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 | 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 | 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...
by Adam Shapiro | Mar 6, 2012 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
When inbound leads from marketing just aren’t cutting it, do you work with internal sponsors and trusted advisors for referrals to grow your business? Or, do you do it the old-fashioned way and cold call and email blast your market? My friend, social media...
