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Today’s Lesson: Defining Forecasting and Trust

Today’s Lesson: Defining Forecasting and Trust

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...
Today’s Lesson:  Check Yo Self

Today’s Lesson: Check Yo Self

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.”...
Today’s Lesson: Moving the Sale Forward

Today’s Lesson: Moving the Sale Forward

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...
Webinar:  Executing the First Call

Webinar: Executing the First Call

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
Today’s Lesson:  What Stuck Most

Today’s Lesson: What Stuck Most

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...
Today’s Lesson: Beatus Aures

Today’s Lesson: Beatus Aures

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...
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Recent Posts

  • Today’s Lesson: 18 Things I Know About Sales
  • Today’s Lesson: Perseverance & Problem Solving
  • Today’s Lesson: Lace ‘em Up!
  • Today’s Lesson:  Professional Rapper, I mean, Sales Person
  • Today’s Lesson: Working with Your Orchestra
  • Today’s Lesson: My Covid-19 Spring and Summer
  • Today’s Lesson: Defining Forecasting and Trust
  • Today’s Lesson: Ten Coaching Points
  • Today’s Lesson: Don’t Be Thankful
  • Today’ Lesson: Prospecting is Hard, Don’t Make it Harder
  • Today’s Lesson: Mixing Media
  • Today’s Lesson: Five-Tool Players
  • Today’s Lesson: Robert’s Rules of Order
  • Today’s Lesson: The One Thing
  • Today’s Lesson: Check Yo Self

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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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