by Scott Dunkel | Feb 11, 2017 | Sales Skills
Coming out of college as a young sales rep, I had idealistic views regarding professional sales. In fact, even after several years in the field, I essentially felt the same way. My belief was that, if I had a solid proposal that addressed all of my prospects’...
by Scott Dunkel | Jan 17, 2017 | Sales Skills
As I wrote about last month, it’s important to have a well-thought-out business plan for the upcoming year. If you fail to put significant thought into how you will approach your sales territory, the chances of maximizing your potential are significantly...
by Scott Dunkel | Dec 11, 2016 | Sales Skills
When it comes to preparing for next year, regardless of the product or service we represent, we are all gated by three Universal Truths. · We have a defined market that we sell into · We have a quota or objective we need to hit or exceed · We all have 24...
by Scott Dunkel | Nov 19, 2016 | Account management
One of the biggest issues senior executives have with certain sales execs is that they only show up when a deal is on the table. In other words, they wait for a call from the client or they call to see if the client needs more product. They don’t add...
by Scott Dunkel | Oct 17, 2016 | Sales Management
As sales managers, we sometimes want to replicate the exact process that worked for us when we were individual contributors. We look at our sales reps and say to ourselves: “If they would just do as I tell them, they would be successful.” In large corporations, there...
by Scott Dunkel | Sep 19, 2016 | Entertainment
Few topics related to professional sales generate a more heated debate than the topic of business entertainment. One traditional school of thought suggests that entertainment is critical to building long-term relationships that result in consistent revenue and...
by Scott Dunkel | Aug 22, 2016 | Life skills/ People skills
If you have been fortunate enough to represent a product that is so unique and valuable in the market that sales come easy, you will relate to this article. While it is certainly awesome to be in this position, we must realize two things. We are not as good as we...
by Scott Dunkel | Jul 20, 2016 | Life skills/ People skills
Over the 30-plus years I have been in professional sales, not one of my business cards carried the title “salesman.” Some of the titles included territory manager, district manager, sales executive, senior sales executive, account manager and senior account manager....
by Scott Dunkel | Jun 14, 2016 | Changing Industries, Working With Sales Management
How to design a fair and equitable compensation package is a topic that will be argued for eternity. Why? Because senior executives typically feel successful sales execs get paid too much. And most of the time sales execs feel they don’t get paid enough. In general,...
by Scott Dunkel | May 9, 2016 | Life skills/ People skills
We hear the phrase “time equals money” all the time. Certainly for professionals who are literally on the clock, such as an attorney or IT consultant who bills on an hourly basis, it’s very easy to understand the term. But how does it specifically relate to a...
