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Today’s Lesson: Take this Gift

Today’s Lesson: Take this Gift

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...

Hubie, T.K., and the Ideal Prospect

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...

Valentine's Day and Prospecting

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...

Five Questions to Ask if your Deals are Not Closing: Who, What, How, When, and Why

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...

Helpful Tips to Follow When Making Early Sales Process Phone Calls

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...
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Recent Posts

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About SalesReformSchool™

Adam Shapiro has been helping individuals, teams, and enterprises since 2004.  Using a sales process, messaging and disciplines framework, Adam applies his proven process to what and how his clients sell resulting in improved sales performance.

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