by Adam Shapiro | Dec 16, 2008 | Sales Messaging, Sales Process, Today's Lessons
Clients: I hope the year ends on an upswing or at least at or above projections. While all of you are busy trying to close deals this month, you undoubtedly will have reps wondering how to stay busy while deals slip or (better) while waiting for the good news to come...
by Adam Shapiro | Jun 25, 2008 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
A CEO at a CustomerCentric Selling® client of mine asked me to review an unsolicited prospecting email he received. I have changed the name of the seller’s company. I’m trying to be instructional, not confrontational. Here’s my take: Hi Robert< It...
by Adam Shapiro | Mar 6, 2008 | Qualifying, Sales Leader, Sales Management, Sales Process
Pressure, Pressure, Pressure. Those of us in our 40s may be thinking of the Billy Joel song. Those of us that carry quotas or rely on sales to put food on the table or pay a mortgage (or two), understand pressure. Or more like what it is to be in a pressure cooker....
