It’s all about execution

    As I wrote about last month, it’s important to have a well-thought-out business plan for the upcoming year. If you fail to put significant thought into how you will approach your sales territory, the chances of maximizing your potential are significantly reduced. As the saying goes: If you fail to plan, you are …

Are you prepared for 2017?

When it comes to preparing for next year, regardless of the product or service we represent, we are all gated by three Universal Truths. ·    We have a defined market that we sell into ·    We have a quota or objective we need to hit or exceed ·    We all have 24 hours a day Just as …

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 …

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.

Universal
Sales Truths

  • 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.

Meet Scott Dunkel

After a successful 30-year career in the highly competitive field of high-tech sales, Scott is now directing his attention to mentoring young business-to-business (B2B) sales execs to help them avoid the pitfalls and roadblocks that negatively affect sales success. Based on his experience as well as numerous interviews with successful sales execs, he has come to the conclusion that long-term success can be achieved by following fundamental sales truths that stand the test of time. He writes about these principles in his monthly sales blog as well as in his book “What They Don’t Teach You in Sales School,” which has received 5-star reviews on Amazon.

In addition, Scott volunteers with the local SCORE chapter. SCORE is a nonprofit association affiliated with the Small Business Association (SBA) that provides mentoring for small-business owners.