by Adam Shapiro | Dec 8, 2011 | Marketing, Sales Leader, Sales Management, Sales Messaging, Sales Process
My friend and colleague, Jon Gatrell of Pragmatic Marketing interviewed me for a recent newsletter article on sales and marketing alignment. Enjoy it here.
by Adam Shapiro | Oct 21, 2011 | Closing, Presenting, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Last week, I led a two hour seminar at a client’s annual meeting of partners and agents – think 40 B2B sales people and executives. The President had asked for 2 hours on closing skills to be presented to a group of sales professionals and executives at...
by Adam Shapiro | Sep 15, 2011 | Careers, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Here’s my presentation from today’s AA-ISP, Atlanta Chapter meeting. Presentation on On-boarding Inside Sales Reps [slideshare id=9270159&w=425&h=355&sc=no] In case the images are too cryptic,I’ll briefly summarize: The four foundational...
by Adam Shapiro | Oct 21, 2010 | Champion, Marketing, Presenting, Sales Messaging, Sales Process, Today's Lessons, Tools
How do you leverage success with one customer into a cross-selling opportunity with another? I hope the below presentation that I delivered earlier this week helps. Intro to Cross-Selling View more presentations from Adam Shapiro. Intro to Cross-Selling [slideshare...
by Adam Shapiro | Sep 30, 2010 | Qualifying, Sales Leader, Sales Process, Tools
Two separate clients told me this week about their successful use of the Proposal Withdrawal Letter. Pro sellers are prepared to walk.
by Adam Shapiro | Apr 19, 2010 | Champion, Prospecting, Qualifying, Sales Messaging, Sales Process, Today's Lessons
Notes From Some Call Coaching Sessions From time to time, my clients ask me to sit with sales reps and review calls with them. Since I’ve had several such sessions already this year, I thought it would be helpful to summarize the notes the teams took and share...
