by Scott Dunkel | Jan 1, 2014 | Sales Skills, Uncategorized
When it comes to preparing for next year, regardless of the product or service you represent, we are all gated by three Universal Truths. · We have a defined market which we sell into · We have a quota or objective we need to hit or exceed · We all...
by Scott Dunkel | Dec 23, 2013 | Sales Skills
In my previous post I suggested we should all strive to be a bit like Justin Tucker, and give credit to the folks in our organization that provide support and guidance in order to give us the opportunity to be successful. If you didn’t get a chance to read it you can...
by Scott Dunkel | Dec 5, 2013 | Sales Skills
When Justin Tucker, the Baltimore Ravens placekicker, won the John Madden Turkey award on Thanksgiving night he made it a point to invite his long-snapper and holder to join him at the table to share the limelight. Why? Because Justin understands that in order for...
by Scott Dunkel | Nov 11, 2013 | Account management, Sales Skills
You might think I have lost my mind. The topic of this article is “How not to be a salesman”. My company, UST, is all about passing on information that I, as well as many other folks that spent their respective careers in professional sales learned through the school...
by Scott Dunkel | Oct 28, 2013 | Sales Skills
When asked the question “what do you want to do when you graduate?” how many people would answer, “I want to spend the rest of my career in sales”? Back up to younger folks and ask the same question. How many would say sales would be their career of choice? Certainly...
by Scott Dunkel | Oct 15, 2013 | Uncategorized
At UST we believe that Universal Sales Truths are true regardless of the product or service you represent. In addition, they stand the test of time. In other words, whether you are selling high tech solutions to a CIO, or selling cattle to a rancher in 1850, if you...
by Scott Dunkel | Sep 9, 2013 | Working With Sales Management
Before you make a sales call with your manager always take time to review and discuss what you hope to accomplish on the call. I know this sounds like another “Captain Obvious” statement from Scott Dunkel however you would be surprised how often the rep and the...
by Scott Dunkel | Aug 27, 2013 | Account management
One of the biggest issues executives have with sales people are that they are only around when a deal is on the table. Another way to characterize this individual is a transactional sales rep. One who is missing in action until he or she learns that a deal is...
by Scott Dunkel | Aug 8, 2013 | Sales Skills
Probably the biggest mistake I made as a young sales professional was the feeling that if I asked for help I was admitting weakness to management. I felt that if I brought in a manager or any additional resource to help drive a transaction to fruition then I would be...
by Scott Dunkel | Jul 1, 2013 | Sales Management
When sales results are poor in a given territory is it the fault of the sales manager or the sales rep? Or is it both the rep and the manager? One would have to examine in detail the individual situation to make a determination. Senior management should certainly do...
