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...
by Scott Dunkel | Oct 18, 2014 | Uncategorized
Have you seen the cartoon that depicts a soldier fighting his enemy with a sword and a shield, with the salesman behind him attempting to get his attention? The reason the salesman is trying to get his attention is because he has a machine gun for sale. The problem is...
by Scott Dunkel | Sep 11, 2014 | Sales Skills
My godson Jack was given a book from his uncle Joe Buck for his high school graduation. The title of the book is “The Millionaire Next Door.” I took the opportunity to skim the book at their house and it really got my attention. So I asked my wife, Jackie, to...
by Scott Dunkel | Aug 5, 2014 | Sales Skills
When I ask sales executives what their competitive advantage is I typically get a response that is directly related to the product or service they represent. In other words, someone who is a sales exec for IBM would proceed to tell me that partnering with IBM offers a...
by Scott Dunkel | Jul 10, 2014 | Sales Skills
I recently finished a book by Bob Lutz, the former vice chairman of General Motors. He goes into great detail on why, in his opinion, GM lost its competitive advantage in the market. The book is called, “Car Guys vs. Bean Counters.” In it he explains how very smart...
