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...
by Scott Dunkel | Dec 6, 2018 | Life skills/ People skills
While I was interviewing for a sales job in the computer leasing business, the hiring sales manager made a statement over lunch that I will never forget: “Your responsibility as a professional salesman is to be with the right company with the right product at the...
by Scott Dunkel | Oct 23, 2018 | Life skills/ People skills
A career in sales offers a unique opportunity to put your individual stamp on how you approach your territory. While this is true to a certain extent in other professions, in sales it is taken to a much higher level. For example, a chef can prepare a dish in a unique...
