by Adam Shapiro | Jan 14, 2010 | Champion, Qualifying, Sales Management, Sales Messaging, Sales Process, Tools
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 also a great conversation starter...
by Adam Shapiro | Jan 4, 2010 | Sales Management, Sales Messaging
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 leader asked, ‘What calls are going on this...
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 | Oct 7, 2009 | Sales Messaging, Sales Process, Tools
Wow. I expect salesforce.com 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...
by Adam Shapiro | Sep 29, 2009 | Sales Messaging, Today's Lessons
You may have heard that here in the Atlanta area many are suffering through repairing their homes after torrential rains and flooding – the worst EVER for our area. Understanding that cleanup and waterproofing contractors are likely the same folks who are...
