by Adam Shapiro | Sep 15, 2010 | Champion, Sales Leader, Sales Management, Today's Lessons, Tools
Reviewing clients’ sales call recap letters – reinforcing the letter writing process: Goals/Objectives, current situation, capabilities needed, value, next...
by Adam Shapiro | Jan 14, 2010 | Champion, Qualifying, Sales Management, Sales Messaging, Sales Process, Tools
Or "What to do about those prospects who seem to be ignoring you."Maybe you saw this Seinfeld episode as a first run on NBC or a re-run on TBS - Hysterical, right? Sure. But. George's "thing" is also a great conversation starter...
by Adam Shapiro | Oct 7, 2009 | Sales Messaging, Sales Process, Tools
Wow. I expect salesforce.com sellers to be sharing this video with everyone they know. Listen for the cheap shot at Microsoft's CRM capabilities.Cramer hits on all the right themes: Cloud computing, sales people monitoring, improving customer...
by Adam Shapiro | Jun 16, 2009 | Tools
Steve Youngblood and I worked together years ago. He posts a nice short primer on Social Networking tools for business here. Steve summarizes Twitter, Facebook, LinkedIn and Blogging.
by Adam Shapiro | May 28, 2009 | Sales Messaging, Sales Process, Tools
My colleague and fellow CustomerCentric Selling partner Jim Naro has posted an excellent article on how to make sure your sales training and sales process improvement dollars are being spent wisely. If you think of sales training as an event rather than just a...
by Adam Shapiro | Jan 7, 2009 | Sales Leader, Sales Management, Tools
It's January. Seems like a good time for business planning. Though I've helped others with mission/vision/business planning etc., to get the juices flowing, I googled for some nourishment on mission and vision. I came across this excellent...
