by Scott Dunkel | Oct 6, 2023 | Sales Skills
If a sales rep is underperforming, don’t make the assumption it is because of a lack of commitment or effort. It might just be that he or she never learned some fundamental sales skills that we, as professionals, take for granted. In my experience, sales managers make...
by Scott Dunkel | Jul 7, 2023 | Life skills/ People skills
Don’t be the individual who enters the workplace thinking they are the epitome of success simply because they achieved their sales targets or closed significant deals. It’s crucial to recognize that long-term sales success relies on collaboration and...
by Scott Dunkel | Jun 6, 2023 | Life skills/ People skills
During lunch while interviewing for a sales job in the computer leasing business the hiring sales manager made the following statement that I will never forget: “Your responsibility as a professional salesman is to be with the right company with the right product at...
by Scott Dunkel | Jun 1, 2023 | Closing Business
When a professional golfer makes a six-foot putt on the 18th green to win a major championship by one stroke, we naturally call it the winning putt. But we tend to forget the other 274 strokes that made up his four-round aggregate score. What about the 30-yard sand...
by Scott Dunkel | Apr 18, 2023 | Sales Skills
As the baseball season begins, I thought it would be appropriate to re-post an article I originally wrote back in 2016. Here we go….. When I ask sales executives what their competitive advantage is I typically get a response that is directly related to the product or...
