by Adam Shapiro | Aug 9, 2023 | Careers, disciplines, Sales Leader, Sales Management, Today's Lessons, Uncategorized
In your sales career or in life, is there a habit you are trying to create or a bad habit you want to eliminate? Yeah? Me too. It may be a matter of not getting your reps in. In Atomic Habits, James Clear makes this point his first...
by Adam Shapiro | Apr 15, 2023 | Closing, disciplines, Sales Management, Sales Process, Today's Lessons, Uncategorized
How do you make sure the roll-out of your sales process sticks? Phase 3 of my Proven Process is all about that. I kicked off Phase 3 with a client this week by asking the sales team what process steps, messaging tools, or disciplines that we...
by Adam Shapiro | Jan 23, 2021 | disciplines, Sales Leader, Sales Management, Today's Lessons, Uncategorized
Due to the Pandemic’s impact on in-person workshops, clients have asked a few times to break up the regular two-day sales playbook rollout into smaller sessions. Of course, I oblige. For some other clients, we have been putting off a live event. Instead, we hold...
by Adam Shapiro | Jan 31, 2020 | disciplines, Sales Messaging, Today's Lessons, Uncategorized
A retainer client of mine asked me to listen to a recorded sales call of one of his reps and offer coaching. The recording is of an initial meaningful conversation scheduled after an inbound inquiry off the client’s web site. My private comments and...
by Adam Shapiro | Dec 4, 2019 | disciplines, Sales Messaging, Today's Lessons, Tools, Uncategorized
Thanksgiving is a wonderful American holiday where we give thanks for the blessings of our lives and recall the gratitude the pilgrims felt for making it through the harvest. But now that it’s over please save your thanks for your personal life and your...
