by Adam Shapiro | Sep 15, 2016 | Careers, Sales Leader, Today's Lessons
Carly*, a millennial sales executive in one of my workshops came back on day two beaming with pride. She had implemented the “Empathy” skill we worked on the day before, but not in a business setting; rather in her personal life. Here’s what happened: Carly’s...
by Adam Shapiro | Jun 14, 2012 | Careers, Sales Leader, Sales Management
One of the drudgeries of sales management is combing through resumes looking for that “Aha Moment.” Through real or virtual stacks of Curriculum Vitae, sales managers wait and hope for at least one spark to jump out as the reason to contact the applicant and start the...
by Adam Shapiro | Nov 14, 2011 | Careers, Marketing, Prospecting, Sales Management, Sales Messaging, Tools
Carmine Gallo writing in Entrepreneur magazine last month offered up his seven principles that drove Steve Jobs success. Gallo suggests that “any of us can adopt them to unleash our ‘inner Steve Jobs.'” So, to unleash your “Jobs-siness”...
by Adam Shapiro | Sep 15, 2011 | Careers, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Here’s my presentation from today’s AA-ISP, Atlanta Chapter meeting. Presentation on On-boarding Inside Sales Reps [slideshare id=9270159&w=425&h=355&sc=no] In case the images are too cryptic,I’ll briefly summarize: The four foundational...
by Adam Shapiro | Sep 1, 2011 | Careers, Sales Leader, Sales Management, Tools
Yesterday, I provided the first half of my notes from Tuesday’s Atlanta All-City Vistage conference. This is Part 2. Keith McFarland was CEO of a breakthrough company taking Collectech Systems from revenue of $10M to $150M in three years. He then decided to study why...
by Adam Shapiro | Aug 31, 2011 | Careers, Presenting, Tools
I attended the Vistage All-City meeting in Atlanta yesterday. Vistage describes itself as “The World’s Leading Chief Executive Organization.” I would guess around 300 CEOs, key executives and “Trusted Advisors” attended. I am a member Larry Hart’s TA group. Before...
