by Adam Shapiro | Sep 30, 2010 | Qualifying, Sales Leader, Sales Process, Tools
Two separate clients told me this week about their successful use of the Proposal Withdrawal Letter. Pro sellers are prepared to walk.
by Adam Shapiro | Sep 15, 2010 | Champion, Sales Leader, Sales Management, Today's Lessons, Tools
Reviewing clients’ sales call recap letters – reinforcing the letter writing process: Goals/Objectives, current situation, capabilities needed, value, next...
by Adam Shapiro | Sep 3, 2010 | Qualifying
From the “isn’t it nice to get positive feedback department?”: Earlier this week, a client told me that they walk around the office asking, “What would Adam say?” when trying to determine next steps with a prospect. Another emailed me...
