales leaders can create weekly wins for their teams. They provide insights on building a positive sales culture, celebrating the right behaviors, delivering effective feedback, and more. Key Discus…

1
Ep. 32- Practical Personalization Templates from LinkedIn's Sales Team l Fireside Friday w/ Jeff Rosset & Kelly Marberry 19:40

10M ago19:40

19:40

In this episode, Jeff Rosset is joined by Kelly Marberry, Sales leader at LinkedIn, to discuss deep sales, focusing on quality over quantity, and strategies for achieving happiness and satisfaction in sales careers. Kelly provides insights into tailoring outreach, building rapport, and crafting personalized messages to connect with prospects. The t…

1
Ep. 31- Building a Successful Sales Team: Tips for Founders l SaaSy Talks 37:36

10M ago37:36

37:36

Episode Summary: Matt Green, co-founder of Sales Assembly, shares his insights on building successful sales teams and developing a strong sales playbook. He emphasizes the importance of finding the right people for your team, rather than relying on big logos or established organizations. Matt also discusses the challenges of transitioning from a fo…

1
Ep. 30- Humans vs. The Machines l Walnut #WeAreProspects w/ Matt Green, Marie Brunet, Devin Liu, & Aryeh Abramowitz 45:33

10M ago45:33

45:33

How do we keep all our tech in check? Well, that’s exactly what Walnut asked their panelists from AI21 Labs, Sales Assembly, and Uniphore during their latest #WeAreProspects webinar. And while the event was a blast, what really knocked our virtual socks off was just how many sales leaders tuned in. This shows just how important it is to ensure that…

1
Ep. 29- The Art of Authenticity and Empathy in Sales l MasterSaaS Live w/ Matt Green & Alina Vandenberghe 15:38

10M ago15:38

15:38

Matt Green discusses with Alina Vandenberghe his journey into sales and the qualities that make a great salesperson and sales manager. He emphasizes the importance of empathy and authenticity in building relationships with clients and team members. Matt also explains the purpose of Sales Assembly and how they provide comprehensive training and deve…

1
Ep. 28- Adapting to Market Dynamics w/ Matt Green & Collin Stewart 51:09

11M ago51:09

51:09

As the Chief Revenue Officer (CRO), Matt continues to work as an Account Executive (AE) within his company. Let's uncover the motivations behind this unconventional choice and discover the insights it brings to Sales Assembly's sales motion. Highlights include: Holding on to the AE role as a Founder and CRO (2:00) The Benefit of Having a Very Speci…

1
Ep. 27- From Rookie to Revenue Generator l Transform Sales w/ Brad Rosen & Amir Reiter 20:52

11M ago20:52

20:52

In this episode, Amir Reiter interviews Brad Rosen, President of Sales Assembly, to discuss the importance of sales training and enablement. Brad explains that Sales Assembly is a skill development platform for go-to-market teams that offers fundamental sales training to individuals at different stages of their careers. They address the challenges …

1
Ep. 26- Sales Assembly Proposal Power-Up l The Closing Show w/ Tanner Lacey & Nadia Milani 33:06

11M ago33:06

33:06

Want to make your proposals better? Of course! Proposals are often an after thought but are the last thing (and sometimes the first thing) a decision-maker sees when you're selling your product. Your proposals are the last step in a closed deal. So you better make them effective. We’re discussing: - The current proposal process at Sales Academy - T…

1
Ep. 25- The Revenue Impact of Executive Emotional Intelligence l Sales & Stuff & Things w/ Matt Green, Todd Caponi, & Jen Allen-Knuth 55:29

11M ago55:29

55:29

Have you directly addressed the economic environment with your team? Your people are stressed. They don’t feel safe. There have been 201,860 layoffs in Tech in 2023. They are worried they might be next. And a lack of psychological safety creates a negative revenue impact. Because people start looking for jobs instead of new customers. But as leader…

1
Ep. 24- Balancing Performance and Purpose: A G2 Culture Deep Dive l Fireside Friday w/ Jeff Rosset & Michelle Vu of G2 18:04

12M ago18:04

18:04

In this enlightening episode, Jeff Rosset & Michelle Vu delve into the inner workings of G2, a company renowned for its robust culture and commitment to performance, entrepreneurship, kindness, and authenticity. Our guest shares key insights into how they maintain a healthy balance between performance pressure and their team members' individual "wh…

1
Ep. 23- Best Practices for Creating and Maintaining a Winning Sales Territory Plan l Closing Time w/ Brad Rosen & Dave Osborne 17:49

12M ago17:49

17:49

New and experienced sales leaders know that creating and redistributing sales territories can be a challenging task. There are numerous factors to consider – industries, geography, ideal customer profile, deal size, and more – and it’s not a one-time process. If your team operates remotely, it could be even more complex. So, how do you begin creati…

1
Ep. 22- Leading in a Crowded Market: Inside RFPIO’s Strategy l Fireside Friday w/ Jeff Rosset & Konnor Martin 21:57

12M ago21:57

21:57

In this episode, Jeff Rosset & Konnor Martin offers an in-depth account of RFPIO’s journey to becoming a category leader in the emerging field of response management software. Despite entering the market late, the company was able to carve a niche for itself, a success the guest attributes to two key factors: an incredible product-market fit and ta…

1
Ep. 21- Sustaining Success- The Integral Role of Customer Success in Revenue Teams l Revenue Rehab w/ Georgie Papacostas & Brandi Starr 35:20

12M ago35:20

35:20

This week, Brandi and Georgie will tackle Sustaining Success: The Integral Role of Customer Success in Revenue Teams Georgie is a third-culture kid born in the US to Greek immigrants who grew up in the Middle East. She began her career in the public sector at the Embassy of Cyprus, conducted health care research as an analyst at the Advisory Board …

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Ep. 20- Closing Skills Gaps for Salespeople in 2023 l B2B Revenue Leaders w/ Jeff Rosset & Dustin Tysick 23:31

12M ago23:31

23:31

Jeff Rosset, Founder & CEO of Sales Assembly, joins Dustin on this week's episode to discuss the changes in the sales industry in 2023. In today's landscape, companies are now focusing on efficiency and structure, and sales reps need to develop skills in building pipeline and self-sourcing leads. They share advice for closing skills gaps, overcomin…

1
Ep. 19- Who is Your Ideal Customer? Defining ICP and Aligning Go-To-Market Teams Around It l Closing Time w/ Brad Rosen and Chip House 15:42

12M ago15:42

15:42

Every business has its “best” customers, aka those who see significant value from your products or services, become long-term repeat buyers, and advocate for your brand. But when it comes to figuring out who those customers are and how to best serve them, alignment is key. Then, GTM leaders need to closely monitor sales metrics (such as ACV, churn,…

1
Ep. 18- Top Strategy for Generating More Leads Without Annoying Emails and Cold Calls! l SaaSSales w/ Matt Green & Mor Assouline 23:20

1y ago23:20

23:20

Matt Green, CRO of Sales Assembly, will teach you the top strategy for generating leads without annoying emails and cold calls. This strategy is based on principles of prospecting that have been proven to work time and time again. If you're looking to generate more leads without annoying email campaigns or high-pressure cold calls, then this is the…

1
Ep. 17- Overcoming The Status Quo in Start-Up Sales l How I Deal w/ Tanner Lacey, Taylor Dahlem, & Junior Lartey 29:47

1y ago29:47

29:47

Tanner re-lives the first large enterprise deal he landed for his startup. When selling in a company's early stages, it truly takes a village to get an enterprise deal across the line. You have no SOPs, legal red-lining & security protocols. Just a strong team, 100% focus, & a vision. That's how Tanner brought this one home. Listen to the full stor…

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Ep. 16- Applying Lessons from New Business to Customer Expansion l Fireside Friday w/ Jeff Rosset & Steph Sanders of Contractbook 18:23

1y ago18:23

18:23

In this episode of Fireside Friday with Sales Assembly, Jeff Rosset and Steph Sanders discuss how to apply lessons and strategies often used in New Business Acquisition over to Customer Expansion. Steph shares exactly how Contractbook is currently leaning more heavily into its customer base to drive further revenue growth. They also discuss how the…

1
Ep. 15- What's All the Fuss About Revenue Leakage? w/ Mason Cosby and Vlad Voskresensky, CEO of RevenueGrid 28:21

1y ago28:21

28:21

There’s a good chance you’re leaving money on the table, lots of it too. Like thousands of other businesses, your business is most likely experiencing revenue leakage. The challenging part is that it’s hard to tell when and where this revenue leak happens. Most pipeline reviews do not reveal what’s happening or if you’re losing money each month. Ev…

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Ep. 14- Determining When to Shift Your Industry Focus l Fireside Friday w/ Jeff Rosset & James Hornick of Hirewell 21:10

1y ago21:10

21:10

In this episode of Fireside Friday with Sales Assembly, Jeff Rosset and James Hornick discuss how to make sharp direct pivots in business and deal with change in a strategic way. James shares his experience of identifying opportunities for pivoting his business by building good relationships and leveraging existing client relationships. They also d…

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