by Scott Dunkel | Mar 12, 2021 | Prospecting
Doctors primarily deal with people who are sick. They typically don’t spend very much time with folks who are perfectly healthy, unless it is for a routine physical. In addition, they focus a large portion of their business day directly in front of patients. When...
by Scott Dunkel | Jan 29, 2021 | Prospecting
When I began my sales career in 1976, this device was the only way to connect with prospects and existing customers. And believe it or not, when we were in the field we used telephone booths to call the office, check messages and return calls. Some of the telephone...
by Scott Dunkel | Nov 23, 2020 | Life skills/ People skills, Sales Management
Don’t be the guy who walks into the office and fashions himself as God’s gift to his company because he is a successful sales exec who busted through his quota or closed a huge deal. Understand that it’s not always about you, and long-term sales success requires more...
by Scott Dunkel | Sep 15, 2020 | Uncategorized
When people are asked what they want to do when they graduate from college, how many would say they want to spend the rest of their career in sales? Or maybe we look to younger folks in elementary school and ask the same question. How many would say sales is their...
by Scott Dunkel | Jul 20, 2020 | The Lost Sale
Let’s face it. No one likes to lose business. That empty feeling after 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 percent close rate. It is an extremely emotional...
