by Scott Dunkel | Apr 16, 2015 | Sales Skills
The basis of any successful long-term business relationship is mutual respect. In my opinion, if a sales professional invests a significant amount of time in a sales campaign without first establishing the respect of the prospect, he or she is most likely wasting...
by Scott Dunkel | Apr 7, 2015 | Closing Business
A small group of men get together for coffee several times a week at an RV resort we stay in Florida. One morning my wife, Jackie, introduced me to a man who was in the “hot sauce” business. He developed a premium line of products that are all -natural and...
by Scott Dunkel | Feb 15, 2015 | Sales Skills, Uncategorized, Working With Sales Management
The sales process is not complicated. In my opinion, what separates the good sales execs from the great ones is the ability to translate their product or service to real value. And what do I mean by real value? Money. At the end of the day, business success is...
by Scott Dunkel | Jan 14, 2015 | Sales Skills
On paper the Baltimore Ravens were a much better football team than the Jacksonville Jaguars. In fact no one, including all the experts, gave Jacksonville a chance. Yet the Ravens, believe it or not, did not make one first down in the entire first half! What made...
by Scott Dunkel | Dec 9, 2014 | Sales Skills
Corporate sales training and sales management typically are the components that B2B sales executives rely on for quota achievement. Corporate sales training most likely will focus on industry trends, product knowledge, competition, etc. Maybe even ROI and translating...
