by Paul DiModica Role playing is an underused sales tool by most companies. When employed correctly, it can increase your sales team success, improve your market lead to prospect conversion, identify sales skill gaps and allow you to develop an esprit de corps amongst your sales team as they experience sales education as a team. Conversely, [...]
by Paul DiModica In a down economy, it is important for companies to adapt to the existing business climate to generate revenue. In this economy, the prospect’s response “I cannot afford it” may actually be a real objection! To improve your sales closing ratio in this economy, try the following closing methods: 1. Find your [...]
Case Study — Ibertech Gets 300 Qualified Leads in Two Days by Paul DiModica Some years ago, I was walking the floor of the National Restaurant Association Show (NRA) in Chicago on one of the lower floors of the convention. I was looking for a technology company to buy in the hospitality market space. As [...]
CEO “Think and Grow Rich” Business Growth Methods by Paul DiModica Recently, I held a roundtable master mind strategy coaching session with six CEOs. Their company’s annual revenues ranged from $6 million to $39 million. Each of their businesses had been executing successfully for at least 5 years and each operated in a different, non-competitive [...]
by Paul DiModica So, the salesperson comes to my office, wearing khakis and a yellow shortsleeve shirt and hands me his proposal for our new $52,000 client server network system to run all of our business. The first time I met the sales guy, he actually wore a suit. But I guess now, since we [...]
I started surfing a few years ago. It has been an amazing, and sometimes grueling, experience to paddle out on my long-board and practice catching that ‘perfect wave’ – especially during the winter months here in New Hampshire – yes, a 6/5/4mm wetsuit with a hood keeps you warm enough to surf even when it [...]
Posted in 