by Scott Dunkel | Jan 17, 2017 | Sales Skills
As I wrote about last month, it’s important to have a well-thought-out business plan for the upcoming year. If you fail to put significant thought into how you will approach your sales territory, the chances of maximizing your potential are significantly...
by Scott Dunkel | Dec 11, 2016 | Sales Skills
When it comes to preparing for next year, regardless of the product or service we represent, we are all gated by three Universal Truths. · We have a defined market that we sell into · We have a quota or objective we need to hit or exceed · We all have 24...
by Scott Dunkel | Nov 19, 2016 | Account management
One of the biggest issues senior executives have with certain sales execs is that they only show up when a deal is on the table. In other words, they wait for a call from the client or they call to see if the client needs more product. They don’t add...
by Scott Dunkel | Oct 17, 2016 | Sales Management
As sales managers, we sometimes want to replicate the exact process that worked for us when we were individual contributors. We look at our sales reps and say to ourselves: “If they would just do as I tell them, they would be successful.” In large corporations, there...
by Scott Dunkel | Sep 19, 2016 | Entertainment
Few topics related to professional sales generate a more heated debate than the topic of business entertainment. One traditional school of thought suggests that entertainment is critical to building long-term relationships that result in consistent revenue and...
