by Adam Shapiro | Aug 9, 2023 | Careers, disciplines, Sales Leader, Sales Management, Today's Lessons, Uncategorized
In your sales career or in life, is there a habit you are trying to create or a bad habit you want to eliminate? Yeah? Me too. It may be a matter of not getting your reps in. In Atomic Habits, James Clear makes this point his first...
by Adam Shapiro | Apr 15, 2023 | Closing, disciplines, Sales Management, Sales Process, Today's Lessons, Uncategorized
How do you make sure the roll-out of your sales process sticks? Phase 3 of my Proven Process is all about that. I kicked off Phase 3 with a client this week by asking the sales team what process steps, messaging tools, or disciplines that we...
by Adam Shapiro | Nov 11, 2022 | Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons
This week marks the 18th year I have been on my own as a business consultant. 18 is recognized in many cultures as the age of majority when a teenager enters adulthood. In America, 18-year-olds can vote and are expected to register for the armed forces. In fact, a lot...
by Adam Shapiro | Aug 31, 2022 | Careers, Sales Leader, Sales Management, Today's Lessons
Lake days are often the best days. Sunday, we had friends up to our lake house and enjoyed swimming, sunning, and a few adult beverages. After lunch, we moved to the Splash & Chill Island aka Relaxation Station to get wet and cool...
by Adam Shapiro | Apr 11, 2022 | Careers, Today's Lessons, Uncategorized
Over 20 years ago, I started doing something I love just for me. Three days a week, I laced up my shoes and played pick-up basketball at our local YMCA. League or pick-up games – didn’t matter. For as long as I can remember, the...
by Adam Shapiro | Jun 3, 2021 | Careers, Sales Leader, Today's Lessons
My friend and colleague John Yeager asked me last month on his podcast: “…Professionalizing your sales team and process, what does that mean?” I nearly went on a tangent comparing his question to the back and forth between Snoop Dogg and Lil Dicky in...
by Adam Shapiro | Jan 23, 2021 | disciplines, Sales Leader, Sales Management, Today's Lessons, Uncategorized
Due to the Pandemic’s impact on in-person workshops, clients have asked a few times to break up the regular two-day sales playbook rollout into smaller sessions. Of course, I oblige. For some other clients, we have been putting off a live event. Instead, we hold...
by Adam Shapiro | Sep 1, 2020 | Networking, Sales Leader, Sales Messaging, Today's Lessons
I know it’s been a while since I sent my last “Lesson.” I have not been a total hermit, rather I’ve been relatively active on LinkedIn. I wanted to see which medium is more effective, and I’ll admit I’ve been a bit lazy. I suspect like most things the...
by Adam Shapiro | Mar 5, 2020 | Qualifying, Sales Process, Today's Lessons, Uncategorized
Last month, I attended a networking meeting that featured a guest speaker who focuses on sales. I guess because “sales” is my thing, several in the audience encouraged me to write up my notes. Sticking to the subject matter only, I have a few...
by Adam Shapiro | Jan 31, 2020 | disciplines, Sales Messaging, Today's Lessons, Uncategorized
A retainer client of mine asked me to listen to a recorded sales call of one of his reps and offer coaching. The recording is of an initial meaningful conversation scheduled after an inbound inquiry off the client’s web site. My private comments and...
