by Adam Shapiro | Feb 22, 2018 | Careers, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
A year ago, I had a full process-messaging-behavior engagement with a client that culminated with a full two-day workshop. They went on to have a terrific year. We are now rolling out an Account Growth process and met this week to introduce the idea in a quick team...
by Adam Shapiro | Jan 23, 2018 | Careers, Sales Leader, Sales Management
During or after coaching or consulting engagements, my clients often ask, “Do you think she (or he) can sell for us?” Similarly, friends, colleagues, or former SalesReformSchool students often ask me whether they (or lately, their kids) should pursue a particular...
by Adam Shapiro | Oct 27, 2017 | Careers, Sales Leader
I’m going to try something different this month. When I procrastinate, I read. A lot. I also like to share stuff. Sometimes my friends and family say I over-share. Oh well, I gotta be me. So, I hope you enjoy these 10 Links which I found interesting in the last month...
by Adam Shapiro | Sep 12, 2017 | Champion, Qualifying, Sales Management, Sales Process, Tools
Over coffee last Friday a coaching client of mine told me about an RFP he was excited to answer. “It’s in our wheelhouse, but I have to go soon so I can get the answer out. It’s due today and they are making a decision Tuesday.” I responded that I could see why he was...
by Adam Shapiro | Aug 1, 2017 | Champion, Networking, Prospecting, Qualifying, Sales Messaging, Sales Process, Today's Lessons
No, this is not another post on using online sites like LinkedIn to build your pipeline. Rather, I want to talk about my friend Mitch (real person, fake name). Mitch is looking for love. He’s a good guy. Works hard and takes care of himself, and is a true mensch. Over...
by Adam Shapiro | Jun 15, 2017 | Marketing, Qualifying, Sales Messaging, Sales Process, Today's Lessons, Tools
For today’s lesson we are going to explore two existential questions: Why does your company exist? Why should your ideal client want to talk to you? Why does your company exist? The answer to this question should scream at visitors to your website and all pockets of...
by Adam Shapiro | May 16, 2017 | Careers, Networking, Sales Leader
You may know that I have been a member of a Vistage Trusted Advisor group for over five years. I consider it my graduate business school. While I have a Juris Doctor, I am not a Master of Business Administration. Because of Vistage, though, I feel I’m actually in a...
by Adam Shapiro | Apr 19, 2017 | Champion, Qualifying, Sales Process, Today's Lessons
During a recent workshop, I described how we salespeople need to constantly work to be perceived as our prospect’s equals. What do I mean? Here are three examples where we are equals, but not necessarily perceived as equals: Like you, I am a busy professional. Often,...
by Adam Shapiro | Mar 15, 2017 | Careers, Presenting, Sales Leader, Sales Management, Tools
Constant improvement is one of my bedrock principles for starting SalesReformSchool 12+ years ago. Recently, however, I received written feedback from a post accusing me of not modeling Active Listening in my public discourse like I teach my clients. It knocked me...
by Adam Shapiro | Feb 16, 2017 | Networking, Sales Management, Sales Process, Today's Lessons, Tools
Many of us salespeople have a dirty secret. We hate building rapport especially with prospects or even just people we don’t really know well. Sure, we are expected to be the life the party and the meeting, the easy-going back-slapper flush with funny stories and...
