by Scott Dunkel | Oct 15, 2013 | Uncategorized
At UST we believe that Universal Sales Truths are true regardless of the product or service you represent. In addition, they stand the test of time. In other words, whether you are selling high tech solutions to a CIO, or selling cattle to a rancher in 1850, if you...
by Scott Dunkel | Sep 9, 2013 | Working With Sales Management
Before you make a sales call with your manager always take time to review and discuss what you hope to accomplish on the call. I know this sounds like another “Captain Obvious” statement from Scott Dunkel however you would be surprised how often the rep and the...
by Scott Dunkel | Aug 27, 2013 | Account management
One of the biggest issues executives have with sales people are that they are only around when a deal is on the table. Another way to characterize this individual is a transactional sales rep. One who is missing in action until he or she learns that a deal is...
by Scott Dunkel | Aug 8, 2013 | Sales Skills
Probably the biggest mistake I made as a young sales professional was the feeling that if I asked for help I was admitting weakness to management. I felt that if I brought in a manager or any additional resource to help drive a transaction to fruition then I would be...
by Scott Dunkel | Jul 1, 2013 | Sales Management
When sales results are poor in a given territory is it the fault of the sales manager or the sales rep? Or is it both the rep and the manager? One would have to examine in detail the individual situation to make a determination. Senior management should certainly do...
