by Adam Shapiro | May 23, 2019 | Careers, Marketing, Today's Lessons, Uncategorized
You see me and SalesReformSchool™ in print here, some of you may have heard me speak live and in-person, and I’ll have coffee one-on-one with virtually anyone. I’ve done both private and public webinars, but until last week I had never been interviewed...
by Adam Shapiro | Apr 24, 2019 | Uncategorized
This week a CEO client of mine sent the above image to me with a question: “What should A**’s “sales cadence” calendar look like? Here’s what we have so far . .” I can be scatterbrained, so forgive me that the first thing that came to mind was that I received...
by Adam Shapiro | Mar 13, 2019 | Closing, Presenting, Sales Process, Today's Lessons, Uncategorized
While getting off a ski lift in Park City last month, I spotted the “Bat Signal” telling me a client was in distress. Okay, yes, I am being a pretentious A–, clients don’t “need” me that way, and it was merely a phone call. But I was on vacation! “We made...
by Adam Shapiro | Feb 1, 2019 | Careers, Sales Leader, Sales Management, Sales Process, Today's Lessons, Uncategorized
Do you ever get the feeling that the universe is trying to teach you something? I had heard of the word “heuristic” before but really didn’t know what it meant. Then, the past few weeks – My daughter Hannah described for me her research work...
by Adam Shapiro | Dec 10, 2018 | Closing, Qualifying, Sales Management, Sales Process, Today's Lessons
It’s early December, and for a lot of you that means it’s proposal time. Slow down please and consider the recommendation of the famous philosopher and life coach Ice Cube in 1990’s “Check Yourself”: “You better check yo self before you wreck yo self.”...
