by Adam Shapiro | Apr 25, 2018 | Networking, Sales Leader, Today's Lessons
Last week, the Wall Street Journal published an essay adapted from David Burkus’s new book, “Friend of a Friend: Understanding The Hidden Networks That Can Transform Your Life and Career,” published by Houghton Mifflin Harcourt. In summary, the author sets out the...
by Adam Shapiro | Mar 29, 2018 | Today's Lessons
This weekend is both Easter and Passover, and it’s the Final Four in college basketball. And yes, April Fools Day is Sunday. It’s a big weekend for reflection, devotion, game watching and, in all likelihood: CONVERSATIONS. So to get you ready, here’s a quick test of...
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,...
