by Paul DiModica Alexander the Great was born sometime around 355 BC in the area of Macedonia near Greece. While still in his early teens, Alexander grew to become a fearless and aggressive strategy-based leader who sought to conquer the whole world. After wining the battle of Granicus (his first battle), his reputation spread quickly [...]
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 [...]
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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 Salespeople love leads – inbound, tradeshows, networking. Leads, leads and more leads . . . that’s all we want. But the management of those leads and how they are handled is important to their sales success. When selling prospects, there are several options to managing the prospect as a lead opportunity. You [...]
by Paul DiModica When selling products and services, the words you and I use reflect to the prospect our education, training and knowledge of their business issues. In sales, communication can be the pen that signs the P.O. or the sword that cuts the deal. When cold calling or meeting with C-level executives of Fortune 1000 [...]
Posted in Featured, Revenue Capture Insider, Revenue Growth, Win More Sales Tags: Business, Dr. Herbert H. Clark, Johns Hopkins University, Kevin McCann, law firms, Linguistics, marketing, Revenue, Sales, Sales process engineering, Selling, Staff Committee, Sydney J. Harris, Telemarketing, The Executive Strategy Group, Winston Churchill No Comments »
