by Adam Shapiro | Apr 25, 2018 | Networking, Sales Leader, Today's Lessons
Last week, the Wall Street Journal published an essay adapted from David Burkus’s new book, “Friend of a Friend: Understanding The Hidden Networks That Can Transform Your Life and Career,” published by Houghton Mifflin Harcourt. In summary, the author sets out the...
by Adam Shapiro | Mar 29, 2018 | Today's Lessons
This weekend is both Easter and Passover, and it’s the Final Four in college basketball. And yes, April Fools Day is Sunday. It’s a big weekend for reflection, devotion, game watching and, in all likelihood: CONVERSATIONS. So to get you ready, here’s a quick test of...
by Adam Shapiro | Feb 22, 2018 | Careers, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
A year ago, I had a full process-messaging-behavior engagement with a client that culminated with a full two-day workshop. They went on to have a terrific year. We are now rolling out an Account Growth process and met this week to introduce the idea in a quick team...
by Adam Shapiro | Jan 23, 2018 | Careers, Sales Leader, Sales Management
During or after coaching or consulting engagements, my clients often ask, “Do you think she (or he) can sell for us?” Similarly, friends, colleagues, or former SalesReformSchool students often ask me whether they (or lately, their kids) should pursue a particular...
by Adam Shapiro | Oct 27, 2017 | Careers, Sales Leader
I’m going to try something different this month. When I procrastinate, I read. A lot. I also like to share stuff. Sometimes my friends and family say I over-share. Oh well, I gotta be me. So, I hope you enjoy these 10 Links which I found interesting in the last month...
