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...
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...
