by Adam Shapiro | Aug 25, 2011 | Prospecting, Sales Messaging, Today's Lessons
“I’m trying to be consultative, asking all the right questions, but my prospects don’t seem interested.” “I thought we had a great conversation, then he blew off our follow up call.” “Sometimes, I feel like I’m leading an interrogation instead of being a good...
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 | Jun 25, 2008 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
A CEO at a CustomerCentric Selling® client of mine asked me to review an unsolicited prospecting email he received. I have changed the name of the seller’s company. I’m trying to be instructional, not confrontational. Here’s my take: Hi Robert< It...
