Sales Talk for CEOs

Ep175 What Sales Used to Get Right and Why CEOs Should Bring It Back

03 Sep 2025

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In this episode of Sales Talk for CEOs, Alice Heiman sits down with Todd Caponi, sales historian and author of The Transparency Sale, to explore the forgotten history of sales and why understanding it could completely change how your company grows revenue.We’ve moved from serving buyers to selling at all costs and it’s hurting your sales team, your customer relationships, and your bottom line. Todd takes us back to the early 1900s, when trust, service, and even high school sales classes were the norm.What CEOs will learn:How sales was once respected, admired and taught in schoolsWhen and why we moved from service to high-pressure tacticsWhat today’s sales orgs can learn from 100-year-old best practicesWhy “buyers know more now” isn’t new and never wasTodd brings powerful historical context, rare quotes, and practical examples that challenge how modern sales is built.🤝 Connect With…Todd CaponiWebsite: toddcaponi.comLinkedIn: Todd CaponiPodcast: The Sales History Podcast@SalesHistorian https://instagram.com/saleshistorian/ The Transparency Sale on Amazon: https://amzn.to/2BxenrFThe Transparent Sales Leader on Amazon: https://www.amzn.com/1646870646📘 Preorder Todd Caponi’s New Book - The Four Levers of NegotiatingOut January 27, 2026Learn how to stop discounting by default and start leading pricing conversations with clarity and confidence.Todd’s Four Levers, Volume, Payment Timing, Commitment Length, and Deal Timing, help sellers create win-win outcomes without racing to the bottom.Alice HeimanWebsite: aliceheiman.comLinkedIn: Alice Heiman

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13:00H | 21 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

10:00H | 21 DIC 2025 | Fin de Semana

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12:00H | 20 DIC 2025 | Fin de Semana

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Fin de Semana

2ª PARTE | 06 ENE 2026 | EL PARTIDAZO DE COPE

01 Jan 1970

El Partidazo de COPE

3ª PARTE | 22 ENE 2026 | EL PARTIDAZO DE COPE

01 Jan 1970

El Partidazo de COPE

3ª PARTE | 04 MAR 2026 | EL PARTIDAZO DE COPE

01 Jan 1970

El Partidazo de COPE

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Sales Talk for CEOs

Ep175 What Sales Used to Get Right and Why CEOs Should Bring It Back

This episode hasn't been transcribed yet

Other recent transcribed episodes

13:00H | 21 DIC 2025 | Fin de Semana

10:00H | 21 DIC 2025 | Fin de Semana

12:00H | 20 DIC 2025 | Fin de Semana

2ª PARTE | 06 ENE 2026 | EL PARTIDAZO DE COPE

3ª PARTE | 22 ENE 2026 | EL PARTIDAZO DE COPE

3ª PARTE | 04 MAR 2026 | EL PARTIDAZO DE COPE

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