by Scott Dunkel | Nov 2, 2021 | Sales Skills
I would never say that to be successful long-term in professional sales is easy. What I would say, however, is that the formula is easy. The question then becomes: Do you have the intestinal fortitude to continually execute a simple formula? And can you continue to...
by Scott Dunkel | Aug 2, 2021 | Prospecting
Is it to convince your prospects that you have the best solution to their problem? Is it to attempt to kill the competition? Perhaps it’s to make sure you get through your entire PowerPoint presentation. Or maybe you want to make it clear that your company is the...
by Scott Dunkel | Mar 12, 2021 | Prospecting
Doctors primarily deal with people who are sick. They typically don’t spend very much time with folks who are perfectly healthy, unless it is for a routine physical. In addition, they focus a large portion of their business day directly in front of patients. When...
by Scott Dunkel | Jan 29, 2021 | Prospecting
When I began my sales career in 1976, this device was the only way to connect with prospects and existing customers. And believe it or not, when we were in the field we used telephone booths to call the office, check messages and return calls. Some of the telephone...
by Scott Dunkel | Nov 23, 2020 | Life skills/ People skills, Sales Management
Don’t be the guy who walks into the office and fashions himself as God’s gift to his company because he is a successful sales exec who busted through his quota or closed a huge deal. Understand that it’s not always about you, and long-term sales success requires more...
by Scott Dunkel | Sep 15, 2020 | Uncategorized
When people are asked what they want to do when they graduate from college, how many would say they want to spend the rest of their career in sales? Or maybe we look to younger folks in elementary school and ask the same question. How many would say sales is their...
by Scott Dunkel | Jul 20, 2020 | The Lost Sale
Let’s face it. No one likes to lose business. That empty feeling after 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 percent close rate. It is an extremely emotional...
by Scott Dunkel | Apr 28, 2020 | Sales Skills
During these unprecedented times, are you sitting around watching reruns of your favorite shows from the ‘70s, or binge-watching the latest series on Netflix? Or perhaps you’re watching the continuous news coverage of the pandemic, getting depressed and feeling...
by Scott Dunkel | Mar 13, 2020 | Sales Skills
When I ask sales executives what their competitive advantage is I typically get a response that is directly related to the product or service they represent. In other words, someone who is a sales exec for IBM would proceed to tell me that partnering with IBM offers a...
by Scott Dunkel | Jan 28, 2020 | Sales Skills
I would never say that to be successful long-term in professional sales is easy. What I would say, however, is that the formula is easy. The question then becomes: Do you have the intestinal fortitude to continually execute a simple formula? And can you continue to...
