by Scott Dunkel | Oct 22, 2019 | Sales Skills
I assume you are not actually looking for this advice, but I’m using this topic to get your attention because we have all probably been a little guilty in this area. The area I am talking about is preparation. So, if you want to make a totally unproductive sales call,...
by Scott Dunkel | Sep 24, 2019 | Sales Skills
Never underestimate the power of self-preservation. What do I mean by this? In business, decisions are not always made for the good of the organization. You might have a phenomenal product that adds significant value to your prospect, but if it jeopardizes the job...
by Scott Dunkel | Aug 27, 2019 | Sales Skills, Uncategorized
What can we learn from our victories? I’ve written a blog as well as a complete chapter in my book on the topic, “What can we learn from a lost sale?” You can read the blog by clicking here. However, in my humble opinion, we should also take the time for a...
by Scott Dunkel | Jun 25, 2019 | Prospecting
Instead of attempting to access senior executives totally on your own, have you considered reaching out to executives who have long-term relationships with your target prospect? For example, there may be a very large account in your territory that you are having...
by Scott Dunkel | May 1, 2019 | Sales Skills
In my humble opinion, as professional salespeople, many times we focus all of our energy on the technical benefits of our product, how we compare to the competition, and the cost-benefit analysis. The technical aspects and cost are certainly critical to the...
