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 | Dec 15, 2016 | Closing, Qualifying, Sales Process, Tools
Many of you are trying to close deals with your prospects this week and next to finish the year or quarter on a high note. So, I have a question: Have you included an implementation plan discussion as part of your buyer’s evaluation of your company and its offerings?...
by Adam Shapiro | Dec 1, 2016 | Sales Leader, Sales Management, Sales Process, Tools
Most sales managers I know have the best intentions. They don’t want to manage their reps, they want to coach them to achieve greatness – or at least quota. Many of them, though, struggle with where to start. The comfortable beginning is, “do what I did.” Soon,...
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...
by Adam Shapiro | Jan 7, 2016 | Qualifying, Sales Messaging, Sales Process, Tools
Sean Burke, CEO of my client KiteDesk, wrote this blog post – about our work together. If you sell to other businesses and need new customers, get to know Kitedesk and tell them I sent you.
by Adam Shapiro | Jul 13, 2015 | Prospecting, Sales Messaging, Today's Lessons, Tools
Here’s a frequent conversation I have with friends, colleagues, prospects, clients: FRIEND: How do you get your clients? ME: It’s a lot of conversations like this one. FRIEND quizzical look on his face: What do you mean? ME: Well, when I talk to people...
