by Adam Shapiro | Nov 11, 2022 | Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons
This week marks the 18th year I have been on my own as a business consultant. 18 is recognized in many cultures as the age of majority when a teenager enters adulthood. In America, 18-year-olds can vote and are expected to register for the armed forces. In fact, a lot...
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...
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 | 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,...
