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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...

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...

Valentine's Day and Prospecting

by Adam Shapiro | Jan 23, 2012 | Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools

With Valentine’s Day right around the corner, it seems appropriate to take a fresh look at prospecting.  After all, isn’t it sales and marketing’s constant function to ask others, “Will you be my Valentine?” The Valentine’s...

Unleashing Our "Inner Steve Jobs"

by Adam Shapiro | Nov 14, 2011 | Careers, Marketing, Prospecting, Sales Management, Sales Messaging, Tools

Carmine Gallo writing in Entrepreneur magazine last month offered up his seven principles that drove Steve Jobs success.  Gallo suggests that “any of us can adopt them to unleash our ‘inner Steve Jobs.'” So, to unleash your “Jobs-siness”...

Might I Suggest Some T & A: Trust and Alignment

by Adam Shapiro | Aug 25, 2011 | Prospecting, Sales Messaging, Today's Lessons

“I’m trying to be consultative, asking all the right questions, but my prospects don’t seem interested.” “I thought we had a great conversation, then he blew off our follow up call.” “Sometimes, I feel like I’m leading an interrogation instead of being a good...
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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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