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...
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...
