Todd Caponi, CSP®, fell into sales and fell in love with the decision science and history behind it. He’s held multiple sales leadership roles, helping build one company into Chicago’s fastest growing, another to an IPO and nearly $3B acquisition, and earning a Stevie Award as Worldwide VP of Sales. Todd is the author of The Transparency Sale, ranked by Book Authority among the best sales books of all time, and the award-winning The Transparent Sales Leader. His latest book, Four Levers Negotiating, was released on January 27th. He now speaks and teaches revenue teams worldwide and hosts The Sales History Podcast.

• Todd Caponi, in his book “Four Levers Negotiating”, emphasises that transparency builds trust and consistency. In other words, negotiation should not rely on tactics or keep information hidden from the buyer. Instead, openly sharing how pricing has been calculated, as well as the applicability of the product, builds trust and reduces anxiety amongst customers. In the era of abundant information, transparency and AI, opaque or manipulative negotiation approaches simply do not work.
• Negotiations should be anchored on four business levers, which are core drivers: volume, timing of cash, length of commitment, and timing of the deal. All pricing and negotiation should revolve around these levers. By grounding discussions on these levers, sellers can move away from arbitrary discounting towards structured, value-based negotiation, enabling customers to co-create fair deals.
• Many negotiation methods still mirror 1970s-era tactics focused on win-lose dynamics and psychological manoeuvring. The author believes these are incompatible with today’s “as-a-service” economy, where long-term relationships matter. Modern negotiation must prioritise collaboration, service, and long-term customer value over short-term wins, and thus reject such outdated negotiation tactics.

Run time – 00:49:34 mins.

Links for Subhanjan 

subhanjan@pitch.link 

https://www.linkedin.com/in/subhanjansarkar

Todd Caponi’s links:

LinkedIn – https://linkedin.com/in/toddcaponi

Twitter – https://twitter.com/toddcaponi

Todd Caponi’s Sales History Podcast – https://podcast.link

The post Bizcast: Todd Caponi on his book, “Four Levers Negotiating”, in conversation with Subhanjan Sarkar       appeared first on Business Podcast Network.

A respected voice in the industry, Marlys frequently contributes to top publications and podcasts, in addition to hosting the highly regarded Trade Show Insights blog and podcast. She’s also the creative mastermind behind the Exhibit Marketers Café, an online hub for learning.

• Marlys Arnold discusses the state of the Trade Shows Industry and its evolution with technology changes. She talks about how her podcast also reflects that evolution, while its core focus and identity have remained consistent through industry changes over the years.
• Marlys discusses how the industry failed to sustain virtual elements post-pandemic, losing inclusivity for those unable to attend in person—highlighting a persistent “either-or” mindset instead of embracing hybrid as an enhancement. She also advocates for the availability of event elements through platforms post-event, enabling better access.
• Marlys suggests shifting from transactional exhibiting to experience-driven engagement—encouraging storytelling, real-world demonstrations, and attendee-focused interactions to build long-term relationships, and promoting innovative interactions geared for the new Gen Z attendees, who are much more introverted than the earlier generations.

Run time – 00:46:19

Links for Subhanjan 

subhanjan@pitch.link 

https://www.linkedin.com/in/subhanjansarkar

Links for Marlys Arnold:

Award-winning author of:
   – Build a Better Trade Show Image – https://www.exhibitmarketerscafe.com/build/

   – Exhibit Design That Works – https://www.exhibitmarketerscafe.com/works/

Founder of the Exhibit Marketers Academy
 Host of the Trade Show Insights blog/podcast – https://www.tradeshowinsights.com/

Find me on Facebook – http://www.facebook.com/imagespecialist

Twitter – http://twitter.com/imagespecialist

LinkedIn – http://www.linkedin.com/in/marlysarnold

The post In Conversation with Marlys Arnold, Exhibit Marketing Strategist, Speaker, Author & Consultant, Trade Show Insights Blog/Podcast Host appeared first on Business Podcast Network.

Fred Copestake is the founder of Brindis. Over the last 25 years, he has travelled around the world 14 times, visiting 38 countries, working with 10,000 salespeople. Using this to understand the challenges salespeople face, he has taken what makes a difference in modern selling and explored this in his book ‘Selling Through Partnering Skills’. These ideas form the basis of his work with sales professionals involved in complex B2B sales to develop their approach and ensure it is up to date and has maximum impact. Aware of the unprecedented speed of change in the world of sales in his second book, Hybrid Selling, he addressed how salespeople can adapt and evolve their approach to avoid becoming irrelevant. This quickly went to number one on Amazon after its launch.

Fred’s third and latest book is ‘Ethical Selling’, which we are here to talk about today. He also hosts the popular “Sales Today” podcast. When Fred is not delivering training to UK or international clients, he can be found enjoying rugby, cricket and time with his wife and cats.

• Fred Copestake reveals that rapid change in buyer behaviour—accelerated by the pandemic has ensured that customers are further along the buying cycle before engaging sales, and they increasingly distrust traditional “salesy” tactics. The core issue is poor selling practices that fail to add value. Buyers are better informed, less patient, and therefore expect meaningful, insight-driven conversations rather than superficial persuasion attempts from salespeople.
• Fred positions “ethical selling” as practical, tactical behaviour—not abstract morality—focused. His principle focuses on a “win-win-win”: for the customer, the company, and also the personal conscience. Transparency, active listening, and collaboration are effective techniques for building trust and improving outcomes. Rather than reinventing sales, he emphasises returning to proven fundamentals to create better conversations, stronger relationships, and more sustainable commercial success.
• The author believes that sales have “stretched the elastic too far” by overusing clever tactics, eroding trust and relevance. To recover, sellers must demonstrate value through curiosity, insight, and honesty—even leading with flaws to build credibility. Trust and collaboration form more quickly when sellers prioritise helping customers think clearly rather than pushing solutions, ultimately making sales more human and thereby more effective.

Run time – 00:45:29 mins.

Links for Subhanjan 

subhanjan@pitch.link 

https://www.linkedin.com/in/subhanjansarkar

The post Bizcast: Fred Copestake on his book, “Ethical Selling”, in conversation with Subhanjan Sarkar       appeared first on Business Podcast Network.

• Baptiste believes that human connection is the core value of events, which is what led him to build Swapcard- a system that enables trade show participants to exchange contact information. Successful trade shows are built on facilitating meaningful networking between attendees and exhibitors, because exhibitors’ ROI—measured through qualified leads and connections—ultimately determines event growth, retention, and long-term industry value.
• Modern event success is driven by data and pre-event planning that can boost engagement. Around 60% of networking and 40% of lead generation occur before events begin. Opening digital engagement platforms in advance enables attendees to plan and schedule interactions.
• In the very near future, AI and data will reshape event technology by automating matchmaking, planning, and operations, moving beyond simple engagement tools. AI assistants will recommend contacts and schedule meetings based on the floor plans of exhibition booths.

Run time – 00:55:45

Links for Subhanjan 

subhanjan@pitch.link 

https://www.linkedin.com/in/subhanjansarkar

The post In Conversation with Baptiste Boulard, CEO and Co-Founder, Swapcard appeared first on Business Podcast Network.

Donna’s journey is as eclectic as it is impactful. She began her career managing theatre and concert tours across the UK, where she learned the art of engaging audiences, telling compelling stories and keeping the show moving no matter what. From there, she shifted to the corporate stage, leading organisational development for global giants like Ford in Shanghai. It was here she saw first-hand how leaders and teams overload themselves with unnecessary effort, systems and processes that do little more than drain energy.

Today, Donna works with organisations around the world, with a trademark blend of no-nonsense practicality and good humour. She has a knack for making complex ideas feel not only simple but also irresistibly doable.

She is the author of more than a dozen books, including her acclaimed It’s About Time series, the bestselling ChatGPT Revolution, and her latest work, “Red Brick Thinking”. 

Donna’s insights have been featured on Channel 9’s Today show, Channel 7’s Sunrise, and in respected publications including Harvard Business Review, Forbes, Fast Company, Smart Company, The Age and Boss Magazine.

Clients who trust Donna with their people include L’Oréal, Unilever, Jetstar, Ernst & Young, Seek, Xero, and the Australian Red Cross Lifeblood. 

• “Red Brick Thinking” emerged serendipitously from her LEGO bridge workshop, where participants instinctively added a brick to fix an uneven structure instead of removing one. This revealed a deep “addition bias”—the reflex to solve problems by adding more. The red brick became a metaphor for questioning that instinct and asking: what could we remove instead, to solve problems?
• The author positions Red Brick Thinking as a mindset manifesto rather than a traditional how-to guide, organising the book into emotional, structural, and cultural “red bricks”. Each chapter invites readers to examine hidden habits shaped by consumerism, inherited scarcity, and workplace norms, and to rethink how subtracting entrenched behaviours can solve problems, restore energy and balance through intentional living.
• Donna believes that subtraction is at one level simple to contemplate, but perhaps harder to execute, especially with “big red bricks” embedded in identity, systems, and relationships. She recommends starting with small removals to build momentum, creating space for transformational change. Ultimately, the movement aims to help people reclaim time and meaning—making decisions today that their future selves will thank them for.

Run time – 00:51:02 mins.

Links for Subhanjan 

subhanjan@pitch.link 

https://www.linkedin.com/in/subhanjansarkar

Links for Donna McGeorge:

d@donnamcgeorge.com

www.donnamcgeorge.com

• Donna McGeorge – LinkedIn
• Red Brick Thinking Book
• The One-Day Refund Book

Connect with Donna McGeorge

• LinkedIn

The post Bizcast: Donna McGeorge on her book, “Red Brick Thinking”, in conversation with Subhanjan Sarkar       appeared first on Business Podcast Network.

Enrico has dedicated his life to decoding the profound impact that in-person experiences at large human gatherings have on individuals, society, and the world at large. His most significant finding is the unique quality that only live events have, to inspire and drive human evolution. Through his research, he has uncovered remarkable and enduring patterns dating back to the very origins of humanity; insights that remain relevant today and will become even more vital in the future.

Described as a forward thinker with a rare intellect and a distinguished expert in the events industry, Enrico is a Strategic Researcher specialising in Visitor Experiences and Author of the book: “In-Person: A Journey Through the Unstoppable Evolution of Events”.

He has captivated audiences across 20 countries, delivering keynote speeches at prestigious universities and international conferences, where he explores the transformative power of in-person events.

Enrico brings a unique blend of business intelligence, creativity, positivity and passion to the Human-to-Human industry.

• Today, time is the scarcest resource. Enrico Gallorini believes that organisers should intentionally design tiered packages that cater to attendees’ limited time through curated journeys, better matchmaking, and moments of meaningful interpersonal connection. People are willing to pay higher prices for time-efficient, emotionally engaging experiences that go beyond run-of-the-mill experiences. Differentiated pricing can segment audiences, reveal new buyer segments, and generate actionable data intelligence for smarter event design and monetisation.
• Many touchpoints, such as registration lines and other waiting areas, waste emotional bandwidth and create uncertainty. Organisers should design these moments with clarity, presence, and engagement, so that waiting becomes part of the experience. Small human cues, rest spaces, and opportunities for reset elevate cognition, serendipity, and connection, ensuring that in-person time feels intentional, welcoming, and emotionally rewarding rather than chaotic.
• Enrico is critical of conferences that are ego exercises by sponsors or prioritise AV spectacle rather than speaker quality and preparation. He urges reallocating the budget toward credible speakers and meaningful formats. Likewise, exhibitors should staff booths with technical and domain experts—not just salespeople—so that visitors gain real insight, problem-solving value, and differentiated learning that justifies travelling to an exhibition.

Run time – 00:43:29

Links for Subhanjan 

subhanjan@pitch.link 

https://www.linkedin.com/in/subhanjansarkar

Links for Enrico:

You can order the book here – https://a.co/d/2ONITzr

GRS Research and Strategy (www.grsnet.it)

https://www.linkedin.com/in/enrico-gallorini

The post In Conversation with Enrico Gallorini, Co-Founder & CEO, GRS Research and Strategy 2 appeared first on Business Podcast Network.

His career in the trade show industry began 35 years ago at the Sands Expo in Las Vegas, and since the,n he has had several sales positions for Octanorm, Cort Trade Show Furnishings, beMatrix and TWI Logistics.

• Trade shows remain irreplaceably human, despite digital hype. Vince Battaglia says that virtual events and AI experiments since COVID proved limited for true deal-making. Physical shows rebounded quickly because buyers and sellers need trust, tactile product evaluation, and real conversations to commit to complex purchases. AI may enhance design, discovery, and promotion, but it cannot replace face-to-face relationship-building.
• Data accuracy and discoverability now shape industry growth. Vince highlights how fragmented, outdated show listings undermine exhibitor and attendee planning, while comprehensive, verified calendars unlock new market entry. Exhibitors also seek smaller regional and international shows they didn’t know existed. Reliable directories become crucial in such circumstances.
• Geopolitical shifts are redirecting supply flows and supply chains. Tariffs and trade uncertainty are pushing exhibitors and buyers to seek alternative suppliers and markets, changing where people exhibit and attend. This fragmentation creates both disruption and opportunity—new shows, near-shoring themes, and regional hubs emerging as companies reconfigure global sourcing strategies.

Run time – 00:45:36

Links for Subhanjan 

subhanjan@pitch.link 

https://www.linkedin.com/in/subhanjansarkar

The post In Conversation with Vince Battaglia, President & CEO, TheTradeshowCalendar.com appeared first on Business Podcast Network.

Over the years, he has collaborated with numerous public institutions, SMEs, and event planners, sharing his expertise in trade show promotion, marketing strategy, project management, and exhibitor training. As the Country Manager of Fira Barcelona for the Italian market until 2022 and a faculty member of ICE/ ITA, he mentored numerous businesses and individuals, helping them navigate the intricacies of the event marketing landscape.

When not immersed in the world of events, Marco enjoys travelling, reading, listening to music, and spending quality time with family and friends. Macro says that these experiences inspire and fuel his curiosity for discovering new ideas and perspectives.

• In this episode, Marco Barozzi talks about his book “Event Marketing At Your Fingertips” and topics from the book that can help exhibitors and organisers of trade shows to realise better returns from trade show participation.
• Marco explains many of the issues that exhibitors need to understand before planning or embarking upon participation in a trade show or event. These include actions such as setting objectives, researching the pros and cons of particular events, and training staff to have the correct approach in the booth.
• Exhibition organisers are often too obsessed with spaces and dimensions in a trade show, and do not pay enough attention to creating value for the exhibitor and the attendee. Exhibitors should get better education about trade shows and take the help of consultants and specialists to create better engagement at trade shows.

Run time – 01:11:36 mins.

Links for Subhanjan 

subhanjan@pitch.link 

https://www.linkedin.com/in/subhanjansarkar

Links for Marco Barozzi:

E-mail: mbarozzi@expoconsulting.it

Company website: www.expoconsulting.eu

X: @marco_mbarozzi

IG: @event_marketer57

Linkedin: https://www.linkedin.com/in/marcobarozzi/

FB: https://www.facebook.com/marco.barozzi.39

Link to book – https://www.amazon.com/dp/B0F8VN4ZZQ?ref_=pe_93986420_774957520

The post Bizcast: Marco Barozzi on his book, “Event Marketing At Your Fingertips”, in conversation with Subhanjan Sarkar       appeared first on Business Podcast Network.

Her career was built backstage long before the spotlight. Anca came up through live production, calling shows, mixing audio, and leading technical teams under pressure, where decisions have real-time consequences. That hands-on foundation gives her rare credibility with both leadership teams and production crews, and informs her clear, no-nonsense approach to execution and strategy.

Today, Anca speaks globally on AI, event technology, and leadership, advising organisations on how to adopt AI in ways that support people, performance, and scale. She is also a competitive bodybuilder, bringing discipline, resilience, and mental focus from training into her work as a business owner and speaker.

What sets Anca apart is her ability to translate complex technology into confidence. She carries backstage trust onto the stage, elevates the professionals behind the scenes, and reminds audiences that great events and great businesses are built through care, judgment, and execution.

• Anca emphasises that the events industry is currently using AI primarily for efficiency and saving time on daily tasks, which is a tactical approach. This lags behind the broader enterprise world, where AI is leveraged as a strategic, transformative engine to reinvent operational models and gain a competitive advantage. For events to stay relevant, professionals must look beyond simply adopting tools and instead develop a comprehensive AI strategy. This strategy should align with broader business goals, address attendees’ desire for genuine connection, and use AI to enhance the entire event lifecycle—from planning to post-event follow-up—rather than just solving isolated problems.
• Technology alone cannot solve the core challenges of trade shows and events. Anca points out that many events fail to facilitate meaningful conversations, citing examples of poor booth engagement and follow-ups that occur months later. The real deficit, she argues, is often in human skills: curiosity, problem-solving, and the ability to be genuinely present. The industry needs to invest in training and intentionally staff booths with knowledgeable, engaged individuals who can provide value, even if it means directing a prospect to a competitor. In an AI-driven world, this “human factor”—character, creativity, and storytelling—becomes the key differentiator for creating memorable, effective experiences.
• While event technology has advanced dramatically in tracking data and attendee behaviour, the industry struggles to integrate these tools in ways that respect human psychology and capacity. Events often become overwhelming, with over-packed agendas leading to attendee fatigue and diminished retention. The future, therefore, lies in the thoughtful integration of technology to support— not replace— human-centric goals. This means designing for “permission-based engagement,” reducing digital distraction at booths, and using data to create more space for quality interactions. She stresses that success requires a mindset shift towards discipline and building habits that support intentional experiences, mirroring the approach she applies to health and fitness.

Run time – 01:18:52

Links for Subhanjan 

subhanjan@pitch.link 

https://www.linkedin.com/in/subhanjansarkar

Links for Anca Platon Trifan:

Speaker website:

https://ancaplatontrifan.me/

LinkedIn:

⁠https://www.linkedin.com/in/ancatrifan/⁠

Instagram:

⁠https://www.instagram.com/anca.platon.trifan

Instagram:

https://www.instagram.com/eventsdemystifiedpodcast

The post In Conversation with Anca Platon Trifan, Founder & CEO, Tree Fan Events Productions appeared first on Business Podcast Network.

• Lynn Hidy identifies a core industry paradox: while inside sales has become a dominant force in global business, especially with the rise of virtual selling, it remains a neglected and often misunderstood discipline. She notes that the role is frequently treated as a transient starting point in a sales career rather than a strategic function, leading to teams that feel undervalued and lack structured support.
• There is a necessity for inside sales leaders to move from reactive fire-fighting to proactive, vision-driven leadership. The author contends that planning is often seen as a “luxury” or “fantasy” due to constant external changes, but it is precisely because of this volatility that a clear structure is essential. Hidy advocates for establishing a 12-month vision—the “picture on the puzzle box”—and then methodically working backwards to define quarterly, weekly, and daily priorities.
• The author criticises metrics-driven cultures that track “everything” but value nothing, advocating instead for key performance indicators centred on genuine “customer connection” as the foundation for revenue. True leadership, she suggests, involves allowing room for mistakes and conducting constructive debriefs rather than blame-oriented reprimands.

Run time – 00:49:10 mins.

Links for Subhanjan 

subhanjan@pitch.link 

https://www.linkedin.com/in/subhanjansarkar

The post Bizcast: Lynn Hidy on her book, “Mastering Inside Sales Leadership”, in conversation with Subhanjan Sarkar       appeared first on Business Podcast Network.