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 | Aug 18, 2009 | Sales Management, Sales Process
Last night, I attended a networking event hosted by the Atlanta Chapter of SMEI – Sales and Marketing Executives International. The promised agenda was "How to Make Your Numbers Before Year End." I usually have low...
by Adam Shapiro | Jun 29, 2009 | Uncategorized
See Part 1 here.Working with the curious, it helps to nurture, not push.Next up, John Holland – co-author of the CustomerCentric Selling book, methodology, and coursework – did a great job as usual putting into perspective what is happening today between...
by Adam Shapiro | May 19, 2009 | Marketing, Sales Messaging, Sales Process, Uncategorized
At least once per year, I serve as a sales training coach for another CustomerCentric Selling® practitioner. Last week, I helped Frank Visgatis, co-writer of the CustomerCentric Selling® methodology at a Workshop in Atlanta. This serves a few...
by Adam Shapiro | Jun 25, 2008 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
A CEO at a CustomerCentric Selling® client of mine asked me to review an unsolicited prospecting email he received. I have changed the name of the seller’s company. I’m trying to be instructional, not confrontational. Here’s my take: Hi Robert< It...
