by Scott Dunkel | Jun 14, 2016 | Changing Industries, Working With Sales Management
How to design a fair and equitable compensation package is a topic that will be argued for eternity. Why? Because senior executives typically feel successful sales execs get paid too much. And most of the time sales execs feel they don’t get paid enough. In general,...
by Scott Dunkel | May 9, 2016 | Life skills/ People skills
We hear the phrase “time equals money” all the time. Certainly for professionals who are literally on the clock, such as an attorney or IT consultant who bills on an hourly basis, it’s very easy to understand the term. But how does it specifically relate to a...
by Scott Dunkel | Mar 25, 2016 | Sales Skills
Never underestimate the power of self-preservation. What do I mean by this? In business, decisions are not always made for the good of the organization. You might have a phenomenal product that adds significant value to your prospect, but if it jeopardizes the job...
by Scott Dunkel | Feb 16, 2016 | Sales Skills
According to Wikipedia, market segmentation is defined as follows: Market segmentation is a marketing strategy which involves dividing a broad target market into subsets of consumers, businesses, or countries that have, or are perceived to have, common needs,...
by Scott Dunkel | Jan 14, 2016 | Sales Skills
It’s very common to interchange sales executives’ names with company names. In other words, when I was a sales exec for EMC, my clients would typically say, “EMC is coming in today,” instead of, “Scott Dunkel is coming in today.” Or in competitive situations, I...
