by Adam Shapiro | Feb 9, 2011 | Sales Leader, Sales Management, Today's Lessons
In a recent LinkedIN discussion, Michael Gerard asked: How do you establish a culture in a direct sales organization that encourages first and second line sales managers to be better coaches versus simply "super reps"?What specific steps has your...
by Adam Shapiro | Feb 2, 2011 | Sales Leader, Sales Management, Tools
File this entry under facilitation skills and sales management. Last Friday morning, I facilitated the first 2011 meeting of the Atlanta Chapter of the American Association of Inside Sales Professionals. After an introduction and welcome from our gracious host Brian...
by Adam Shapiro | Oct 21, 2010 | Champion, Marketing, Presenting, Sales Messaging, Sales Process, Today's Lessons, Tools
How do you leverage success with one customer into a cross-selling opportunity with another? I hope the below presentation that I delivered earlier this week helps. Intro to Cross-Selling View more presentations from Adam Shapiro. Intro to Cross-Selling [slideshare...
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 | Apr 12, 2010 | Prospecting, Sales Messaging, Today's Lessons
Are you using your success stories and plausible emergencies to build emotional connections in with your prospects and referral partners? On the Blog Presentation Zen, Garr Reynolds relates, “When it comes to learning and genuinely retaining something, nothing...
