by Paul DiModica Here are four steps to build a prospect relationship: Step 1: Meet with the prospect for the first time during the pre-sale cycle and communicate your business value. Step 2: The prospect listens, believes your value, and buys the first time. Step 3: In post-sale, the prospect reviews the value of what [...]
by Paul DiModica Buyers have become desensitized to corporate speak that sounds like everyone else’s. Because of the Internet, buyers are better educated, more selective in their acquisition choices, and have the greatest selection of purchase options than ever before. Sure, your firm is dedicated to the finest customer service. Yes, your management team is [...]
by Paul DiModica Are Your Customers Loyal? Loyalty – faithful to a cause, ideal, custom, institution, or product. — Merriam-Webster Are your existing customers loyal? Will your existing customers buy from you again? Do you know the lifetime value of your customers over the last three years? Do you want to renew your business with [...]
by Paul DiModica Selling is a premeditated sport. It is a process of planned, calculated steps. When managed correctly, these steps help minimize failure and increase your sales quota success. But selling is a structured approach that has humanistic influences. To maximize your success, you need to balance your firm’s cultural and business environment with [...]
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 [...]
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