by Adam Shapiro | Apr 27, 2012 | Marketing, Prospecting, Qualifying, Sales Leader, Sales Process, Tools
When Hubie Brown and I were much younger, he was my favorite basketball coach. I had just moved to Atlanta and adopted the hometown Hawks – his team. He was smart and energetic. In interviews, he seemed like a great guy. Hubie is in the Basketball Hall of...
by Adam Shapiro | Mar 6, 2012 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
When inbound leads from marketing just aren’t cutting it, do you work with internal sponsors and trusted advisors for referrals to grow your business? Or, do you do it the old-fashioned way and cold call and email blast your market? My friend, social media...
by Adam Shapiro | Feb 27, 2012 | Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
reprint from 2006* Leadership Strategies – The Facilitation Company is a leader in facilitation training and meeting facilitation. With a network of over 200 facilitators under contract, LSI provides organizations with dynamic, professional facilitators who...
by Adam Shapiro | Feb 16, 2012 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
I am often asked, “So, what are your sales conversations like?” My response is that I ask questions and share successes around two related themes: 1) How are you doing with getting new hires, new partners, new investors, etc. on-board with your sales process and how...
by Adam Shapiro | Jan 23, 2012 | Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
With Valentine’s Day right around the corner, it seems appropriate to take a fresh look at prospecting. After all, isn’t it sales and marketing’s constant function to ask others, “Will you be my Valentine?” The Valentine’s...
by Adam Shapiro | Jan 12, 2012 | Champion, Closing, Qualifying, Sales Messaging, Sales Process, Today's Lessons, Tools
No, I am not cursing at you! What I do want to point out is one of the most often overlooked sales closing tools. I know, “everyone knows the key to increasing sales is a good cost v. benefit analysis.” Then, ask yourself if you’ve ever had a...
