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 | Nov 14, 2011 | Careers, Marketing, Prospecting, Sales Management, Sales Messaging, Tools
Carmine Gallo writing in Entrepreneur magazine last month offered up his seven principles that drove Steve Jobs success. Gallo suggests that “any of us can adopt them to unleash our ‘inner Steve Jobs.'” So, to unleash your “Jobs-siness”...
by Adam Shapiro | Oct 21, 2011 | Closing, Presenting, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Last week, I led a two hour seminar at a client’s annual meeting of partners and agents – think 40 B2B sales people and executives. The President had asked for 2 hours on closing skills to be presented to a group of sales professionals and executives at...
by Adam Shapiro | Sep 15, 2011 | Careers, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Here’s my presentation from today’s AA-ISP, Atlanta Chapter meeting. Presentation on On-boarding Inside Sales Reps [slideshare id=9270159&w=425&h=355&sc=no] In case the images are too cryptic,I’ll briefly summarize: The four foundational...
by Adam Shapiro | Sep 8, 2011 | Sales Management, Tools
AA-ISP Atlanta Chapter Meeting-September 15th Date: September 15th, 2011 @ 7:30am – 10:00am EST Location: Leadership Strategies- 56 Perimeter Center East, Suite 103, Atlanta, GA 30346 Overview: Please join us for our upcoming meeting and learn, share, and...
by Adam Shapiro | Sep 1, 2011 | Careers, Sales Leader, Sales Management, Tools
Yesterday, I provided the first half of my notes from Tuesday’s Atlanta All-City Vistage conference. This is Part 2. Keith McFarland was CEO of a breakthrough company taking Collectech Systems from revenue of $10M to $150M in three years. He then decided to study why...