Issue 176 - 05 | The Future of Sales is Radically Transparent—Are you Ready?

By Todd Caponi
Published May 15, 2019 12:00 p.m.
“Buyers are driven by an innate desire to predict the experience they will have in making a purchase. Combine that with the proliferation of feedback and reviews on everything we buy, watch and experience, along with the feelings of trust created by authenticy, honesty and transparency. Sellers must now embrace this evolution.

Many in the sales world are worried about how technology’s rapid advancement towards AI (Artificial Intelligence) will harm the sales profession. One 2015 Forrester article predicted that 95% of B2B sales jobs (one-million plus) would be replaced by AI by 2020. While that prediction clearly missed the mark, there is pressure on the profession. How can sellers understand technology advancements, adjust, and actually have buyers looking forward to their interactions with sales professionals? How can sellers become no longer a necessary evil, but the key element in an easy, successful, confident decision making process?


About Todd Caponi | An award winning sales leader, Todd Caponi’s passion is for all things sales methodology, learning theory, and decision science. His expertise is in building the revenue capacity for technology companies, having served in senior leadership roles, helping one organization to a successful IPO followed by an exit valued at almost $3B, won the American Business “Stevie” Award for VP of WW Sales of the Year, and is also a former owner/operator of a sales training and consulting company. He resides just outside of Chicago in Palatine, Illinois.

Related Books

How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results
Hardcover  (9781940858807) 
Published 11/2018  by Ideapress Publishing 
Price: $15.72 to $19.96
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