by Scott Dunkel | Sep 20, 2024 | Account management
Let’s face it: no one likes to lose business. That empty feeling after losing a hard-fought battle can be devastating, especially if you lose a deal in one of your key accounts that you forecasted at a 90 percent close rate. It is an extremely emotional time for both...
by Scott Dunkel | Jul 29, 2018 | Account management
You’ve just spent six months working on a very large and fiercely competitive opportunity. The deal went down to the wire, and in the end, the contract was awarded to your company. Now you can finally relax and move on to another opportunity. Right? NO, that is...
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 | Nov 11, 2013 | Account management, Sales Skills
You might think I have lost my mind. The topic of this article is “How not to be a salesman”. My company, UST, is all about passing on information that I, as well as many other folks that spent their respective careers in professional sales learned through the school...
by Scott Dunkel | Aug 27, 2013 | Account management
One of the biggest issues executives have with sales people are that they are only around when a deal is on the table. Another way to characterize this individual is a transactional sales rep. One who is missing in action until he or she learns that a deal is...
by Scott Dunkel | Apr 4, 2013 | Account management
–Companies need BOTH for long term success! I recently had a conversation with the owner and CEO of a medium sized manufacturing business. I knew he was running a very successful enterprise so naturally I began to ask him questions about his sales team. To my...
