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Todd Caponi

Founder, Speaker, & Workshop Leader @ Sales Melon; Author (The Transparency Sale & The Transparent Sales Leader); Managing Director @ VentureScale; Chief Revenue Officer @ PowerReviews.

Top 5 podcasts with Todd Caponi

Ranked by the Snipd community
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12 snips
Apr 3, 2025 • 35min

Reignite Your Remote Sales Team With This One Tactic | Todd Caponi | Ep. 300 (Lead)

Todd Capponi, founder of Sales Melon and author of The Transparency Sale, dives into revitalizing remote sales teams. He shares how to conduct firmographic sprints through customer interviews to uncover vital insights. He emphasizes prepping customers before training sessions for true industry understanding and advocates for recognition over cash as a motivational tool. Capponi discusses the significance of fostering genuine connections and using targeted educational sprints to build confidence within sales teams.
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10 snips
Sep 19, 2025 • 40min

Episode 55: Negotiating Renewals Without Giving Away the Farm: Todd Caponi’s Four Levers

In this discussion, Todd Caponi, a sales expert and author of *Four Levers Negotiating*, shares his innovative approach to value-based negotiations for B2B renewals. He introduces his Four Levers framework—volume, timing of cash, length of commitment, and predictability—to lessen discounts and enhance profitability. Todd stresses the importance of avoiding 'easy gives' that harm credibility and encourages introducing mild friction to increase customer commitment. His insights help account managers protect revenue while fostering stronger business relationships.
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Aug 16, 2024 • 60min

Episode 291: Todd Caponi, Founder of Sales Melon: Closing a Deal isn’t the Finish Line…It is the Starting Line: The Power of Transparency in Negotiations.

Todd Caponi, founder of Sales Melon and a renowned speaker on transparency in sales, shares his insights on negotiations. He emphasizes that closing a deal is just the beginning of a partnership, not the end. Todd explores the importance of transparency in building long-term relationships and offers strategies to shift negotiations away from adversarial tactics. He also discusses the psychological impacts of pricing and innovative sales proposal strategies that enhance trust. Todd advocates for a leadership style focused on collaboration and continuous growth.
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Jan 5, 2024 • 44min

Negotiation Strategies: Todd Caponi on Authenticity and Success

Todd Caponi, an experienced technology sales leader, discusses the benefits of transparency in negotiation. He explores the distinction between authenticity and transparency, emphasizing the importance of building trust in long-term customer relationships. Caponi introduces a framework of four negotiation levers and explains how they can lead to successful outcomes. The podcast also includes a casual conversation about birthdays and football.
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Aug 16, 2023 • 42min

158 (Sell): Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon)

Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon, discusses successful negotiations in sales, the importance of transparent pricing models, the four levers in negotiation, protection against termination for cause, the power of logic, stories, and emotion in sales, and tips for building a business case and prospecting.

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