by Adam Shapiro | Jun 14, 2012 | Careers, Sales Leader, Sales Management
One of the drudgeries of sales management is combing through resumes looking for that “Aha Moment.” Through real or virtual stacks of Curriculum Vitae, sales managers wait and hope for at least one spark to jump out as the reason to contact the applicant and start the...
by Adam Shapiro | Feb 27, 2012 | Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
reprint from 2006* Leadership Strategies – The Facilitation Company is a leader in facilitation training and meeting facilitation. With a network of over 200 facilitators under contract, LSI provides organizations with dynamic, professional facilitators who...
by Adam Shapiro | Dec 8, 2011 | Marketing, Sales Leader, Sales Management, Sales Messaging, Sales Process
My friend and colleague, Jon Gatrell of Pragmatic Marketing interviewed me for a recent newsletter article on sales and marketing alignment. Enjoy it here.
by Adam Shapiro | Nov 14, 2011 | Careers, Marketing, Prospecting, Sales Management, Sales Messaging, Tools
Carmine Gallo writing in Entrepreneur magazine last month offered up his seven principles that drove Steve Jobs success. Gallo suggests that “any of us can adopt them to unleash our ‘inner Steve Jobs.'” So, to unleash your “Jobs-siness”...
by Adam Shapiro | Oct 21, 2011 | Closing, Presenting, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Last week, I led a two hour seminar at a client’s annual meeting of partners and agents – think 40 B2B sales people and executives. The President had asked for 2 hours on closing skills to be presented to a group of sales professionals and executives at...
by Adam Shapiro | Sep 15, 2011 | Careers, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Here’s my presentation from today’s AA-ISP, Atlanta Chapter meeting. Presentation on On-boarding Inside Sales Reps [slideshare id=9270159&w=425&h=355&sc=no] In case the images are too cryptic,I’ll briefly summarize: The four foundational...
