by Adam Shapiro | Mar 15, 2017 | Careers, Presenting, Sales Leader, Sales Management, Tools
Constant improvement is one of my bedrock principles for starting SalesReformSchool 12+ years ago. Recently, however, I received written feedback from a post accusing me of not modeling Active Listening in my public discourse like I teach my clients. It knocked me...
by Adam Shapiro | Feb 16, 2017 | Networking, Sales Management, Sales Process, Today's Lessons, Tools
Many of us salespeople have a dirty secret. We hate building rapport especially with prospects or even just people we don’t really know well. Sure, we are expected to be the life the party and the meeting, the easy-going back-slapper flush with funny stories and...
by Adam Shapiro | Feb 2, 2017 | Closing, Sales Leader, Sales Management, Sales Process, Today's Lessons
You may already know that I practiced law in a prior life. Some of my clients like and appreciate it, but I do get eye-rolls and my fair share of good-natured ribbing. I get it. When it comes up in conversation, I usually add that although the practice of law wasn’t...
by Adam Shapiro | Dec 1, 2016 | Sales Leader, Sales Management, Sales Process, Tools
Most sales managers I know have the best intentions. They don’t want to manage their reps, they want to coach them to achieve greatness – or at least quota. Many of them, though, struggle with where to start. The comfortable beginning is, “do what I did.” Soon,...
by Adam Shapiro | Oct 14, 2016 | Networking, Sales Management, Sales Process, Today's Lessons
I recently attended a Vistage presentation given by John R. Patterson entitled, “Creating An Extraordinary Customer Experience that drives Loyalty and Growth.” Patterson artfully related how the best brands recognize that great customer experience drives greater...
by Adam Shapiro | May 16, 2013 | Champion, Sales Management, Sales Process, Today's Lessons, Tools
Do you send something like this after every meaningful customer/prospect conversation?
