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...
by Adam Shapiro | Dec 4, 2019 | disciplines, Sales Messaging, Today's Lessons, Tools, Uncategorized
Thanksgiving is a wonderful American holiday where we give thanks for the blessings of our lives and recall the gratitude the pilgrims felt for making it through the harvest. But now that it’s over please save your thanks for your personal life and your...
by Adam Shapiro | Sep 13, 2019 | Prospecting, Sales Management, Sales Messaging, Today's Lessons
Prospecting is hard. Sometimes responding to a prospect’s requests is difficult, too. A client asked me this week how she should respond to this reply to a prospecting email: This response was the first from the prospect after an initial email sent cold from the...
by Adam Shapiro | May 23, 2019 | Careers, Marketing, Today's Lessons, Uncategorized
You see me and SalesReformSchool™ in print here, some of you may have heard me speak live and in-person, and I’ll have coffee one-on-one with virtually anyone. I’ve done both private and public webinars, but until last week I had never been interviewed...
by Adam Shapiro | Apr 24, 2019 | Uncategorized
This week a CEO client of mine sent the above image to me with a question: “What should A**’s “sales cadence” calendar look like? Here’s what we have so far . .” I can be scatterbrained, so forgive me that the first thing that came to mind was that I received...
by Adam Shapiro | Mar 13, 2019 | Closing, Presenting, Sales Process, Today's Lessons, Uncategorized
While getting off a ski lift in Park City last month, I spotted the “Bat Signal” telling me a client was in distress. Okay, yes, I am being a pretentious A–, clients don’t “need” me that way, and it was merely a phone call. But I was on vacation! “We made...
by Adam Shapiro | Feb 1, 2019 | Careers, Sales Leader, Sales Management, Sales Process, Today's Lessons, Uncategorized
Do you ever get the feeling that the universe is trying to teach you something? I had heard of the word “heuristic” before but really didn’t know what it meant. Then, the past few weeks – My daughter Hannah described for me her research work...
by Adam Shapiro | Dec 10, 2018 | Closing, Qualifying, Sales Management, Sales Process, Today's Lessons
It’s early December, and for a lot of you that means it’s proposal time. Slow down please and consider the recommendation of the famous philosopher and life coach Ice Cube in 1990’s “Check Yourself”: “You better check yo self before you wreck yo self.”...
by Adam Shapiro | Oct 2, 2018 | Presenting, Prospecting, Sales Messaging, Today's Lessons
For my birthday, Mrs. SalesReformSchool suggested I take a couple days off and tag along with her at a retail software conference in Scottsdale, Arizona. Hmmm, a few days in the desert: I could work some, hike some, enjoy the scenery, get some reading in at the pool...
by Adam Shapiro | Aug 6, 2018 | Qualifying, Sales Leader, Sales Messaging, Sales Process, Today's Lessons
In case you haven’t heard, I’ve been doing a webinar series with Frontline Selling. I have posted links to our initial Q & A “The Start of the Sales Cycle” and our second effort “Executing the First Call”. Unfortunately, we...
