{"id":19524,"date":"2022-11-29T08:20:50","date_gmt":"2022-11-29T08:20:50","guid":{"rendered":"https:\/\/mailinvest.blog\/index.php\/2022\/11\/29\/sales-as-the-science-of-service\/"},"modified":"2022-11-29T08:20:50","modified_gmt":"2022-11-29T08:20:50","slug":"sales-as-the-science-of-service","status":"publish","type":"post","link":"https:\/\/mailinvest.blog\/index.php\/2022\/11\/29\/sales-as-the-science-of-service\/","title":{"rendered":"Sales As The Science of Service"},"content":{"rendered":"

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Last Updated November 28th, 2022<\/p>\n<\/p><\/div>\n

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Apple Podcasts<\/a> | Spotify<\/a> | Google Podcasts<\/a> | Amazon<\/a><\/span><\/p>\n

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The job of salespeople isn\u2019t to convince \u2014 it\u2019s to be an asset to the customer.<\/p>\n

Effective sales functions on the belief it\u2019s the science of service. And that belief? It requires setting accurate, transparent expectations and meeting them consistently to succeed.<\/p>\n

Back on today\u2019s episode is Todd Caponi<\/a>. Todd is the Founder of Sales Melon<\/a> (amongst many other professional titles), and he joins me today to share the sales industry\u2019s fundamentals, including those established over 100 years ago. And while sales has shifted, Todd takes a values-based perspective \u2014 what was good for people then perpetuates today.<\/strong><\/p>\n

A self-professed sales and history nerd Todd is an advisor, speaker, workshop leader, sales historian, and two-time author \u2014 most recently of Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team\u2019s Results<\/em> <\/a>\u2014 who\u2019s earned the attention and respect of business leaders worldwide. He built his impressive career in sales leadership roles at companies like SAP<\/a>, Exact Target<\/a> (now Salesforce Marketing Cloud), and Power Reviews<\/a>.<\/p>\n

Today Todd shares his thoughts on creating expectations and the problems in the sales process today. He also dives into some of the frameworks highlighted in Transparent Sales Leader, his thoughts on personalization, the quality of a sales pipeline, and how video has helped him create (and close) more opportunities.<\/p>\n

Todd and I also discussed:<\/p>\n

\u2022<\/strong><\/span> When the science of sales began to emerge
\u2022<\/strong><\/span> Why successful sales leadership is like the ultimate team sport
\u2022<\/strong><\/span> How the power of sincerity, science, and structure can transform your sales team\u2019s results
\u2022<\/strong><\/span> How digital pollution and noise impact today\u2019s sales cycle
\u2022<\/strong><\/span> Where in the sales process can you set consistent and transparent expectations<\/p>\n

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Hear Episode 230 and any other conversation on The Customer Experience Podcast<\/strong><\/a><\/strong> in your podcast app \u2026<\/p>\n

Once you\u2019re in your podcast app, please give an extra click to rate the show or even write up a short review. Thank you!<\/p>\n

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We also embed the full conversation and make it searchable right here in these blog posts<\/a>. The recording with Todd Caponi<\/strong>\u00a0is right here \u2026<\/p>\n

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Video Highlights: <\/span>Sales As The Science of Service<\/h2>\n

Check out the top five video highlights from the discussion with Todd Caponi <\/strong>\u2026<\/p>\n

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1. <\/strong><\/span>The Myth of the CX Mountaintop<\/h2>\n