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Success Story: In-Boarding

by Adam Shapiro | Feb 27, 2012 | Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools

reprint from 2006* Leadership Strategies – The Facilitation Company is a leader in facilitation training and meeting facilitation. With a network of over 200 facilitators under contract, LSI provides organizations with dynamic, professional facilitators who...

Asking and Listening Even Through Email

by Adam Shapiro | Feb 16, 2012 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools

I am often asked, “So, what are your sales conversations like?” My response is that I ask questions and share successes around two related themes: 1) How are you doing with getting new hires, new partners, new investors, etc. on-board with your sales process and how...

#$%E!

by Adam Shapiro | Jan 12, 2012 | Champion, Closing, Qualifying, Sales Messaging, Sales Process, Today's Lessons, Tools

No, I am not cursing at you! What I do want to point out is one of the most often overlooked sales closing tools. I know, “everyone knows the key to increasing sales is a good cost v. benefit analysis.”  Then, ask yourself if you’ve ever had a...

Intro to Cross-Selling

by Adam Shapiro | Oct 21, 2010 | Champion, Marketing, Presenting, Sales Messaging, Sales Process, Today's Lessons, Tools

How do you leverage success with one customer into a cross-selling opportunity with another? I hope the below presentation that I delivered earlier this week helps. Intro to Cross-Selling View more presentations from Adam Shapiro. Intro to Cross-Selling [slideshare...

Are You Recapping your Sales Calls? Do You Know How?

by Adam Shapiro | Sep 15, 2010 | Champion, Sales Leader, Sales Management, Today's Lessons, Tools

Reviewing clients’ sales call recap letters – reinforcing the letter writing process: Goals/Objectives, current situation, capabilities needed, value, next...

Helpful Tips to Follow When Making Early Sales Process Phone Calls

by Adam Shapiro | Apr 19, 2010 | Champion, Prospecting, Qualifying, Sales Messaging, Sales Process, Today's Lessons

Notes From Some Call Coaching Sessions From time to time, my clients ask me to sit with sales reps and review calls with them.  Since I’ve had several such sessions already this year, I thought it would be helpful to summarize the notes the teams took and share...
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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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