Docebo

Senior Account Executive

Account Executive

The Outlier Project

The Outlier Project is the leading private membership community for anyone who believes that anyone can be ordinary but we all have the power to CHOOSE to be extraordinary.

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Sales Success Media

Currently leading outreach efforts to secure sponsorships for the 2020 Sales Success Summit in Austin, TX.  This event is happening October 12-13th 2020.  The Sales Success Summit was created by Scott Ingram and features presentations from Top 1% sales reps with the goal of helping the entire sales community become better.  Steel sharpens steel as they say.  The event is the annual celebration of the Sales Success community which is a community built from the Sales Success Stories podcast and Daily Sales Tips podcast.

Sponsorship Sales Manager - 2020 Sales Success Summit, Austin, TX

Monster

In addition to growing my $2M territory of existing media partners, I was responsible for adding new partners to the Media Alliances channel.  Sold full end to end suite of SAAS HR Software including Applicant Tracking, Performance Management, and Succession Planning.  Attended conferences to develop publisher relationships, had to engage the C-Suite, run new partner business presentations, and onboard new partners.  Signed the largest new media partner for the division with $300,000 ARR in new business on a 3 year commitment.  Developed relationships with c-level executives, digital ad managers, and sales teams to demonstrate proven advantages on how our partnership model can help them grow incremental digital revenue.  Over 7 and a half years, remained at over a 100% attainment and left 130% on track of 150% of OTE.

Enterprise Account Executive - (Media Alliances) - Team Lead

Responsible for growing a $2 Million annual group of media partner accounts.  Hybrid role as an IC and as an Enterprise Partnerships Account Executive.  Sold end to end SAAS Recruitment solutions including a full HCM suite with our partner Deltek.  Grew partner territory revenue 130% in 2019 and 125% in 2018.  Consistently over 100% over 7 years.  Role was primarily an individual contributor for new business and I also was responsible for partner relationship management.  My position required me to work closely with two groups.  HR leaders and media partner executives.  I worked with VP's of HR, TA Mgrs, Recruiters on the HR side, and sales reps, managers, VP's and publishers on the media partner side.  I was also relied upon by our partners to conduct in person client presentations, sales training with reps, product demos, and lead speaking workshops with HR groups.

Enterprise Account Executive - Media Alliances

Philly.com

Philly.com is the online version of The Philadelphia Inquirer and Daily News, and my role was as a digital sales representative with a focus on online recruitment advertising. Philly.com was the first newspaper partner of Monster.com and I helped HR executives, business owners, talent acquisition managers, and recruiters to leverage digital technologies to reduce their hiring costs, reach more qualified employees, and streamline their recruitment processes.  I also worked hand in hand with sales reps at The Philadelphia Inquirer as a digital sales specialist to help them integrate digital into integrated advertising campaigns.

Strategic Account Executive

J.G. Wentworth

I worked initially as a sales representative assisting individuals who were awarded structured settlements in lawsuits.  I guided people through the process of getting access to future guaranteed payment streams.  My second title was working with insurance agents who had clients with future payment streams whether through lawsuit settlements or ill-advised insurance purchases to access their future payments today.

Senior Annuity Specialist

KM Communications

Responsible for calling and building relationships with journalists to get our clients message into the media. Contributed content to press releases for our clients and in media planning sessions. Learned the ins and outs of a medium sized public relations firm and was called on to perform many of the day to day activities.

Intern

I help organizations create modern learning strategies for their people, partners, and customers | AE @ Docebo | 🎙Host of Stories of Selling Human

Sometimes in your life it feels like you lose everything.  

Like the year I was laid off.  Interviews pushed from COVID 19,  But then the real bomb hit,

My Dad got diagnosed Leukemia.

Just 5 months later, unfortunately my Dad passed away.  Despite losing so much, I'll never lose what my Dad taught me about life.  Things like selflessness, a relentless work ethic, and a thirst for knowledge.

His best lesson was how to create genuine connections with everyone in your life.  I've taken that approach to sales my whole life.  I’m still the 8 yr old kid who loved meeting people so much that he went door to door selling Ham and Cheese out of a catalog.

I got genuine connections out of it and the Sony Boombox I won wasn’t half bad either!

Highlights from 15 years in professional sales:

🔥 I launched a new team where I successfully recruited financial producers for a firm owned by Fran Tarkenton, Hall of Fame QB.

🔥I was named the top sales rep in an office of over 50 media sales people.  Judged not just by sales attainment but also by activity.

🔥At Monster, I sold the biggest partnership contract in the history of our team. $300k ARR, 3 year deal. 

What am I most proud of professionally?

A 15 minute meeting.  I drove 3 hours to Chicago to meet a client I’ve never met in person.  For 15 mins to say hi and drive back.  It wasn’t to close a deal.  It was just a Tuesday. 

Those “Just Tuesday” moments are why I love this gig.

I’ve had success in my career because I genuinely seek to understand people. 

An understanding strategy IS my sales strategy.

My relentlessness isn’t driven by my product or a sales number. I'm motivated by digging deeper to discover the “un-discovered” problem.   Sales is something that happens for and with your buyer not to them.  You're a guide on a discovery together with the intention to help and add value.  ALWAYS.

The best feeling in sales isn’t ringing a bell, (even though that’s always fun). 

The real joy is in being told three simple words.

“I trust you.” 

That’s what really lights me up and what I'm going for.

Finally, my approach in sales is guided by attuning yourself to what someone’s entire world is like, actively listening without any agenda, being genuine, and putting them first.

I call these things, “Selling Human”.  I practice it daily.  I think we can all do it.

I choose to study it.

If you want to learn it with me, listen to my podcast:  Sell By Being Human 
(wherever you get your podcasts)

AND for more,

Follow #sellbybeinghuman

Alex Smith

Todd Caponi

Sales Melon

A consumer behavior research study changed my life. While that may sound odd, it fueled my fire to take a wide range of behavioral science, research and data, and use those elements to drive simple solutions into the sales and sales/revenue leadership world. I now speak and teach revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity.

Founder, Speaker (CSP®) & Workshop Leader

The Sales History Podcast

Bringing the incredible (and sometimes strange) brains from the profession of sales' past to the 2020s.

Sales History Nerd & Host

Matt Holt Books

A simple framework applicable in every common business-to-business sales scenario for building trust and leaving negotiating anxiety behind. (LAUNCHES JANUARY 27TH, 2026 - PRE-ORDER NOW)

Author, Four Levers Negotiating™

Ideapress Publishing

Author, The Transparency Sale & The Transparent Sales Leader

GlassHouse.biz

Board Advisor

Sales Assembly

Advisory Board Member

National Speakers Association

Certified Speaking Professional (CSP®)

ShoppingGives

VentureSCALE

Managing Director

Entrepreneur In Residence

PowerReviews

During my tenure as SVP of Sales & Chief Revenue Officer, PowerReviews became the fastest growing tech company in all of Illinois (according to Deloitte - period of 2014-2017)

Chief Revenue Officer

As it turns out, being transparent sells better, retains better, grows better & leads better. I speak (CSP®) and teach revenue organizations how we as human beings engage, prioritize, and decide - then how to use that knowledge (for good...not evil!) in their 𝐦𝐞𝐬𝐬𝐚𝐠𝐢𝐧𝐠 (informal and formal), 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐧𝐠 and 𝐫𝐞𝐯𝐞𝐧𝐮𝐞 𝐥𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩. 

I wrote two award-winning books about it, 𝘛𝘩𝘦 𝘛𝘳𝘢𝘯𝘴𝘱𝘢𝘳𝘦𝘯𝘤𝘺 𝘚𝘢𝘭𝘦 and 𝘛𝘩𝘦 𝘛𝘳𝘢𝘯𝘴𝘱𝘢𝘳𝘦𝘯𝘵 𝘚𝘢𝘭𝘦𝘴 𝘓𝘦𝘢𝘥𝘦𝘳. I have a third book coming out in January of 2026 called 𝘍𝘰𝘶𝘳 𝘓𝘦𝘷𝘦𝘳𝘴 𝘕𝘦𝘨𝘰𝘵𝘪𝘢𝘵𝘪𝘯𝘨.

I am a multi-time C-Level sales leader, a behavioral science and sales history nerd, and have led in seven different roles - including at two companies through successful exits. One of them had a double exit (IPO, followed by an exit valued at ~$3B) 

I achieved the exclusive status of CSP® (certified speaking professional) in 2024, which only ~500 active speakers have achieved in the world.

Founder, Speaker & Workshop Leader

A consumer behavior research study changed my life. While that may sound odd, it fueled my fire to take a wide range of behavioral science, research and data, and use those elements to drive simple solutions into the sales and sales leadership world.

It’s the first week of November. The leaves are falling. And so are the fake expiring discounts!

B2B selling organizations everywhere are already telling prospects, “This offer expires November 30th!” or “Prices go up after December 18th!”

👉 Ya know…those “expiring discounts” don’t accelerate deals. They slow them down. Right?

Think about your own buying habits.

If there’s clothing or electronics you’ve been eyeing, and you know Black Friday is coming, do you buy now?

Of course not. You wait—because you’ve been taught that prices will drop right after Thanksgiving.

Now step into your buyer’s shoes. What have we taught them?

Your “end-of-month” or “holiday” discount sends the same signal:

“If I didn’t do anything to get this discount, there’s probably more coming if I wait.” Or at the very least, they know when to ask for the moon.

So they wait.

Be honest...when December 18th comes and goes, will your discount really disappear if they sign on December 26th?

Probably not. But ok…I’ll go along. If said discount actually does go away, haven’t you just trained them to wait again next time you offer it? End of January? End of Q1? 

The better path? Mutual alignment.

“There’s tremendous value in our ability to predict our business. There’s value in our ability to forecast accurately; we make better investments, allocate resources effectively, and keep investors happy. If you can help us improve that predictability, that’s something we’re willing to pay for in the form of (requested concession).”

I know, that’s a generic sentence, and there’s more to it. But take a breath before throwing your coupons around this Fall. 

I go much deeper on this in my upcoming book, Four Levers Negotiating, releasing January 27, 2026 (available for pre-order now).

p.s. This is just one of The 7 Deadly Sales Negotiation Sins I shared with Armand and Nick on their most recent episode of the 30 Minutes to President's Club podcast. Get it wherever you listen!

Transparency Nerd | Sales Historian | Keynote Speaker (CSP®) | Sales & Leadership Trainer | 3x Author

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The Battle

Alex Smith

Todd Caponi

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The Battle

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Todd Caponi's LinkedIn Performance

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