by Paul DiModica Developing a sales process that is successful, replicable, and measurable is one key to growing your firm. Like six sigma models, the correct sales process is designed to minimize and eliminate business errors that reduce your sales operational deficiencies and increase corporate profitability. Having corporate revenue success is not always a proven [...]
by Paul DiModica One of the best sales tools available to CEO’s, VP’s of Sales and sales managers when evaluating salespeople and sales performance is the use of a lost sales analysis metrics program. The lost sales analysis is more effective than percent of quota attainment as a measurement tool, because it measures not [...]
Posted in Develop Company Strategy, Featured, Revenue Growth, Sales Efficiency Tips, Win More Sales 
Tags: Business, Business terms, Customer service, Kevin McCann, lost sales, lost sales analysis, Management, marketing, Sales, Sales process engineering, Selling, The Executive Strategy Group 
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by Paul DiModica Working with ten of thousands of salespeople and hundreds of companies during the last eleven years, at Value Forward Group we have identified 8 common types of management styles. These management descriptions are not always reflective of the company size but more on how they manage their firm. Each of the 8 [...]
by Paul DiModica Selling is a “Zero Sum Game.” Someone wins and someone loses. When developing your sales process (as a corporation or as a quota carrying salesperson), you need to decide if you are going to use a premeditated (proactive) sales process or a reactive sales process to manage your zero sum game outcomes. [...]
Posted in Develop Company Strategy, Featured, Revenue Capture Insider, Revenue Growth, Sales Efficiency Tips Tags: amnesia, Business, Corporate title, Kevin McCann, Management, marketing, objection handling, Revenue, Risk Management, Sales, Sales process, sales strategy, Selling, The Executive Strategy Group 1 Comment »
by Paul DiModica On the Internet, there is a web site called “six word stories” located at http://www.sixwordstories.net that is a tribute to Ernest Hemingway. According to history, the great life writer Ernest Hemingway was challenged to pen a short story in six words or less. The word “story” according to Webster’s Merriam Dictionary means: [...]
by Paul DiModica Recently, USA Today ran an article about an increase in mergers and acquisitions. Considering that information, I wanted to share some information about increasing your valuation even if you don’t plan to sell. To grow your company’s top line revenue or to sell your business requires an active business model that uses [...]
