by Adam Shapiro | Jun 25, 2018 | Champion, Qualifying, Sales Leader, Sales Messaging, Sales Process, Today's Lessons
I joined Jason Stone from Frontline Selling for this video webinar, the second in a series – Sales Cycle Series – Executing the First Call – Frontline Selling
by Adam Shapiro | Jun 6, 2018 | Careers, Marketing, Today's Lessons, Uncategorized
“Press it!” Cousin Ira said. Ira believes in hot and cold dealers and dice, karma, good runs and bad luck. I had been on a good run of luck and to Ira, this is precisely the time to raise your bet. Me? Not so much. I guess I paid attention too much in math and logic...
by Adam Shapiro | May 17, 2018 | Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
I joined Jason Stone from Frontline Selling for this video webinar, the first in a series – How to Start the Sales Cycle with Killer Prospecting Techniques – Frontline Selling.
by Adam Shapiro | Apr 25, 2018 | Networking, Sales Leader, Today's Lessons
Last week, the Wall Street Journal published an essay adapted from David Burkus’s new book, “Friend of a Friend: Understanding The Hidden Networks That Can Transform Your Life and Career,” published by Houghton Mifflin Harcourt. In summary, the author sets out the...
by Adam Shapiro | Mar 29, 2018 | Today's Lessons
This weekend is both Easter and Passover, and it’s the Final Four in college basketball. And yes, April Fools Day is Sunday. It’s a big weekend for reflection, devotion, game watching and, in all likelihood: CONVERSATIONS. So to get you ready, here’s a quick test of...
by Adam Shapiro | Feb 22, 2018 | Careers, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
A year ago, I had a full process-messaging-behavior engagement with a client that culminated with a full two-day workshop. They went on to have a terrific year. We are now rolling out an Account Growth process and met this week to introduce the idea in a quick team...
