by Scott Dunkel | Mar 24, 2019 | Sales Skills
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 | Feb 9, 2019 | Presentation/Proposal Skills
By far, the biggest issue I hear about from senior executives regarding presentations by sales executives is that they come prepared to present their own agenda. In other words, if sales executives have a 35-page PowerPoint, they are often hell-bent on getting through...
by Scott Dunkel | Jan 15, 2019 | Life skills/ People skills
Corporate sales training and sales management typically are the components that B2B sales executives rely on for quota achievement. Corporate sales training most likely will focus on industry trends, product knowledge, competition, etc. Maybe even ROI and translating...
by Scott Dunkel | Dec 6, 2018 | Life skills/ People skills
While I was interviewing for a sales job in the computer leasing business, the hiring sales manager made a statement over lunch that I will never forget: “Your responsibility as a professional salesman is to be with the right company with the right product at the...
by Scott Dunkel | Oct 23, 2018 | Life skills/ People skills
A career in sales offers a unique opportunity to put your individual stamp on how you approach your territory. While this is true to a certain extent in other professions, in sales it is taken to a much higher level. For example, a chef can prepare a dish in a unique...
by Scott Dunkel | Sep 19, 2018 | Sales Skills
If a sales rep is underperforming, don’t make the assumption it is because of a lack of commitment or effort. It might just be that he or she never learned some fundamental sales skills that we, as professionals, take for granted. In my experience, sales managers make...
by Scott Dunkel | Aug 19, 2018 | Sales Skills, Uncategorized
You should never compromise your character or integrity to win any one deal. I guarantee it will have an adverse effect on your long-term success. In addition, don’t take a sales job if your intention is to make a quick buck and move on to another opportunity. In my...
by Scott Dunkel | Jul 29, 2018 | Account management
You’ve just spent six months working on a very large and fiercely competitive opportunity. The deal went down to the wire, and in the end, the contract was awarded to your company. Now you can finally relax and move on to another opportunity. Right? NO, that is...
by Scott Dunkel | Jun 25, 2018 | Sales Skills
Why do some salespeople believe that price is the most important ingredient in making the sale? They begin their sales campaign by emphasizing the lower cost of their product. Or even worse, by telling prospects that if they can make a decision before the end...
by Scott Dunkel | Feb 21, 2018 | Sales Skills
If you could guarantee that when you flipped a coin it would always land on heads, you would certainly have an edge in a coin toss. That’s the strategy Steve used to tilt a major buying decision in his direction. “Out of the box” thinking turned out to...
