Tesco
The Transparent Sales Leader
Book

The Transparent Sales Leader

How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results

Todd Caponi
Ideapress, 2022

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Editorial Rating

9

Qualities

  • Applicable
  • Well Structured
  • Concrete Examples

Recommendation

Author Todd Caponi, head of SalesMelon, tells B2B salespeople they can overcome client distrust by being transparent and authentic. An expert in decision-making, he tells sales managers to make sure their sales teams have “five Fs”: “focus, field, fundamentals, forecast (that is, the ability to predict sales) and fun.”Then he delves into behavioral science to explain how sales managers can foster their team’s intrinsic motivation by offering recognition, fairness, feedback, independence, security and purpose. This all adds up to a smart, applicable and science-based B2B sales and sales management toolbox

Take-Aways

  • Sales leaders should be scientific and transparent.
  • Provide your sales team with “five Fs”: “focus, field, fundamentals, forecast and fun.”
  • Focus – Target the most promising prospects and use your time wisely.

About the Author

Sales Melon LLC leader Todd Caponi hosts The Sales History podcast. He also wrote The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results. 

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