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...
by Scott Dunkel | Dec 26, 2019 | Sales Skills
Don’t make the beginning of 2020 simply an extension of how you approached your sales territory in 2019. Put aside a fair amount of time to work on your business — not simply in your business. By this I mean take a step back and take a fresh approach to the upcoming...
