Sales Enablement PRO Podcast

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast, I’m Olivia Fuller. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their role. When most people think about the act of selling, they often think that it’s all about making something seem desirable to motivate someone to buy it, but what if it was actually about the opposite? This is an idea that Todd Caponi explores in his book, “The Transparency Sale,” where he makes the case that leading with your flaws and actually embracing vulnerability is the key to building buyer engagement. As Todd puts it, effective sales today requires radical transparency, and he’s here to tell us a little bit more about why this is so essential. With that, Todd, I’d love if you can introduce yourself to our audience and tell us a little bit about your book. Todd Caponi: Cool. I’ll do it in story