Adam Honig
CustomerThink
Boston, MA, United States
Contact Adam
Discover and connect with journalists and influencers around the world, save time on email research, monitor the news, and more.
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Past articles by Adam:
Gaining from Giving: The Law of Reciprocity
In sales, your career depends on your ability to get people to take action. You need prospects to open your email, answer your call, continue the conversation, and ultimately, buy your product or service. Sometimes it can feel like you are completely at other peoples’ will. But, there’s one principle that can put you back in control, and that’s the Law of Reciprocity. The Law of Reciprocity is a… → Read More
How I Became a Salesperson (The Honest Truth)
Let me tell you the honest truth about how I became a salesperson, after studying philosophy in college. The fact is, I didn’t really know what I wanted to do in “the real world.” I saw my friends apply to graduate school out of sheer panic instead of going into the working world. I knew I didn’t want to get another degree, so into the working world it was. My very first job was at a consulting… → Read More
How I Became a Salesperson (The Honest Truth)
Let me tell you the honest truth about how I became a salesperson, after studying philosophy in college. The fact is, I didn’t really know what I wanted to do in “the real world.” I saw my friends apply to graduate school out of sheer panic instead of going into the working world. I knew I didn’t want to get another degree, so into the working world it was. My very first job was at a consulting… → Read More
Why I Never Reply to Your Terrible LinkedIn Messages
(reading time: 3 minutes) I accept everyone that requests to connect with me on LinkedIn. As a result, I get about 15-20 LinkedIn messages every single day, and I virtually never respond. This insane influx of LinkedIn messages probably stems from the fact that everyone is ignoring email solicitations now. Even though LinkedIn is a new platform, please don’t throw all of the various emailing… → Read More
How to Ask for a Customer Reference (and actually get one)
People just don’t trust salespeople sometimes. Thanks to media portrayals and resulting stereotypes, we can be seen as money-grubbing slimeballs. So, when you tell a prospect who has this mindset about how useful your product is and how it will solve all of their problems, they aren’t always going to be on-board. But, if you can give them proof of a customer that wasn’t swindled out of all their… → Read More
The 5 Worst Things My Sales Manager Ever Told Me
I’ve had some truly incredible managers throughout my career in sales. But, I’ve also some that just plain ol’ sucked. One in particular really stands out. To this day, I think that his main goal was to make my life a living hell. (I mean, he didn’t even give us a proactive sales automation CRM!) If your boss is just the worst, I hope that you can at least get some comedic relief by reading the… → Read More
How to Have a Kick-Ass Sales Kick-Off in 2019
Constantly being stereotyped? Uncertain about your future? Working long hours? Then you must be a salesperson! I remember when I first started out in sales, my family tried to talk me about of it. They warned me of the hard life I would be taking on. And, for the most part, they were right. Here are a few short anecdotes about the hardest things about being a salesperson. The Greedy Salesman… → Read More
6 Closes To Help You Crush Your Sales Goals in 2019
In sales, if you don’t close, you don’t eat. The entire sales process is important, but closing the deal is the only reason we spend so much time prospecting, qualifying, and listening to potential customers. All the rapport in the world is pointless if you’re not closing. Believe it or not, there are plenty of salespeople who don’t actively use closes with customers. They go through the entire… → Read More
The Hardest Things About Being a Salesperson
Constantly being stereotyped? Uncertain about your future? Working long hours? Then you must be a salesperson! I remember when I first started out in sales, my family tried to talk me about of it. They warned me of the hard life I would be taking on. And, for the most part, they were right. Here are a few short anecdotes about the hardest things about being a salesperson. The Greedy Salesman… → Read More
How Sales Leaders Can Prepare For a New CRM
Most sales leaders know that a great customer relationship management (CRM) tool can be invaluable. It can help you increasing sales, saving time, and producing an accurate sales forecast. But, despite these benefits, some sales leaders can be hesitant to switch their outdated CRM for a new one (or in some cases, to get a CRM at all!) While implementing a new CRM can be a daunting task, it… → Read More
How to Spot a Salesperson from a Million Miles Away
I’m not saying that all salespeople are the same, but generally, there are a lot of commonalities between most salespeople. This makes it easy to spot a salesperson in a crowd. Here are the 8 ways to spot a salesperson from a million miles away: 1. They’re Probably on Their Cellphone It’s true. Salespeople take their cellphones with them everywhere we go. Salespeople tend to have a hard time… → Read More
10 Surprising Sales Stats You Don’t Know About Prospecting
In the age of the internet, there’s a ton of sales information at your fingertips at all times. We all know that knowledge is power, but it can get overwhelming to figure out exactly what you need to know. That’s why we’ve compiled the 10 most surprising sales stats, that you probably don’t know, which will help you reach your prospects. If you use these stats to your advantage, you’ll be… → Read More
10 Surprising Sales Stats You Don’t Know About Prospecting
In the age of the internet, there’s a ton of sales information at your fingertips at all times. We all know that knowledge is power, but it can get overwhelming to figure out exactly what you need to know. That’s why we’ve compiled the 10 most surprising sales stats, that you probably don’t know, which will help you reach your prospects. If you use these stats to your advantage, you’ll be… → Read More
My Big Sales Pitch Fail (And How to Avoid the Same Fate)
If you spend long enough in sales, you’ll realize that not every pitch is going to be a winner, no matter how good you are at your job. When your pitch does flop, it’s easy to feel defeated and alone. Let me assure you however, that you are not alone. Here’s the story of my big pitch (and how to avoid the same fate). The Pitch Let me preface this story by saying that I was actually quite… → Read More
When Good Salespeople Do Bad Things: 5 Things You Should Never Do
There are some inherently bad salespeople, who aim to get rich off of the naivete of others. There are also good salespeople, who aim to solve their customer’s problems by presenting the right solutions, and work tirelessly to help others. Even if you’re in the latter group, you’re bound to make a mistake or two (or more…). Sometimes, these mistakes can be big ones. Even good salespeople do bad… → Read More
Identifying Your Target Sales Market In Today’s World
Targeting your sales market is now easier and more precise than ever before. This is because we have 21st-century tools-of-the-trade that provide more access to markets, prospects, and ultimately, sales. You just need to know where to look and how to capture that market. Let’s explore some of the basics of targeting your sales market in the 21st century. (And check out Spiro’s sales automation… → Read More
Cloudy with a Chance of Prospects: Sales Forecasting in the Digital Age
Sales forecasting has always played a major role in the sales process. Since the dawn of trade, merchants have always had to predict their future sales. These predictions affect the work that needs to be done in order to meet the needs of customers and to grow as a business. Back in the day, sales forecasts were kept meticulously by hand. But now with all our modern sales technology we can enter… → Read More
How to Write Effective Sales Scripts for Cold Calling
Cold-calling is a task that many salespeople dread. Cold-calling is unpredictable, exasperating, and dull, so there’s a few reasons why it’s unpopular. To mitigate this, sales managers try to make great sales scripts available so that sales reps aren’t just thrown into the wilderness blind. A great sales script can mean all the difference between someone hanging up on you and moving someone down… → Read More
10 Tips to Improve Your Sales Process
Your sales process is essential to your success. If you’re struggling with your sales process, don’t sweat it, you’ve come to the right post. By improving your sales process, your sales team will become more efficient, which means higher revenue. So, take a few minutes to read these 10 tips guaranteed to help. 1. Strategize Planning is the secret to success in improving your sales process. You… → Read More
How to Succeed in Sales (While Maintaining a Good Work-Life Balance)
(reading time: 4 minutes) As anyone who has worked in sales can attest to the fact that sales life is demanding. Sure, you can walk away with paychecks followed with multiple zeros, but at what cost? If you’re having difficulty creating a good work-life balance, you aren’t alone. (BTW, have you tried investing in the right sales tools, like Spiro’s sales automation CRM, to help you work more… → Read More