Sales leaders oftentimes prioritize the volume, or quantity, of leads over their quality. They figure that more leads equal more qualified prospects, and more qualified prospects lead to more sales.

It’s simple math!

They measure the volume at the top of the funnel as a measure of the expected results to come out of the bottom. While the math is correct, the logic isn’t.

Sales leaders and their team members know that the most important asset they have to convert to revenue is time. This means that, as a sales leader, you must lead your team to use its time wisely, to spend less time on losers, and more time finding, developing and winning the winners.

To do so, leaders must persuade team members to lead with transparency; to avoid working on an unlikely deal simply because they’ve already invested time, resources, and dollars into it; and to celebrate losing quickly.

Todd Caponi provides straightforward advice, examples, and best practices for any modern sales leader, new or experienced.

Tune in and discover Todd’s answers to questions such as:

  • How to stop chasing and start growing
  • Why hitting a revenue target is not the job, it’s the outcome
  • What are the “Five Fs of Maximizing Revenue Capacity” and how to apply them
  • How to prioritize qualification enablement rather than prospecting
  • How to improve forecasting using a buyer-behavior focus rather than a seller-activity focus
  • Why losing quickly should be cause for celebration
  • And much, much more!

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About the Author: Todd Caponi

Todd Caponi is an acclaimed author, speaker and sales leadership professional. He is CEO and founder of Sales Melon LLC, teaching companies’ salespeople and leaders. His expertise is in building the revenue capacity for technology companies, having served in senior leadership roles and helping one organization to a successful IPO followed by an exit valued at almost $3B. He won the American Business “Stevie” Award for VP of WW Sales of the Year. His new book, The Transparent Sales Leader (IdeaPress Publishing, July 5, 2022), challenges long-held sales leadership standards and provides an easy-to-implement framework for today’s sales leaders. Learn more at

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