by Adam Shapiro | Nov 4, 2010 | Marketing, Prospecting, Qualifying, Sales Management
In her Software Advice blog item “Tailwinds for Marketing Software”, Lauren Carlson makes several excellent points regarding the growth of this relatively new software niche. She correctly notes that marketing software providers are doing well directly...
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 | Jan 14, 2010 | Champion, Qualifying, Sales Management, Sales Messaging, Sales Process, Tools
Or "What to do about those prospects who seem to be ignoring you."Maybe you saw this Seinfeld episode as a first run on NBC or a re-run on TBS - Hysterical, right? Sure. But. George's "thing" is also a great conversation starter...
by Adam Shapiro | Jan 4, 2010 | Sales Management, Sales Messaging
One of my clients has me join their monthly sales team conference call the first Monday of each month. This morning besides the usual reviews of open opportunities, we discussed how to start out the New Year. The leader asked, ‘What calls are going on this...
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,...
