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...
by Scott Dunkel | Mar 24, 2019 | Sales Skills
Is it to convince your prospects that you have the best solution to their problem? Is it to attempt to kill the competition? Perhaps it’s to make sure you get through your entire PowerPoint presentation. Or maybe you want to make it clear that your company is the...
by Scott Dunkel | Feb 9, 2019 | Presentation/Proposal Skills
By far, the biggest issue I hear about from senior executives regarding presentations by sales executives is that they come prepared to present their own agenda. In other words, if sales executives have a 35-page PowerPoint, they are often hell-bent on getting through...
by Scott Dunkel | Jan 15, 2019 | Life skills/ People skills
Corporate sales training and sales management typically are the components that B2B sales executives rely on for quota achievement. Corporate sales training most likely will focus on industry trends, product knowledge, competition, etc. Maybe even ROI and translating...
