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A Better Way to Position Your Pricing in B2B Negotiations – Top Entrepreneurs Podcast


Todd Caponi
Todd Caponi, Principal of Sales Melon LLC and author of his new book “Four Levers Negotiating: The Simple, Counterintuitive Way to Higher Deal Values and Lasting Trust” joins Enterprise Radio.

This episode of Enterprise Radio is in association with the Author Channel.

Listen to interview with host Eric Dye & guest Todd Caponi discuss the following:

  1. What prompted you to write this book?
  2. When you write about the idea that we tend to change personalities in a business transaction right at the goal-line, what do you mean by that? Why is that no longer sustainable? (i.e., You say that at the most important moment in the sale, salespeople start lying. What do you mean by that?)
  3. What’s broken about the way most companies handle deal negotiating, and specifically discounting?
  4. Why does this matter so much more than it did 20 years ago?
  5. What are the Four Levers, where did they come from, and why are they universal?
  6. Why does transparency actually increase deal sizes?

Todd Caponi, CSP® is a multi-time C-Level sales leader, a behavioral science and sales history nerd, and has led through two companies with successful exits. He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as Principal of Sales Melon LLC. He’s the author of two previous award-winning books, The Transparency Sale and The Transparent Sales Leader. His newly released book is, Four Levers Negotiating: The Simple, Counterintuitive Way to Higher Deal Values and Lasting Trust (Matt Holt Books, Jan. 27, 2026).

Four Levers Negotiating_Todd Caponi Book

Website: https://toddcaponi.com

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Jenna Nicholas
Jenna Nicholas, an impact investor, entrepreneur, and president of LightPost Capital joins Enterprise Radio. Her new book is the “Enlightened Bottom Line: Exploring the Intersection of Spirituality, Business, and Investing”.

This episode of Enterprise Radio is in association with the Author Channel.

Listen to interview with host Eric Dye & guest Jenna Nicholas discuss the following:

  1. Your new book explores the intersection of spirituality, business, and investing—what does an “enlightened bottom line” mean, and how is it different from traditional views of success?
  2. Was there a particular experience or turning point in your career that inspired you to write this book and rethink the way capitalism and capital deployment work?
  3. Many leaders and investors say they want to create positive impact, but struggle to do it in practice. What are some of the most common mistakes you see—and what should they be doing instead?
  4. How can entrepreneurs, investors, and executives practically integrate inner work—spiritual practice, reflection, healing—into the way they build companies and make investment decisions?
  5. If a listener is inspired by your book and wants to take action in the next 30 days, what are one or two concrete steps you suggest they start with?
  6. How does this meditation on legacy serve as the starting point for redefining what you call the Enlightened Bottom Line?
  7. You provide a compass for leaders called the H.E.A.L. framework—Hope, Empathy, Abundance, and Legacy. Can you walk us through how these four pillars help bridge the gap between inner wisdom and daily professional deeds?

Jenna Nicholas is an impact investor, entrepreneur, and president of LightPost Capital. She has led initiatives that shifted billions of dollars toward sustainable solutions and bridged the gap between capital and underserved communities through Impact Experience. Nicholas has worked at the World Bank Treasury and Calvert Special Equities, and her angel investments support innovative ventures in fintech, health care, and climate solutions. She has been recognized as a Forbes 30 Under 30 Social Entrepreneur, Council on Foreign Relations member, Stanford Social Innovation Fellow, and Echoing Green Fellow. She holds BA and MBA degrees from Stanford and studied at Oxford. Her work has been featured in the New York Times, Financial Times, and Forbes. Her new book is the Enlightened Bottom Line: Exploring the Intersection of Spirituality, Business, and Investing.

Enlightened Bottom Line_Jenna Nicholas Book Cover

Website: https://www.jenna-nicholas.com

Social Media Links:
Facebook: facebook.com/jenna.nicholas.35
Linkedin: linkedin.com/in/jennanicholas
Instagram: https://www.instagram.com/jennanicholas1

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