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...
by Scott Dunkel | Aug 22, 2016 | Life skills/ People skills
If you have been fortunate enough to represent a product that is so unique and valuable in the market that sales come easy, you will relate to this article. While it is certainly awesome to be in this position, we must realize two things. We are not as good as we...
by Scott Dunkel | Jul 20, 2016 | Life skills/ People skills
Over the 30-plus years I have been in professional sales, not one of my business cards carried the title “salesman.” Some of the titles included territory manager, district manager, sales executive, senior sales executive, account manager and senior account manager....
