by Scott Dunkel | Oct 15, 2012 | Entertainment
From a purely technical point of view, if you buy your customer or prospect a cup of coffee it is considered entertainment. However for most business people entertainment involves paying for things such as lunch, dinner, sporting event tickets, golf, theatre, or in...
by Scott Dunkel | Sep 24, 2012 | The Lost Sale
Let’s face the fact. No one likes to lose business. The resulting empty feeling of losing a hard fought battle can be devastating. This is especially true if you lose a deal in one of your key accounts that you forecasted at a 90% close rate. This can be an extremely...
by Scott Dunkel | Sep 24, 2012 | Prospecting, Uncategorized
Do you have a plan or are you “hoping” to make your annual quota? The first step for anyone starting a new business is to prepare a detailed business plan. Why is that? Because as the saying goes… if you fail to plan you a planning to fail! The fact of the matter is...
