by Adam Shapiro | Feb 27, 2012 | Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
reprint from 2006* Leadership Strategies – The Facilitation Company is a leader in facilitation training and meeting facilitation. With a network of over 200 facilitators under contract, LSI provides organizations with dynamic, professional facilitators who...
by Adam Shapiro | Sep 15, 2011 | Careers, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Here’s my presentation from today’s AA-ISP, Atlanta Chapter meeting. Presentation on On-boarding Inside Sales Reps [slideshare id=9270159&w=425&h=355&sc=no] In case the images are too cryptic,I’ll briefly summarize: The four foundational...
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 | 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...
