by Adam Shapiro | Nov 16, 2010 | Careers, Presenting, Sales Leader, Tools, Uncategorized
MUST USE COUPON CODE: KINDLE via www.leadstrat.com Wow, I just read that my client Leadership Strategies is giving away a free Kindle with attendance at one of their public workshops. If you lead meetings or workshops of any kind, you need the facilitation skills they...
by Adam Shapiro | Sep 30, 2010 | Qualifying, Sales Leader, Sales Process, Tools
Two separate clients told me this week about their successful use of the Proposal Withdrawal Letter. Pro sellers are prepared to walk.
by Adam Shapiro | Sep 15, 2010 | Champion, Sales Leader, Sales Management, Today's Lessons, Tools
Reviewing clients’ sales call recap letters – reinforcing the letter writing process: Goals/Objectives, current situation, capabilities needed, value, next...
by Adam Shapiro | Feb 3, 2010 | Sales Leader, Sales Management
Perhaps because it’s the championship game and its participants represent excellence, or perhaps because it’s the one game everyone sees and talks about. Or maybe it’s just that the NFL is a copycat league and teams are generally smart enough to copy the best, but the...
by Adam Shapiro | Dec 15, 2009 | Sales Leader, Sales Management, Sales Process
Mid-December usually means one thing to my clients – Negotiating Season. I can't tell you how many times I hear from clients who have followed a Customercentric sales process, listened, documented and followed their customer's buying process,...
by Adam Shapiro | Jan 7, 2009 | Sales Leader, Sales Management, Tools
It's January. Seems like a good time for business planning. Though I've helped others with mission/vision/business planning etc., to get the juices flowing, I googled for some nourishment on mission and vision. I came across this excellent...
