by Adam Shapiro | Sep 13, 2019 | Prospecting, Sales Management, Sales Messaging, Today's Lessons
Prospecting is hard. Sometimes responding to a prospect’s requests is difficult, too. A client asked me this week how she should respond to this reply to a prospecting email: This response was the first from the prospect after an initial email sent cold from the...
by Adam Shapiro | May 23, 2019 | Careers, Marketing, Today's Lessons, Uncategorized
You see me and SalesReformSchool™ in print here, some of you may have heard me speak live and in-person, and I’ll have coffee one-on-one with virtually anyone. I’ve done both private and public webinars, but until last week I had never been interviewed...
by Adam Shapiro | Mar 13, 2019 | Closing, Presenting, Sales Process, Today's Lessons, Uncategorized
While getting off a ski lift in Park City last month, I spotted the “Bat Signal” telling me a client was in distress. Okay, yes, I am being a pretentious A–, clients don’t “need” me that way, and it was merely a phone call. But I was on vacation! “We made...
by Adam Shapiro | Feb 1, 2019 | Careers, Sales Leader, Sales Management, Sales Process, Today's Lessons, Uncategorized
Do you ever get the feeling that the universe is trying to teach you something? I had heard of the word “heuristic” before but really didn’t know what it meant. Then, the past few weeks – My daughter Hannah described for me her research work...
by Adam Shapiro | Dec 10, 2018 | Closing, Qualifying, Sales Management, Sales Process, Today's Lessons
It’s early December, and for a lot of you that means it’s proposal time. Slow down please and consider the recommendation of the famous philosopher and life coach Ice Cube in 1990’s “Check Yourself”: “You better check yo self before you wreck yo self.”...
by Adam Shapiro | Oct 2, 2018 | Presenting, Prospecting, Sales Messaging, Today's Lessons
For my birthday, Mrs. SalesReformSchool suggested I take a couple days off and tag along with her at a retail software conference in Scottsdale, Arizona. Hmmm, a few days in the desert: I could work some, hike some, enjoy the scenery, get some reading in at the pool...
