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 | May 31, 2011 | Marketing, Prospecting, Today's Lessons, Tools
Many companies struggle with the opening, leading marketing piece. If you have been in sales and marketing for any amount of time, you have received emails or seen brochures that describe offerings in the same tired, flowery language – terms...
by Adam Shapiro | Apr 1, 2011 | Sales Management
I had a two-hour "reinforcement" session with a client this week. Instead of suggesting we do some sales call role plays and receive some eye rolls and slumped shoulders, I used a "Turn the Tables" approach. Here's how it went: I...
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...
by Adam Shapiro | Oct 28, 2008 | Sales Messaging, Today's Lessons, Tools
Web browsing is awesome. I am currently evaluating whether to move away from a laptop running windows to a new MacBook. While researching how to switch over without losing productivity and gobs of time, I stumbled on an insightful post in Michael Hyatt’s Web log...
