Are you a transactional sales exec?
One of the biggest issues senior executives have with certain sales execs is that they only show up when a deal is on the table. In other words, they wait for a call from the client or they call to see if the client needs more product. They don’t add value between transactions. Obviously in certain sales …
One size does not fit all
As sales managers, we sometimes want to replicate the exact process that worked for us when we were individual contributors. We look at our sales reps and say to ourselves: “If they would just do as I tell them, they would be successful.” In large corporations, there are training modules that supposedly lay out a …
Let’s meet for dinner
Few topics related to professional sales generate a more heated debate than the topic of business entertainment. One traditional school of thought suggests that entertainment is critical to building long-term relationships that result in consistent revenue and profits. The opposite school of thought argues that today’s decision-makers don’t have the time or inclination to …
A Resource for Professional Sales Executives
Universal Sales Truths
UST was founded by Scott Dunkel in October of 2012. The objective of the company is to provide resources for sales execs to accelerate their careers.
After being intimately involved in professional sales for more than 30 years, Scott can confidently say that one thing is true. In order to be successful long-term, there are fundamental truths that MUST be adhered to. Technology has certainly changed the way we prospect and make initial connections. Additionally, the fact that your prospects have more information available on your product or service than ever before requires you to be more on top of your game than in the past.
However, when you are engaged in a sales call, things have essentially not changed. He speaks to these truths in the monthly newsletter and goes into greater detail in the book. As in life in general, developing solid listening skills, integrity and a strong work ethic; learning from others; and a heavy dose of common sense are 90 percent of the formula.
- Surround yourself with successful people of integrity.
- Use your words carefully—think before responding!
- Do more listening than talking.
- Work your land.
- Be humble, not prideful.