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Webinar:  Executing the First Call

Webinar: Executing the First Call

by Adam Shapiro | Jun 25, 2018 | Champion, Qualifying, Sales Leader, Sales Messaging, Sales Process, Today's Lessons

I joined Jason Stone from Frontline Selling for this video webinar, the second in a series  – Sales Cycle Series – Executing the First Call – Frontline Selling
Today’s Lesson: Beatus Aures

Today’s Lesson: Beatus Aures

by Adam Shapiro | Sep 12, 2017 | Champion, Qualifying, Sales Management, Sales Process, Tools

Over coffee last Friday a coaching client of mine told me about an RFP he was excited to answer. “It’s in our wheelhouse, but I have to go soon so I can get the answer out. It’s due today and they are making a decision Tuesday.” I responded that I could see why he was...
Today’s Lesson: “Social” Selling

Today’s Lesson: “Social” Selling

by Adam Shapiro | Aug 1, 2017 | Champion, Networking, Prospecting, Qualifying, Sales Messaging, Sales Process, Today's Lessons

No, this is not another post on using online sites like LinkedIn to build your pipeline. Rather, I want to talk about my friend Mitch (real person, fake name). Mitch is looking for love. He’s a good guy. Works hard and takes care of himself, and is a true mensch. Over...
Today’s Lesson:  Don’t be a Poodle

Today’s Lesson: Don’t be a Poodle

by Adam Shapiro | Apr 19, 2017 | Champion, Qualifying, Sales Process, Today's Lessons

During a recent workshop, I described how we salespeople need to constantly work to be perceived as our prospect’s equals. What do I mean? Here are three examples where we are equals, but not necessarily perceived as equals: Like you, I am a busy professional. Often,...

Elements of a Sales Recap Email

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?

Regarding Sponsors and Referrals

by Adam Shapiro | Mar 6, 2012 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools

When inbound leads from marketing just aren’t cutting it, do you work with internal sponsors and trusted advisors for referrals to grow your business?  Or, do you do it the old-fashioned way and cold call and email blast your market?  My friend, social media...
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Recent Posts

  • Today’s Lesson: 18 Things I Know About Sales
  • Today’s Lesson: Perseverance & Problem Solving
  • Today’s Lesson: Lace ‘em Up!
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  • Today’s Lesson: Working with Your Orchestra
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  • Today’s Lesson: Defining Forecasting and Trust
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  • Today’ Lesson: Prospecting is Hard, Don’t Make it Harder
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About SalesReformSchool™

Adam Shapiro has been helping individuals, teams, and enterprises since 2004.  Using a sales process, messaging and disciplines framework, Adam applies his proven process to what and how his clients sell resulting in improved sales performance.

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