by Scott Dunkel | Mar 25, 2026 | Dealing With Competition
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 | Jan 10, 2026 | Prospecting
Many times, a positive or negative first impression can be hard to overcome—in business or in life in general. For my part, back in the late ’70s, I can honestly say that my first sales experience was not very positive. After completing basic sales training with the...
by Scott Dunkel | Jan 10, 2026 | Sales Skills
If you stand in front of a room with your sales manager and fellow sales executives to deliver a forecast, you had better be prepared. A polished PowerPoint presentation means little unless it is supported by specific details explaining why a deal will close within...
by Scott Dunkel | Jun 26, 2025 | The Lost Sale
Losing a big deal hurts—especially one you were sure was in the bag. That gut-punch moment can leave even the best sales professionals reeling. It’s an extremely emotional time for you and your sales manager. When you receive the bad news via a phone call or email,...
by Scott Dunkel | May 10, 2025 | Life skills/ People skills
If you plan on using sales as a stepping stone to other opportunities, then perhaps what I am about to describe will not be 100% applicable. However, I firmly believe the approach I will be describing will not hinder your long-term success, regardless of your ultimate...
