by Scott Dunkel | Jun 26, 2025 | The Lost Sale
Losing a big deal hurts—especially one you were sure was in the bag. That gut-punch moment can leave even the best sales professionals reeling. It’s an extremely emotional time for you and your sales manager. When you receive the bad news via a phone call or email,...
by Scott Dunkel | May 10, 2025 | Life skills/ People skills
If you plan on using sales as a stepping stone to other opportunities, then perhaps what I am about to describe will not be 100% applicable. However, I firmly believe the approach I will be describing will not hinder your long-term success, regardless of your ultimate...
by Scott Dunkel | Feb 19, 2025 | Uncategorized
My company, UST, is all about passing on the knowledge that I, along with many others who spent their careers in professional sales, learned through the school of hard knocks. The idea is to help young sales representatives avoid the mistakes we all made as we...
by Scott Dunkel | Nov 27, 2024 | Sales Skills
Don’t make the beginning of 2025 simply an extension of how you approached your sales territory in 2024.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...
by Scott Dunkel | Sep 20, 2024 | Account management
Let’s face it: no one likes to lose business. That empty feeling after losing a hard-fought battle can be devastating, especially 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 time for both...
by Scott Dunkel | May 7, 2024 | Uncategorized
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 | Oct 6, 2023 | 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 | Jul 7, 2023 | Life skills/ People skills
Don’t be the individual who enters the workplace thinking they are the epitome of success simply because they achieved their sales targets or closed significant deals. It’s crucial to recognize that long-term sales success relies on collaboration and...
by Scott Dunkel | Jun 6, 2023 | Life skills/ People skills
During lunch while interviewing for a sales job in the computer leasing business the hiring sales manager made the following statement that I will never forget: “Your responsibility as a professional salesman is to be with the right company with the right product at...
by Scott Dunkel | Jun 1, 2023 | Closing Business
When a professional golfer makes a six-foot putt on the 18th green to win a major championship by one stroke, we naturally call it the winning putt. But we tend to forget the other 274 strokes that made up his four-round aggregate score. What about the 30-yard sand...
