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...
by Scott Dunkel | Sep 19, 2018 | Sales Skills
If a sales rep is underperforming, don’t make the assumption it is because of a lack of commitment or effort. It might just be that he or she never learned some fundamental sales skills that we, as professionals, take for granted. In my experience, sales managers make...
by Scott Dunkel | Aug 19, 2018 | Sales Skills, Uncategorized
You should never compromise your character or integrity to win any one deal. I guarantee it will have an adverse effect on your long-term success. In addition, don’t take a sales job if your intention is to make a quick buck and move on to another opportunity. In my...