by Scott Dunkel | Jun 13, 2013 | Sales Skills
Lately I’ve read numerous articles on the topic of business relationships regarding whether or not they are as valuable as they have been in the past. Some “new age” sales trainers give the impression that relationship selling is a thing of the...
by Scott Dunkel | May 2, 2013 | Sales Skills
If you talk to any successful head football coach they will tell you it all starts with a strong offensive and defensive line. You can have the best quarterback in the game but if he doesn’t have time to throw the ball he will never reach his maximum potential. The...
by Scott Dunkel | Apr 4, 2013 | Account management
–Companies need BOTH for long term success! I recently had a conversation with the owner and CEO of a medium sized manufacturing business. I knew he was running a very successful enterprise so naturally I began to ask him questions about his sales team. To my...
by Scott Dunkel | Mar 21, 2013 | Closing Business
Below are direct quotes from a Reuters article recently written by Noel Randewich . This is PRICELESS! SAN FRANCISCO (Reuters) – Oracle Corp blamed its rapidly expanding salesforce for a severe miss in third-quarter software sales and warned that its...
by Scott Dunkel | Oct 15, 2012 | Changing Industries, Sales Management
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 | Oct 15, 2012 | Entertainment
From a purely technical point of view, if you buy your customer or prospect a cup of coffee it is considered entertainment. However for most business people entertainment involves paying for things such as lunch, dinner, sporting event tickets, golf, theatre, or in...
by Scott Dunkel | Sep 24, 2012 | The Lost Sale
Let’s face the fact. No one likes to lose business. The resulting empty feeling of losing a hard fought battle can be devastating. This is especially true if you lose a deal in one of your key accounts that you forecasted at a 90% close rate. This can be an extremely...
by Scott Dunkel | Sep 24, 2012 | Prospecting, Uncategorized
Do you have a plan or are you “hoping” to make your annual quota? The first step for anyone starting a new business is to prepare a detailed business plan. Why is that? Because as the saying goes… if you fail to plan you a planning to fail! The fact of the matter is...
