by Adam Shapiro | Mar 5, 2020 | Qualifying, Sales Process, Today's Lessons, Uncategorized
Last month, I attended a networking meeting that featured a guest speaker who focuses on sales. I guess because “sales” is my thing, several in the audience encouraged me to write up my notes. Sticking to the subject matter only, I have a few...
by Adam Shapiro | Dec 10, 2018 | Closing, Qualifying, Sales Management, Sales Process, Today's Lessons
It’s early December, and for a lot of you that means it’s proposal time. Slow down please and consider the recommendation of the famous philosopher and life coach Ice Cube in 1990’s “Check Yourself”: “You better check yo self before you wreck yo self.”...
by Adam Shapiro | Aug 6, 2018 | Qualifying, Sales Leader, Sales Messaging, Sales Process, Today's Lessons
In case you haven’t heard, I’ve been doing a webinar series with Frontline Selling. I have posted links to our initial Q & A “The Start of the Sales Cycle” and our second effort “Executing the First Call”. Unfortunately, we...
by Adam Shapiro | Jun 25, 2018 | Champion, Qualifying, Sales Leader, Sales Messaging, Sales Process, Today's Lessons
I joined Jason Stone from Frontline Selling for this video webinar, the second in a series – Sales Cycle Series – Executing the First Call – Frontline Selling
by Adam Shapiro | Feb 22, 2018 | Careers, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
A year ago, I had a full process-messaging-behavior engagement with a client that culminated with a full two-day workshop. They went on to have a terrific year. We are now rolling out an Account Growth process and met this week to introduce the idea in a quick team...
by Adam Shapiro | Sep 12, 2017 | Champion, Qualifying, Sales Management, Sales Process, Tools
Over coffee last Friday a coaching client of mine told me about an RFP he was excited to answer. “It’s in our wheelhouse, but I have to go soon so I can get the answer out. It’s due today and they are making a decision Tuesday.” I responded that I could see why he was...
