by Adam Shapiro | Nov 18, 2016 | Sales Messaging, Sales Process, Today's Lessons, Tools
Professionally, many of you are looking at your calendars and realizing that you only have six weeks or so left in the year and you are making your calls to try and close deals, or even create deals now to close by year end. Personally, you may have been...
by Adam Shapiro | Nov 2, 2016 | Closing, Presenting, Sales Leader, Sales Messaging, Sales Process, Today's Lessons
Only 54.6 percent of sales professionals produce enough revenue to meet quota according to CSO Insights 2015 Sales Compensation and Performance Management Study. And, it’s the rare prospect that actually wants to hear from a sales rep. What’s a senior executive...
by Adam Shapiro | Oct 5, 2016 | Networking, Qualifying, Sales Messaging, Sales Process, Today's Lessons
You may be thinking I am about to go off on an existential rant about authenticity, our place in the universe, or possibly a lecture on the appropriateness of a paleo diet. Nah, let’s save those for a get together over coffee or other notes. Today, I’m sticking to an...
by Adam Shapiro | Jan 7, 2016 | Qualifying, Sales Messaging, Sales Process, Tools
Sean Burke, CEO of my client KiteDesk, wrote this blog post – about our work together. If you sell to other businesses and need new customers, get to know Kitedesk and tell them I sent you.
by Adam Shapiro | Nov 10, 2015 | Sales Messaging, Today's Lessons
Do you give good phone? Today, I called a stranger to buy football tickets. I had found the nice lady on the other end of the phone through her craigslist “for sale” posting. She had suggested in her listing that interested buyers text her to check...
by Adam Shapiro | Jul 13, 2015 | Prospecting, Sales Messaging, Today's Lessons, Tools
Here’s a frequent conversation I have with friends, colleagues, prospects, clients: FRIEND: How do you get your clients? ME: It’s a lot of conversations like this one. FRIEND quizzical look on his face: What do you mean? ME: Well, when I talk to people...
