by Scott Dunkel | Sep 19, 2017 | Sales Skills
I would never say that to be successful long-term in professional sales is easy. What I would say, however, is that the formula is easy. The question then becomes: Do you have the intestinal fortitude to continually execute a simple formula? And can you...
by Scott Dunkel | Aug 23, 2017 | Sales Skills
Bill walks into a Chevrolet dealer, strolls over to a brand-new Corvette, and is outwardly getting excited as his eyes gaze up, down and all around the sports car. He then opens the door, slips into the driver’s seat and makes himself comfortable as he grips the...
by Scott Dunkel | Jul 18, 2017 | Life skills/ People skills
Recently, while traveling in Florida, I had the opportunity to reconnect with Jack, a sales exec I worked with at Telex Computer Products back in the early ’80s. While reminiscing about the “good old days” at Telex, Jack and his lovely wife, Mary Beth, related...
by Scott Dunkel | Jun 20, 2017 | Sales Management
The absolute best way to demoralize a sales rep is to assign him a quota that is unattainable. In small- to medium-sized companies, this is typically not the case. However, as companies grow, too many times I have witnessed quota assignments that are totally...
by Scott Dunkel | May 22, 2017 | Uncategorized
Recently, while I was doing business in Hanover, Pennsylvania, I stopped at a very nice bar/restaurant for a martini on my way back to the hotel. My thought was to have a drink at the bar and then possibly have dinner. I am always very specific about how I like my...
