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...
by Scott Dunkel | Dec 14, 2015 | Prospecting
In 1976, my sales manager at Burroughs Corporation would walk into the sales bullpen and utter the familiar words: “Is anybody buying something from you in this room?” His point was we needed to get our butts out of the office and into our respective sales...
by Scott Dunkel | Nov 13, 2015 | Life skills/ People skills
Starting the NFL season deep in the hole, in last place, is similar to being way behind your annual quota at the end of the first quarter. At the time of this writing, the Baltimore Ravens had a 1-3 record and a home game against their divisional rival, the Cleveland...
by Scott Dunkel | Oct 9, 2015 | Sales Skills
There is a huge difference between truly listening to and digesting what your prospect is telling you and just waiting for your turn to speak! I truly believe that we as professional sales execs make this mistake more times than we care to admit. And quite frankly,...
