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 | 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 | 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 | Dec 15, 2009 | Sales Leader, Sales Management, Sales Process
Mid-December usually means one thing to my clients – Negotiating Season. I can't tell you how many times I hear from clients who have followed a Customercentric sales process, listened, documented and followed their customer's buying process,...
by Adam Shapiro | Mar 17, 2009 | Champion, Qualifying, Sales Management, Sales Messaging, Sales Process
From the Sales Training Practices Group on LinkedIn: Matthew Kearns, a Sales Learning Consultant posted: My company sells outsourced workforce management technology and service. I’m currently a sales trainer for their Major Accounts division (selling to companies with...
