by Adam Shapiro | Dec 1, 2016 | Sales Leader, Sales Management, Sales Process, Tools
Most sales managers I know have the best intentions. They don’t want to manage their reps, they want to coach them to achieve greatness – or at least quota. Many of them, though, struggle with where to start. The comfortable beginning is, “do what I did.” Soon,...
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 14, 2016 | Networking, Sales Management, Sales Process, Today's Lessons
I recently attended a Vistage presentation given by John R. Patterson entitled, “Creating An Extraordinary Customer Experience that drives Loyalty and Growth.” Patterson artfully related how the best brands recognize that great customer experience drives greater...
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 | Sep 1, 2016 | Sales Process
I’m Back! Let me explain…(an open letter) I’ve had some changes this year. I’m writing today to explain why and give you an update. Early this year, I had just recovered from very successful back surgery and thought it a great time for a re-invention. So, I joined an...
