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 | Nov 10, 2015 | Sales Messaging, Today's Lessons
Do you give good phone? Today, I called a stranger to buy football tickets. I had found the nice lady on the other end of the phone through her craigslist “for sale” posting. She had suggested in her listing that interested buyers text her to check...
by Adam Shapiro | May 16, 2013 | Champion, Sales Management, Sales Process, Today's Lessons, Tools
Do you send something like this after every meaningful customer/prospect conversation?
by Adam Shapiro | Jan 31, 2013 | Sales Process
Everyone wants a shorter sales cycle, yet too many sellers find themselves stuck in time pot holes or getting lost in a confusing route. Isn’t it time to steer sales communications – yes, oral and written – around those road blocks and steer sales...
by Adam Shapiro | Jun 14, 2012 | Careers, Sales Leader, Sales Management
One of the drudgeries of sales management is combing through resumes looking for that “Aha Moment.” Through real or virtual stacks of Curriculum Vitae, sales managers wait and hope for at least one spark to jump out as the reason to contact the applicant and start the...
