by Adam Shapiro | Sep 3, 2015 | Sales Process
I have been a member of a Vistage Trusted Advisor group for four years. For me, the best benefit of Vistage is not the valuable business contacts, but rather the opportunity that paying attention to the speakers gives me for real growth and improvement. I don’t have...
by Adam Shapiro | Jul 28, 2015 | Sales Process
I recently gave this “101 level” sales process presentation to the executive team at a small B2B technology company who wanted a launching off point for their sales culture. Immediately, they saw how sales process improves on-boarding, forecasting,...
by Adam Shapiro | Jul 21, 2015 | Sales Process
A friend of mine, Let’s call him Joe, asked me to get together with him for breakfast last week. I had a feeling this was going to be a coaching breakfast. I know Joe through another business contact and talking shop mostly frames our relationship. That’s...
by Adam Shapiro | Jul 13, 2015 | Prospecting, Sales Messaging, Today's Lessons, Tools
Here’s a frequent conversation I have with friends, colleagues, prospects, clients: FRIEND: How do you get your clients? ME: It’s a lot of conversations like this one. FRIEND quizzical look on his face: What do you mean? ME: Well, when I talk to people...
by Adam Shapiro | Mar 6, 2015 | Closing, Sales Messaging, Sales Process
My son Max has been working hard putting together a skating/dance party for tomorrow evening to benefit an anti-bullying charity – Kidpower International. Yes, he’s a great kid, but he’s really doing this to fulfill his “mitzvah”...
