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...
by Scott Dunkel | Apr 28, 2020 | Sales Skills
During these unprecedented times, are you sitting around watching reruns of your favorite shows from the ‘70s, or binge-watching the latest series on Netflix? Or perhaps you’re watching the continuous news coverage of the pandemic, getting depressed and feeling...
by Scott Dunkel | Mar 13, 2020 | Sales Skills
When I ask sales executives what their competitive advantage is I typically get a response that is directly related to the product or service they represent. In other words, someone who is a sales exec for IBM would proceed to tell me that partnering with IBM offers a...
by Scott Dunkel | Jan 28, 2020 | Sales Skills
I would never say that to be successful long-term in professional sales is easy. What I would say, however, is that the formula is easy. The question then becomes: Do you have the intestinal fortitude to continually execute a simple formula? And can you continue to...
