by Adam Shapiro | Nov 11, 2022 | Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons
This week marks the 18th year I have been on my own as a business consultant. 18 is recognized in many cultures as the age of majority when a teenager enters adulthood. In America, 18-year-olds can vote and are expected to register for the armed forces. In fact, a lot...
by Adam Shapiro | Aug 31, 2022 | Careers, Sales Leader, Sales Management, Today's Lessons
Lake days are often the best days. Sunday, we had friends up to our lake house and enjoyed swimming, sunning, and a few adult beverages. After lunch, we moved to the Splash & Chill Island aka Relaxation Station to get wet and cool...
by Adam Shapiro | Jan 23, 2021 | disciplines, Sales Leader, Sales Management, Today's Lessons, Uncategorized
Due to the Pandemic’s impact on in-person workshops, clients have asked a few times to break up the regular two-day sales playbook rollout into smaller sessions. Of course, I oblige. For some other clients, we have been putting off a live event. Instead, we hold...
by Adam Shapiro | Sep 13, 2019 | Prospecting, Sales Management, Sales Messaging, Today's Lessons
Prospecting is hard. Sometimes responding to a prospect’s requests is difficult, too. A client asked me this week how she should respond to this reply to a prospecting email: This response was the first from the prospect after an initial email sent cold from the...
by Adam Shapiro | Feb 1, 2019 | Careers, Sales Leader, Sales Management, Sales Process, Today's Lessons, Uncategorized
Do you ever get the feeling that the universe is trying to teach you something? I had heard of the word “heuristic” before but really didn’t know what it meant. Then, the past few weeks – My daughter Hannah described for me her research work...
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.”...
