by Adam Shapiro | Feb 18, 2015 | Sales Process
I went to lunch today with my friends from Frontline Selling. One of them asked me about my business. As I was describing it, this thought popped in my head: Every sales process step has three buckets: 1) Prerequisites – Before I do this, I have to… 2)...
by Adam Shapiro | Apr 9, 2014 | Sales Messaging, Sales Process, Today's Lessons
At the collision of Literature and Neuroscience, researchers are learning exactly why stories work better than facts at getting listeners in alignment. Allison Kopnik describes this effort in last weekend’s Wall Street Journal. This echoes a theme I laid out in...
by Adam Shapiro | May 16, 2013 | Champion, Sales Management, Sales Process, Today's Lessons, Tools
Do you send something like this after every meaningful customer/prospect conversation?
by Adam Shapiro | Apr 18, 2013 | Sales Process
Friends: As you may know the Norcross High School Foundation for Excellence Spring Gala is Friday night April 26 at the Riverfield pool. Even if you don’t have kids at NHS or ever will, this is a great party. Last year, we had over 500 people mostly from the...
by Adam Shapiro | Jan 31, 2013 | Sales Process
Everyone wants a shorter sales cycle, yet too many sellers find themselves stuck in time pot holes or getting lost in a confusing route. Isn’t it time to steer sales communications – yes, oral and written – around those road blocks and steer sales...
