As an account executive, you are the company

  It’s very common to interchange sales executives’ names with company names. In other words, when I was a sales exec for EMC, my clients would typically say, “EMC is coming in today,” instead of, “Scott Dunkel is coming in today.” Or in competitive situations, I would be told by my clients that IBM is …

True cold calling should be a thing of the past

  In 1976, my sales manager at Burroughs Corporation would walk into the sales bullpen and utter the familiar words: “Is anybody buying something from you in this room?” His point was we needed to get our butts out of the office and into our respective sales territories. Phil certainly had a valid point. None …

How you handle adversity is the true test of a professional

Starting the NFL season deep in the hole, in last place, is similar to being way behind your annual quota at the end of the first quarter. At the time of this writing, the Baltimore Ravens had a 1-3 record and a home game against their divisional rival, the Cleveland Browns. The Baltimore Ravens were …

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.

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.