by Adam Shapiro | Sep 23, 2009 | Sales Management
This one ranks up there with Freakonomics. It's that good. Phil Rosenzweig's article, "Misunderstanding the Nature of Company Performance: The Halo Effect and Other Business Delusions", details why management is NOT an exact science and...
by Adam Shapiro | Sep 3, 2009 | Presenting, Sales Management
A year after helping a client of mine with their sales process implementation, the Sales Operations Manager (SOM) asked me to spend a half day facilitating a review and refresh of the sales process with the sales team. Our agenda at the request of the SOM was the...
by Adam Shapiro | Aug 18, 2009 | Sales Management, Sales Process
Last night, I attended a networking event hosted by the Atlanta Chapter of SMEI – Sales and Marketing Executives International. The promised agenda was "How to Make Your Numbers Before Year End." I usually have low...
by Adam Shapiro | Jun 26, 2009 | Marketing, Sales Management
I spent the early part of this week going back to school myself: At the CustomerCentric Selling® partners retreat. Lots of pearls of wisdom and enlightenment. This is Part I. First off was an impressive keynote address from Greg Alexander, CEO of...
by Adam Shapiro | Jun 1, 2009 | Sales Management, Sales Messaging, Sales Process
[youtube http://www.youtube.com/watch?v=R2a8TRSgzZY&hl=en&fs=1&hd=1]
by Adam Shapiro | Mar 17, 2009 | Champion, Qualifying, Sales Management, Sales Messaging, Sales Process
From the Sales Training Practices Group on LinkedIn: Matthew Kearns, a Sales Learning Consultant posted: My company sells outsourced workforce management technology and service. I’m currently a sales trainer for their Major Accounts division (selling to companies with...
