by Adam Shapiro | Jan 12, 2012 | Champion, Closing, Qualifying, Sales Messaging, Sales Process, Today's Lessons, Tools
No, I am not cursing at you! What I do want to point out is one of the most often overlooked sales closing tools. I know, “everyone knows the key to increasing sales is a good cost v. benefit analysis.” Then, ask yourself if you’ve ever had a...
by Adam Shapiro | Aug 25, 2011 | Prospecting, Sales Messaging, Today's Lessons
“I’m trying to be consultative, asking all the right questions, but my prospects don’t seem interested.” “I thought we had a great conversation, then he blew off our follow up call.” “Sometimes, I feel like I’m leading an interrogation instead of being a good...
by Adam Shapiro | May 31, 2011 | Marketing, Prospecting, Today's Lessons, Tools
Many companies struggle with the opening, leading marketing piece. If you have been in sales and marketing for any amount of time, you have received emails or seen brochures that describe offerings in the same tired, flowery language – terms...
by Adam Shapiro | Feb 9, 2011 | Sales Leader, Sales Management, Today's Lessons
In a recent LinkedIN discussion, Michael Gerard asked: How do you establish a culture in a direct sales organization that encourages first and second line sales managers to be better coaches versus simply "super reps"?What specific steps has your...
by Adam Shapiro | Dec 8, 2010 | Presenting, Today's Lessons
Posted 11/3/10 By Dan Baldwin, TA Executive Director, 951-251-5155 email via www.sellingtelecom.com
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...
