by Adam Shapiro | Oct 28, 2008 | Sales Messaging, Today's Lessons, Tools
Web browsing is awesome. I am currently evaluating whether to move away from a laptop running windows to a new MacBook. While researching how to switch over without losing productivity and gobs of time, I stumbled on an insightful post in Michael Hyatt’s Web log...
by Adam Shapiro | Jun 25, 2008 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
A CEO at a CustomerCentric Selling® client of mine asked me to review an unsolicited prospecting email he received. I have changed the name of the seller’s company. I’m trying to be instructional, not confrontational. Here’s my take: Hi Robert< It...
by Adam Shapiro | Apr 18, 2008 | Prospecting, Today's Lessons
One of my guilty pleasures while driving to or from a morning appointment is listening to Colin Cowherd on ESPN Radio. Though I don’t always agree with Colin, I enjoy his “takes” on sports and life. He often has interesting guests and is very...
by Adam Shapiro | Mar 6, 2008 | Qualifying, Sales Leader, Sales Management, Sales Process
Pressure, Pressure, Pressure. Those of us in our 40s may be thinking of the Billy Joel song. Those of us that carry quotas or rely on sales to put food on the table or pay a mortgage (or two), understand pressure. Or more like what it is to be in a pressure cooker....
