by Adam Shapiro | Jan 14, 2010 | Champion, Qualifying, Sales Management, Sales Messaging, Sales Process, Tools
Or "What to do about those prospects who seem to be ignoring you."Maybe you saw this Seinfeld episode as a first run on NBC or a re-run on TBS - Hysterical, right? Sure. But. George's "thing" is also a great conversation starter...
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 | Dec 15, 2009 | Sales Leader, Sales Management, Sales Process
Mid-December usually means one thing to my clients – Negotiating Season. I can't tell you how many times I hear from clients who have followed a Customercentric sales process, listened, documented and followed their customer's buying process,...
by Adam Shapiro | Sep 23, 2009 | Sales Management
This one ranks up there with Freakonomics. It's that good. Phil Rosenzweig's article, "Misunderstanding the Nature of Company Performance: The Halo Effect and Other Business Delusions", details why management is NOT an exact science and...
by Adam Shapiro | Sep 3, 2009 | Presenting, Sales Management
A year after helping a client of mine with their sales process implementation, the Sales Operations Manager (SOM) asked me to spend a half day facilitating a review and refresh of the sales process with the sales team. Our agenda at the request of the SOM was the...
