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Feature Articles
Find the latest feature articles here! We generally post new articles every week, and most of them can be found right here. Click on any headline below to find the full article. And be sure to click the 'view more articles' link at the bottom of the page to read articles you may have missed.
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Is Your Branding Program Preventing Sales?
Paul DiModica
rand communication programs aggressively used by many marketing departments are tools like other marketing programs. They are designed to generate inbound qualified sales leads and reduce barriers of entry during the sales cycle with targeted prospects. . . .
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Develop Sales Competency Models To Increase Sales
Paul DiModica
Most companies spend little or no money on sales training and even less money on sales strategy development. Most growth-directed firms talk about having a planned sales training program but this is more of a verbal commitment than an action commitment. . . .
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How to Use Reverse Value Methods to Close More Deals
Paul DiModica
As salespeople, we have become subservient to our sales quota, prospect opportunities, prospect expectations, and the pressure to beat the competition so much that we often come across as weak-kneed caricatures of ourselves when interacting professionally with prospects. . . .
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Managing Circadian Sales Rhythms?
Paul DiModica
Selling is an emotional, psychological thinking sport that requires salespeople to balance their sales goals, their professional motivation and their ability to work within a time management model as a coordinated equilibrium. . . .
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Use Customer Service as a Revenue Tool
Paul DiModica
A recent study done by New York Stock Exchange (NYSE) CEO Report from 240 public companies in over 20 countries worldwide said that half of the CEOs believe that if they improve the quality of their customer service to their current client base, it would lead to increased profitable growth in the future. . . .
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Use Geo and Spatial Marketing Segmentation to Grow Your Business
Paul DiModica
When working with clients, we often help identify new business market gaps to launch into as well as existing markets to exploit using a segmentation model based on multiple variables including, but not limited to, the client's core competence, competitive position, corporate financial capabilities, market demand, business assets, and risk tolerance. . . .
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Customers Versus Clients: Do You Know Who You Are Selling?
Paul DiModica
The words you use (and don't use) to describe your product, service, business peers, managers, competition, sales opportunities and selling methods says more about the process of sales and sales management than I can ever say here in my weekly BDM News diatribe. . . .
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About the Coaching Club
