by Adam Shapiro | Jun 8, 2009 | Sales Messaging
Michael Bosworth, Co-founder & Co-author of CustomerCentric Selling®, comments here on how integrated sales and marketing teams increase sales.
by Adam Shapiro | Jun 1, 2009 | Sales Management, Sales Messaging, Sales Process
[youtube http://www.youtube.com/watch?v=R2a8TRSgzZY&hl=en&fs=1&hd=1]
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 | May 19, 2009 | Marketing, Sales Messaging, Sales Process, Uncategorized
At least once per year, I serve as a sales training coach for another CustomerCentric Selling® practitioner. Last week, I helped Frank Visgatis, co-writer of the CustomerCentric Selling® methodology at a Workshop in Atlanta. This serves a few...
by Adam Shapiro | Mar 17, 2009 | Champion, Qualifying, Sales Management, Sales Messaging, Sales Process
From the Sales Training Practices Group on LinkedIn: Matthew Kearns, a Sales Learning Consultant posted: My company sells outsourced workforce management technology and service. I’m currently a sales trainer for their Major Accounts division (selling to companies with...
by Adam Shapiro | Feb 19, 2009 | Marketing, Sales Management, Sales Messaging, Sales Process
Business Problem VersionOne offers
its software development project management tools through a sales organization
of now 26 people, including sales representatives, product specialists, sales
operations and executives. Early
in 2008, VersionOne had several sales...
by Adam Shapiro | Jan 27, 2009 | Prospecting, Sales Messaging, Today's Lessons
I had a client meeting last week that you might be interested to hear about. This client asked me to address his sales and marketing personnel about how to have sales conversations when the sellers anticipate that the target market is having a rough time due to...
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...
by Adam Shapiro | Dec 16, 2008 | Sales Messaging, Sales Process, Today's Lessons
Clients: I hope the year ends on an upswing or at least at or above projections. While all of you are busy trying to close deals this month, you undoubtedly will have reps wondering how to stay busy while deals slip or (better) while waiting for the good news to come...
by Adam Shapiro | Nov 9, 2008 | Sales Leader, Sales Management, Tools
If you pay attention to pop culture, have some appreciation for history or at least historical perspective, and love sports, you should be regular reader of “The Sports Guy” on ESPN’s Page 2. Bill Simmons is a smart and hysterically funny writer....
