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...
by Scott Dunkel | Dec 26, 2019 | Sales Skills
Don’t make the beginning of 2020 simply an extension of how you approached your sales territory in 2019. Put aside a fair amount of time to work on your business — not simply in your business. By this I mean take a step back and take a fresh approach to the upcoming...
by Scott Dunkel | Nov 23, 2019 | Sales Skills
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 are failing to plan, you are planning to fail! The fact of the matter is, you are running a small business. Your territory is your...
by Scott Dunkel | Oct 22, 2019 | Sales Skills
I assume you are not actually looking for this advice, but I’m using this topic to get your attention because we have all probably been a little guilty in this area. The area I am talking about is preparation. So, if you want to make a totally unproductive sales call,...
by Scott Dunkel | Sep 24, 2019 | Sales Skills
Never underestimate the power of self-preservation. What do I mean by this? In business, decisions are not always made for the good of the organization. You might have a phenomenal product that adds significant value to your prospect, but if it jeopardizes the job...
by Scott Dunkel | Aug 27, 2019 | Sales Skills, Uncategorized
What can we learn from our victories? I’ve written a blog as well as a complete chapter in my book on the topic, “What can we learn from a lost sale?” You can read the blog by clicking here. However, in my humble opinion, we should also take the time for a...
by Scott Dunkel | Jun 25, 2019 | Prospecting
Instead of attempting to access senior executives totally on your own, have you considered reaching out to executives who have long-term relationships with your target prospect? For example, there may be a very large account in your territory that you are having...
by Scott Dunkel | May 1, 2019 | Sales Skills
In my humble opinion, as professional salespeople, many times we focus all of our energy on the technical benefits of our product, how we compare to the competition, and the cost-benefit analysis. The technical aspects and cost are certainly critical to the...
