by Adam Shapiro | Aug 1, 2017 | Champion, Networking, Prospecting, Qualifying, Sales Messaging, Sales Process, Today's Lessons
No, this is not another post on using online sites like LinkedIn to build your pipeline. Rather, I want to talk about my friend Mitch (real person, fake name). Mitch is looking for love. He’s a good guy. Works hard and takes care of himself, and is a true mensch. Over...
by Adam Shapiro | Jun 15, 2017 | Marketing, Qualifying, Sales Messaging, Sales Process, Today's Lessons, Tools
For today’s lesson we are going to explore two existential questions: Why does your company exist? Why should your ideal client want to talk to you? Why does your company exist? The answer to this question should scream at visitors to your website and all pockets of...
by Adam Shapiro | Apr 19, 2017 | Champion, Qualifying, Sales Process, Today's Lessons
During a recent workshop, I described how we salespeople need to constantly work to be perceived as our prospect’s equals. What do I mean? Here are three examples where we are equals, but not necessarily perceived as equals: Like you, I am a busy professional. Often,...
by Adam Shapiro | Feb 16, 2017 | Networking, Sales Management, Sales Process, Today's Lessons, Tools
Many of us salespeople have a dirty secret. We hate building rapport especially with prospects or even just people we don’t really know well. Sure, we are expected to be the life the party and the meeting, the easy-going back-slapper flush with funny stories and...
by Adam Shapiro | Feb 2, 2017 | Closing, Sales Leader, Sales Management, Sales Process, Today's Lessons
You may already know that I practiced law in a prior life. Some of my clients like and appreciate it, but I do get eye-rolls and my fair share of good-natured ribbing. I get it. When it comes up in conversation, I usually add that although the practice of law wasn’t...
by Adam Shapiro | Nov 18, 2016 | Sales Messaging, Sales Process, Today's Lessons, Tools
Professionally, many of you are looking at your calendars and realizing that you only have six weeks or so left in the year and you are making your calls to try and close deals, or even create deals now to close by year end. Personally, you may have been...