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...
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...
