by Scott Dunkel | Feb 19, 2025 | Uncategorized
My company, UST, is all about passing on the knowledge that I, along with many others who spent their careers in professional sales, learned through the school of hard knocks. The idea is to help young sales representatives avoid the mistakes we all made as we...
by Scott Dunkel | Nov 27, 2024 | Sales Skills
Don’t make the beginning of 2025 simply an extension of how you approached your sales territory in 2024.Put aside a fair amount of time to work on your business — not simply in your business. By this I mean take a step back and take a fresh approach to the upcoming...
by Scott Dunkel | Sep 20, 2024 | Account management
Let’s face it: no one likes to lose business. That empty feeling after losing a hard-fought battle can be devastating, especially if you lose a deal in one of your key accounts that you forecasted at a 90 percent close rate. It is an extremely emotional time for both...
by Scott Dunkel | May 7, 2024 | Uncategorized
A career in sales offers a unique opportunity to put your individual stamp on how you approach your territory. While this is true to a certain extent in other professions, in sales it is taken to a much higher level. For example, a chef can prepare a dish in a unique...
by Scott Dunkel | Oct 6, 2023 | Sales Skills
If a sales rep is underperforming, don’t make the assumption it is because of a lack of commitment or effort. It might just be that he or she never learned some fundamental sales skills that we, as professionals, take for granted. In my experience, sales managers make...
