by Scott Dunkel | Jun 12, 2014 | Sales Skills, Uncategorized
What do you do in the middle of the afternoon when you feel a little sluggish and your eyes are getting a bit heavy? You might grab an energy drink like a Red Bull or maybe a cup of coffee? Perhaps you go outside and take in some fresh air or take a little walk. I had...
by Scott Dunkel | May 28, 2014 | Uncategorized
The link below contains an interview by Business network host Stu Taylor regarding Scott Dunkels’ book; What They Don’t Teach You In Sales School” The interview was aired live on May 27th.
by Scott Dunkel | May 9, 2014 | Sales Skills
I believe there are three major components to any professional sales executive. The first two are obvious. The final third is subtler, but in my opinion could be the most critical to long-term success. Let’s take a look at all three from a high-level...
by Scott Dunkel | Apr 4, 2014 | Uncategorized
We all have experts that we lean upon in our everyday lives. During the course of a typical year we might use attorneys, doctors, dentists, carpenters, plumbers, auto mechanics, etc. Some of us outsource lawn cutting. Not because we can’t do it but maybe we...
by Scott Dunkel | Feb 24, 2014 | Sales Skills
I recently had lunch with a former long-term client who works for a major financial institution in the Baltimore area. In light of my work at UST I always like to ask decision makers questions related to professional sales. Since Bill and his team deal with sales...
by Scott Dunkel | Jan 28, 2014 | Sales Skills
In all seriousness, there is no single aspect of professional selling more important than developing effective listening habits. This is true not only in sales but in life in general. God gave us two ears and one mouth for good reason. Yet for some strange reason many...
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...
