by Adam Shapiro | Jan 23, 2021 | disciplines, Sales Leader, Sales Management, Today's Lessons, Uncategorized
Due to the Pandemic’s impact on in-person workshops, clients have asked a few times to break up the regular two-day sales playbook rollout into smaller sessions. Of course, I oblige. For some other clients, we have been putting off a live event. Instead, we hold...
by Adam Shapiro | Sep 1, 2020 | Networking, Sales Leader, Sales Messaging, Today's Lessons
I know it’s been a while since I sent my last “Lesson.” I have not been a total hermit, rather I’ve been relatively active on LinkedIn. I wanted to see which medium is more effective, and I’ll admit I’ve been a bit lazy. I suspect like most things the...
by Adam Shapiro | Jul 13, 2015 | Prospecting, Sales Messaging, Today's Lessons, Tools
Here’s a frequent conversation I have with friends, colleagues, prospects, clients: FRIEND: How do you get your clients? ME: It’s a lot of conversations like this one. FRIEND quizzical look on his face: What do you mean? ME: Well, when I talk to people...
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...
