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 27, 2012 | Marketing, Prospecting, Qualifying, Sales Leader, Sales Process, Tools
When Hubie Brown and I were much younger, he was my favorite basketball coach. I had just moved to Atlanta and adopted the hometown Hawks – his team. He was smart and energetic. In interviews, he seemed like a great guy. Hubie is in the Basketball Hall of...
by Adam Shapiro | Jan 23, 2012 | Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
With Valentine’s Day right around the corner, it seems appropriate to take a fresh look at prospecting. After all, isn’t it sales and marketing’s constant function to ask others, “Will you be my Valentine?” The Valentine’s...
by Adam Shapiro | Oct 21, 2011 | Closing, Presenting, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Last week, I led a two hour seminar at a client’s annual meeting of partners and agents – think 40 B2B sales people and executives. The President had asked for 2 hours on closing skills to be presented to a group of sales professionals and executives at...
by Adam Shapiro | Apr 19, 2010 | Champion, Prospecting, Qualifying, Sales Messaging, Sales Process, Today's Lessons
Notes From Some Call Coaching Sessions From time to time, my clients ask me to sit with sales reps and review calls with them. Since I’ve had several such sessions already this year, I thought it would be helpful to summarize the notes the teams took and share...
