by Adam Shapiro | Mar 6, 2015 | Closing, Sales Messaging, Sales Process
My son Max has been working hard putting together a skating/dance party for tomorrow evening to benefit an anti-bullying charity – Kidpower International. Yes, he’s a great kid, but he’s really doing this to fulfill his “mitzvah”...
by Adam Shapiro | Apr 9, 2014 | Sales Messaging, Sales Process, Today's Lessons
At the collision of Literature and Neuroscience, researchers are learning exactly why stories work better than facts at getting listeners in alignment. Allison Kopnik describes this effort in last weekend’s Wall Street Journal. This echoes a theme I laid out in...
by Adam Shapiro | Mar 6, 2012 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
When inbound leads from marketing just aren’t cutting it, do you work with internal sponsors and trusted advisors for referrals to grow your business? Or, do you do it the old-fashioned way and cold call and email blast your market? My friend, social media...
by Adam Shapiro | Nov 14, 2011 | Careers, Marketing, Prospecting, Sales Management, Sales Messaging, Tools
Carmine Gallo writing in Entrepreneur magazine last month offered up his seven principles that drove Steve Jobs success. Gallo suggests that “any of us can adopt them to unleash our ‘inner Steve Jobs.'” So, to unleash your “Jobs-siness”...
by Adam Shapiro | Aug 25, 2011 | Prospecting, Sales Messaging, Today's Lessons
“I’m trying to be consultative, asking all the right questions, but my prospects don’t seem interested.” “I thought we had a great conversation, then he blew off our follow up call.” “Sometimes, I feel like I’m leading an interrogation instead of being a good...
