Dimitri Kapelianis

Wildcard
DISC Type : ics

Associate Professor of Marketing at University of New Mexico

Albuquerque, New Mexico, United States

Overview

Dimitri Kapelianis is an Associate Professor of Marketing at the University of New Mexicos Anderson School of Management, where he also directs the Center for Sales & Business Development. His research and teaching focus on buyer behavior, professional selling, and international marketing, particularly in emerging markets. He holds a PhD from Arizona State University.

He is deeply committed to student mentorship and career success, frequently guiding student teams in national competitions and celebrating their achievements. His work with the UNM Small Business Institute connects students with local businesses, blending academic principles with practical, real-world application to benefit the community.

He is a recipient of the prestigious UNM Alumni Associations Faculty Teaching Award for his excellence in teaching and positive impact on students.

Personality Overview

ROI Driven

Curious But Skeptical

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Sales Education
Directs the Center for Sales & Business Development at UNM and his favorite class to teach is Professional Selling due to its hands-on, practical nature.
Student Success
Consistently guides his student teams to win national awards in Small Business Institute competitions and frequently highlights alumni achievements in his public posts.
Emerging Markets
His academic research focuses on international marketing and cross-national comparisons, with a particular interest in consumers and markets in BRICS countries (Brazil, Russia, India, China, South Africa).

Media Appearances

Dimitri has no verified media appearances

Work History

6-2015
Associate Professor of Marketing at University of New Mexico
Assistant Professor of Marketing at University of New Mexico
Assistant Professor of Marketing at Emory University
Graduate Associate at Arizona State University
Lecturer at University of the Witwatersrand

Education

2000 - 2004
PhD (Business Administration from Arizona State University
Master of Commerce - MCom from University of the Witwatersrand

More Information

Social Presence :

Prographics :

Exp : 10 Location : Albuquerque, New Mexico, United States Job Level : Junior Designation : Associate Professor of Marketing at University of New Mexico
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Insights For Selling To Dimitri

During A Call Or A Meeting

DO's

  • Invite them for a social do but don’t rely solely on the relationship
  • Share testimonials from known people and give multiple examples of product value
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dimitri is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Dimitri

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Dimitri move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Dimitri take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Dimitri

Personality Compatibility


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