[641] Solve A Problem That The Company Cares About, with Dr. Dimitri Kapelianis from University of New Mexico

How can a shift in perception of sales lead to success in sales careers? Why is it important for salespeople to avoid overpromising and underdelivering?

Instead of viewing sales as a mere transaction, salespeople can see themselves as problem solvers. By understanding the needs and challenges of customers, they can offer tailored solutions that genuinely address concerns.

In this episode, Dr. Dimitri Kapelianis from the University of New Mexico and I talk about his journey from the world of commerce to academia, his research on sales strategies, and his passion for teaching students the art of sales.

Learn more about solving problems, the value of truth, and cracking the code of large sales engagements.

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Dimitri's Bio
Dimitri is the Director of the Center for Sales & Business Development at the University of New Mexico, where he is also a tenured Professor of Marketing. He teaches, researches, and consults on the topics of buyer behavior, professional selling, influence and persuasion, and business development.

Dimitri's Links
https://salescenter.mgt.unm.edu/
https://www.linkedin.com/in/dimitri-kapelianis/