by Adam Shapiro | Apr 11, 2022 | Careers, Today's Lessons, Uncategorized
Over 20 years ago, I started doing something I love just for me. Three days a week, I laced up my shoes and played pick-up basketball at our local YMCA. League or pick-up games – didn’t matter. For as long as I can remember, the...
by Adam Shapiro | Jun 3, 2021 | Careers, Sales Leader, Today's Lessons
My friend and colleague John Yeager asked me last month on his podcast: “…Professionalizing your sales team and process, what does that mean?” I nearly went on a tangent comparing his question to the back and forth between Snoop Dogg and Lil Dicky in...
by Adam Shapiro | Jan 23, 2021 | disciplines, Sales Leader, Sales Management, Today's Lessons, Uncategorized
Due to the Pandemic’s impact on in-person workshops, clients have asked a few times to break up the regular two-day sales playbook rollout into smaller sessions. Of course, I oblige. For some other clients, we have been putting off a live event. Instead, we hold...
by Adam Shapiro | Sep 1, 2020 | Networking, Sales Leader, Sales Messaging, Today's Lessons
I know it’s been a while since I sent my last “Lesson.” I have not been a total hermit, rather I’ve been relatively active on LinkedIn. I wanted to see which medium is more effective, and I’ll admit I’ve been a bit lazy. I suspect like most things the...
by Adam Shapiro | Mar 5, 2020 | Qualifying, Sales Process, Today's Lessons, Uncategorized
Last month, I attended a networking meeting that featured a guest speaker who focuses on sales. I guess because “sales” is my thing, several in the audience encouraged me to write up my notes. Sticking to the subject matter only, I have a few...
by Adam Shapiro | Jan 31, 2020 | disciplines, Sales Messaging, Today's Lessons, Uncategorized
A retainer client of mine asked me to listen to a recorded sales call of one of his reps and offer coaching. The recording is of an initial meaningful conversation scheduled after an inbound inquiry off the client’s web site. My private comments and...
