by Adam Shapiro | Sep 13, 2019 | Prospecting, Sales Management, Sales Messaging, Today's Lessons
Prospecting is hard. Sometimes responding to a prospect’s requests is difficult, too. A client asked me this week how she should respond to this reply to a prospecting email: This response was the first from the prospect after an initial email sent cold from the...
by Adam Shapiro | Oct 2, 2018 | Presenting, Prospecting, Sales Messaging, Today's Lessons
For my birthday, Mrs. SalesReformSchool suggested I take a couple days off and tag along with her at a retail software conference in Scottsdale, Arizona. Hmmm, a few days in the desert: I could work some, hike some, enjoy the scenery, get some reading in at the pool...
by Adam Shapiro | May 17, 2018 | Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
I joined Jason Stone from Frontline Selling for this video webinar, the first in a series – How to Start the Sales Cycle with Killer Prospecting Techniques – Frontline 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...
by Adam Shapiro | Jul 13, 2015 | Prospecting, Sales Messaging, Today's Lessons, Tools
Here’s a frequent conversation I have with friends, colleagues, prospects, clients: FRIEND: How do you get your clients? ME: It’s a lot of conversations like this one. FRIEND quizzical look on his face: What do you mean? ME: Well, when I talk to people...
by Adam Shapiro | Apr 27, 2012 | Marketing, Prospecting, Qualifying, Sales Leader, Sales Process, Tools
When Hubie Brown and I were much younger, he was my favorite basketball coach. I had just moved to Atlanta and adopted the hometown Hawks – his team. He was smart and energetic. In interviews, he seemed like a great guy. Hubie is in the Basketball Hall of...
