by Adam Shapiro | Sep 1, 2020 | Networking, Sales Leader, Sales Messaging, Today's Lessons
I know it’s been a while since I sent my last “Lesson.” I have not been a total hermit, rather I’ve been relatively active on LinkedIn. I wanted to see which medium is more effective, and I’ll admit I’ve been a bit lazy. I suspect like most things the...
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 | 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...
by Adam Shapiro | May 16, 2017 | Careers, Networking, Sales Leader
You may know that I have been a member of a Vistage Trusted Advisor group for over five years. I consider it my graduate business school. While I have a Juris Doctor, I am not a Master of Business Administration. Because of Vistage, though, I feel I’m actually in a...
by Adam Shapiro | Feb 16, 2017 | Networking, Sales Management, Sales Process, Today's Lessons, Tools
Many of us salespeople have a dirty secret. We hate building rapport especially with prospects or even just people we don’t really know well. Sure, we are expected to be the life the party and the meeting, the easy-going back-slapper flush with funny stories and...
by Adam Shapiro | Oct 14, 2016 | Networking, Sales Management, Sales Process, Today's Lessons
I recently attended a Vistage presentation given by John R. Patterson entitled, “Creating An Extraordinary Customer Experience that drives Loyalty and Growth.” Patterson artfully related how the best brands recognize that great customer experience drives greater...
