Today’s Lesson: What Stuck Most

Since I had them all in a room together, I asked during a pause:

Sometimes You Just Have to Ask

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” requirement… Read More

Regarding Sponsors and Referrals

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… Read More

Success Story: In-Boarding

reprint from 2006* Leadership Strategies – The Facilitation Company is a leader in facilitation training and meeting facilitation. With a network of over 200 facilitators under contract, LSI provides organizations with dynamic, professional facilitators who facilitate executive strategy… Read More

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

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… Read More

I’m Speaking at the Sept. 15 AA-ISP Atlanta Meeting

AA-ISP Atlanta Chapter Meeting-September 15th Date: September 15th, 2011 @ 7:30am – 10:00am EST Location: Leadership Strategies- 56 Perimeter Center East, Suite 103, Atlanta, GA 30346 Overview: Please join us for our upcoming meeting and learn, share, and… Read More

Intro to Cross-Selling

How do you leverage success with one customer into a cross-selling opportunity with another? I hope the below presentation that I delivered earlier this week helps. Intro to Cross-Selling View more presentations from Adam Shapiro. Intro to Cross-Selling… Read More

Channeling George Costanza….

Or "What to do about those prospects who seem to be ignoring you." Maybe you saw this Seinfeld episode as a first run on NBC or a re-run on TBS -  Hysterical, right? Sure.  But. George's "thing" is… Read More

First Work Day of the New Year – What’s Your Plan?

One of my clients has me join their monthly sales team conference call the first Monday of each month. This morning besides the usual reviews of open opportunities, we discussed how to start out the New Year. The… Read More

Negotiating tips from the Big Daddy at Go

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,… Read More

May the Salesforce Be With You – Wouldn’t you love this sort of endorsement??!!

Wow.  I expect sellers to be sharing this video with everyone they know.  Listen for the cheap shot at Microsoft's CRM capabilities. Cramer hits on all the right themes:  Cloud computing, sales people monitoring, improving customer relations,… Read More