by Adam Shapiro | Jun 3, 2021 | Careers, Sales Leader, Today's Lessons
My friend and colleague John Yeager asked me last month on his podcast: “…Professionalizing your sales team and process, what does that mean?” I nearly went on a tangent comparing his question to the back and forth between Snoop Dogg and Lil Dicky in...
by Adam Shapiro | Sep 13, 2019 | Prospecting, Sales Management, Sales Messaging, Today's Lessons
Prospecting is hard. Sometimes responding to a prospect’s requests is difficult, too. A client asked me this week how she should respond to this reply to a prospecting email: This response was the first from the prospect after an initial email sent cold from the...
by Adam Shapiro | Mar 13, 2019 | Closing, Presenting, Sales Process, Today's Lessons, Uncategorized
While getting off a ski lift in Park City last month, I spotted the “Bat Signal” telling me a client was in distress. Okay, yes, I am being a pretentious A–, clients don’t “need” me that way, and it was merely a phone call. But I was on vacation! “We made...
by Adam Shapiro | Nov 2, 2016 | Closing, Presenting, Sales Leader, Sales Messaging, Sales Process, Today's Lessons
Only 54.6 percent of sales professionals produce enough revenue to meet quota according to CSO Insights 2015 Sales Compensation and Performance Management Study. And, it’s the rare prospect that actually wants to hear from a sales rep. What’s a senior executive...
by Adam Shapiro | Jul 28, 2015 | Sales Process
I recently gave this “101 level” sales process presentation to the executive team at a small B2B technology company who wanted a launching off point for their sales culture. Immediately, they saw how sales process improves on-boarding, forecasting,...
