by Adam Shapiro | Jul 21, 2015 | Sales Process
A friend of mine, Let’s call him Joe, asked me to get together with him for breakfast last week. I had a feeling this was going to be a coaching breakfast. I know Joe through another business contact and talking shop mostly frames our relationship. That’s...
by Adam Shapiro | Jul 13, 2015 | Prospecting, Sales Messaging, Today's Lessons, Tools
Here’s a frequent conversation I have with friends, colleagues, prospects, clients: FRIEND: How do you get your clients? ME: It’s a lot of conversations like this one. FRIEND quizzical look on his face: What do you mean? ME: Well, when I talk to people...
by Adam Shapiro | Mar 6, 2015 | Closing, Sales Messaging, Sales Process
My son Max has been working hard putting together a skating/dance party for tomorrow evening to benefit an anti-bullying charity – Kidpower International. Yes, he’s a great kid, but he’s really doing this to fulfill his “mitzvah”...
by Adam Shapiro | Feb 18, 2015 | Sales Process
I went to lunch today with my friends from Frontline Selling. One of them asked me about my business. As I was describing it, this thought popped in my head: Every sales process step has three buckets: 1) Prerequisites – Before I do this, I have to… 2)...
by Adam Shapiro | Apr 9, 2014 | Sales Messaging, Sales Process, Today's Lessons
At the collision of Literature and Neuroscience, researchers are learning exactly why stories work better than facts at getting listeners in alignment. Allison Kopnik describes this effort in last weekend’s Wall Street Journal. This echoes a theme I laid out in...
by Adam Shapiro | May 16, 2013 | Champion, Sales Management, Sales Process, Today's Lessons, Tools
Do you send something like this after every meaningful customer/prospect conversation?
by Adam Shapiro | Apr 18, 2013 | Sales Process
Friends: As you may know the Norcross High School Foundation for Excellence Spring Gala is Friday night April 26 at the Riverfield pool. Even if you don’t have kids at NHS or ever will, this is a great party. Last year, we had over 500 people mostly from the...
by Adam Shapiro | Jan 31, 2013 | Sales Process
Everyone wants a shorter sales cycle, yet too many sellers find themselves stuck in time pot holes or getting lost in a confusing route. Isn’t it time to steer sales communications – yes, oral and written – around those road blocks and steer sales...
by Adam Shapiro | Aug 31, 2012 | Sales Process
Inspiring and enlightening – two related posts to think about this extended weekend -http://joelrunyon.com/two3/an-unexpected-ass-kickingand the follow uphttp://joelrunyon.com/two3/russell-kirsch-encounter-lessons
by Adam Shapiro | Jun 14, 2012 | Careers, Sales Leader, Sales Management
One of the drudgeries of sales management is combing through resumes looking for that “Aha Moment.” Through real or virtual stacks of Curriculum Vitae, sales managers wait and hope for at least one spark to jump out as the reason to contact the applicant and start the...
