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...
by Scott Dunkel | Mar 25, 2016 | 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 | Feb 16, 2016 | Sales Skills
According to Wikipedia, market segmentation is defined as follows: Market segmentation is a marketing strategy which involves dividing a broad target market into subsets of consumers, businesses, or countries that have, or are perceived to have, common needs,...
by Scott Dunkel | Jan 14, 2016 | Sales Skills
It’s very common to interchange sales executives’ names with company names. In other words, when I was a sales exec for EMC, my clients would typically say, “EMC is coming in today,” instead of, “Scott Dunkel is coming in today.” Or in competitive situations, I...
by Scott Dunkel | Dec 14, 2015 | Prospecting
In 1976, my sales manager at Burroughs Corporation would walk into the sales bullpen and utter the familiar words: “Is anybody buying something from you in this room?” His point was we needed to get our butts out of the office and into our respective sales...
by Scott Dunkel | Nov 13, 2015 | Life skills/ People skills
Starting the NFL season deep in the hole, in last place, is similar to being way behind your annual quota at the end of the first quarter. At the time of this writing, the Baltimore Ravens had a 1-3 record and a home game against their divisional rival, the Cleveland...
by Scott Dunkel | Oct 9, 2015 | Sales Skills
There is a huge difference between truly listening to and digesting what your prospect is telling you and just waiting for your turn to speak! I truly believe that we as professional sales execs make this mistake more times than we care to admit. And quite frankly,...
by Scott Dunkel | Sep 10, 2015 | Sales Skills
You have qualified your prospect and placed him on your sales forecast. Your sales manager asks you why you feel strongly that your deal will close this month and you go through the logical reasons you have forecasted the transaction. Most likely they include...
by Scott Dunkel | Aug 11, 2015 | Sales Skills
Senior management never buys this product Corporate policy prohibits this The executive suite makes those calls These decisions come from above It’s always been done this way That’s just the way it is here The man upstairs calls the shots When you hear one of...
