Todd Caponi, author of the award-winning book, The Transparency Sale (and former sales leadership team member for the Marketing Cloud), and Susan Marshall, Torchlite founder and CEO, talk effective selling in an uncertain market.
Consensus selling is hard. Consensus buying is harder. And given that our buyers are now remote and surrounded by continued uncertainty, the deck is heavily stacked against the sellers.But there’s good news. In times of uncertainty, we can actually read the minds of our buyers. Using a little behavioral science combined with practical application, we can shift the deck back in our direction.
In this hour long webinar, you’ll learn
- How to drive more sales by connecting with your prospects.
- How you messaged and sold in an up-market will not work in a down-market.
- How the buying brain engages, prioritizes, decide, and buys.
- Immediately actionable tips to optimize your messaging, positioning & prospecting.
Author, Speaker, Workshop Leader
Todd Caponi is the author of the best-selling and 3x award-winning book, The Transparency Sale, a speaker & workshop leader as CEO & Founder of Sales Melon LLC, and Managing Director of Chicago’s VentureSCALE. Previously, he had spent almost 4 years building the revenue capacity of Chicago’s PowerReviews from the ground up as their Chief Revenue Officer…turning it into Illinois’ fastest-growing tech company. Prior to that, he’s held sales leadership roles with 3 other tech companies, including ExactTarget, where he helped drive the organization to a successful IPO and a $2.7B exit through the acquisition by Salesforce.com. He’s a former American Business “Stevie” Award winner for VP of WW Sales of the Year, and also once owned & operated a sales training company.