by Adam Shapiro | Sep 8, 2011 | Sales Management, Tools
AA-ISP Atlanta Chapter Meeting-September 15th Date: September 15th, 2011 @ 7:30am – 10:00am EST Location: Leadership Strategies- 56 Perimeter Center East, Suite 103, Atlanta, GA 30346 Overview: Please join us for our upcoming meeting and learn, share, and...
by Adam Shapiro | Sep 1, 2011 | Careers, Sales Leader, Sales Management, Tools
Yesterday, I provided the first half of my notes from Tuesday’s Atlanta All-City Vistage conference. This is Part 2. Keith McFarland was CEO of a breakthrough company taking Collectech Systems from revenue of $10M to $150M in three years. He then decided to study why...
by Adam Shapiro | Apr 1, 2011 | Sales Management
I had a two-hour "reinforcement" session with a client this week. Instead of suggesting we do some sales call role plays and receive some eye rolls and slumped shoulders, I used a "Turn the Tables" approach. Here's how it went: I...
by Adam Shapiro | Feb 9, 2011 | Sales Leader, Sales Management, Today's Lessons
In a recent LinkedIN discussion, Michael Gerard asked: How do you establish a culture in a direct sales organization that encourages first and second line sales managers to be better coaches versus simply "super reps"?What specific steps has your...
by Adam Shapiro | Feb 2, 2011 | Sales Leader, Sales Management, Tools
File this entry under facilitation skills and sales management. Last Friday morning, I facilitated the first 2011 meeting of the Atlanta Chapter of the American Association of Inside Sales Professionals. After an introduction and welcome from our gracious host Brian...
by Adam Shapiro | Dec 14, 2010 | Careers, Prospecting, Sales Leader, Sales Management
Devon Warwick nails it with this post. Hiring for Sales Teams: Think Outside the Box – BizDev.If you are not finding good candidates, maybe it’s time to re-define “good candidate.”
