by Scott Dunkel | Jul 16, 2015 | Sales Skills
I recently had a brief conversation with a friend while playing golf in the twilight league at our club. Dave is a 10-year veteran sales exec at Cisco. He briefly mentioned that he is being asked by senior management to do “more” than he had to do when he first joined...
by Scott Dunkel | Jun 10, 2015 | Sales Skills
My wife Jackie and I recently had dinner with friends in Florida, where we both winter. We met Ray and Donna several years ago during “happy hour” at an RV dealership called “Lazy Days. Jackie and I have been motor-homing for about 10 years now. We have met...
by Scott Dunkel | May 13, 2015 | Sales Skills
As we mature in business we sometimes forget that basics and fundamentals are the most important ingredients for long-term success. As we become a so-called “expert” in our field, we tend to look towards the finer details that separate us from the multitude of others...
by Scott Dunkel | Apr 16, 2015 | Sales Skills
The basis of any successful long-term business relationship is mutual respect. In my opinion, if a sales professional invests a significant amount of time in a sales campaign without first establishing the respect of the prospect, he or she is most likely wasting...
by Scott Dunkel | Apr 7, 2015 | Closing Business
A small group of men get together for coffee several times a week at an RV resort we stay in Florida. One morning my wife, Jackie, introduced me to a man who was in the “hot sauce” business. He developed a premium line of products that are all -natural and...
by Scott Dunkel | Feb 15, 2015 | Sales Skills, Uncategorized, Working With Sales Management
The sales process is not complicated. In my opinion, what separates the good sales execs from the great ones is the ability to translate their product or service to real value. And what do I mean by real value? Money. At the end of the day, business success is...
by Scott Dunkel | Jan 14, 2015 | Sales Skills
On paper the Baltimore Ravens were a much better football team than the Jacksonville Jaguars. In fact no one, including all the experts, gave Jacksonville a chance. Yet the Ravens, believe it or not, did not make one first down in the entire first half! What made...
by Scott Dunkel | Dec 9, 2014 | Sales 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 | Nov 13, 2014 | Sales Skills
Since time is our most valuable resource, it is imperative that we uncover potential roadblocks to our sales campaigns sooner rather than later. The last thing we want to do is spend six months working on a transaction that we had no chance of winning. A good...
by Scott Dunkel | Nov 5, 2014 | Sales Skills
I’m a big believer in taking the time to do a complete De-Brief with the client after a lost sale. I wrote a blog on this subject in September, 2012. You can read it by clicking here. In fact I go into significant detail on this topic in my book; “ What They...
