by Adam Shapiro | Jan 27, 2009 | Prospecting, Sales Messaging, Today's Lessons
I had a client meeting last week that you might be interested to hear about. This client asked me to address his sales and marketing personnel about how to have sales conversations when the sellers anticipate that the target market is having a rough time due to...
by Adam Shapiro | Jun 25, 2008 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
A CEO at a CustomerCentric Selling® client of mine asked me to review an unsolicited prospecting email he received. I have changed the name of the seller’s company. I’m trying to be instructional, not confrontational. Here’s my take: Hi Robert< It...
by Adam Shapiro | Apr 18, 2008 | Prospecting, Today's Lessons
One of my guilty pleasures while driving to or from a morning appointment is listening to Colin Cowherd on ESPN Radio. Though I don’t always agree with Colin, I enjoy his “takes” on sports and life. He often has interesting guests and is very...
