Todd is a Transparency Nerd, Sales & Science Amalgamator and a Sales Historian and also a second time guest on the show.

This time the conversation turns to sales leadership and how he dealt with promotion on the basis of 'we think you're ready'.

As someone who value process and structure he set about building a way of working optimised withh behavioural science.

This has further developed with an emphasis on the five key responsibilities as sales leader now and which his new book is written around (Focus, Field, Fundamentals, Forecast, Fun).

We talk about some of the more counter intuitive elements of selling and why seeing payoff of effort is important to for intrinsic motivation.

Ultimately though. has 'salesmanship' really changed?

https://linktr.ee/fredcopestake