by Adam Shapiro | Mar 5, 2020 | Qualifying, Sales Process, Today's Lessons, Uncategorized
Last month, I attended a networking meeting that featured a guest speaker who focuses on sales. I guess because “sales” is my thing, several in the audience encouraged me to write up my notes. Sticking to the subject matter only, I have a few...
by Adam Shapiro | Oct 2, 2018 | Presenting, Prospecting, Sales Messaging, Today's Lessons
For my birthday, Mrs. SalesReformSchool suggested I take a couple days off and tag along with her at a retail software conference in Scottsdale, Arizona. Hmmm, a few days in the desert: I could work some, hike some, enjoy the scenery, get some reading in at the pool...
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 | Jan 23, 2012 | Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
With Valentine’s Day right around the corner, it seems appropriate to take a fresh look at prospecting. After all, isn’t it sales and marketing’s constant function to ask others, “Will you be my Valentine?” The Valentine’s...
by Adam Shapiro | Oct 21, 2011 | Closing, Presenting, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Last week, I led a two hour seminar at a client’s annual meeting of partners and agents – think 40 B2B sales people and executives. The President had asked for 2 hours on closing skills to be presented to a group of sales professionals and executives at...
