by Scott Dunkel | Jan 10, 2026 | Prospecting
Many times, a positive or negative first impression can be hard to overcome—in business or in life in general. For my part, back in the late ’70s, I can honestly say that my first sales experience was not very positive. After completing basic sales training with the...
by Scott Dunkel | Aug 2, 2021 | Prospecting
Is it to convince your prospects that you have the best solution to their problem? Is it to attempt to kill the competition? Perhaps it’s to make sure you get through your entire PowerPoint presentation. Or maybe you want to make it clear that your company is the...
by Scott Dunkel | Mar 12, 2021 | Prospecting
Doctors primarily deal with people who are sick. They typically don’t spend very much time with folks who are perfectly healthy, unless it is for a routine physical. In addition, they focus a large portion of their business day directly in front of patients. When...
by Scott Dunkel | Jan 29, 2021 | Prospecting
When I began my sales career in 1976, this device was the only way to connect with prospects and existing customers. And believe it or not, when we were in the field we used telephone booths to call the office, check messages and return calls. Some of the telephone...
by Scott Dunkel | Jun 25, 2019 | Prospecting
Instead of attempting to access senior executives totally on your own, have you considered reaching out to executives who have long-term relationships with your target prospect? For example, there may be a very large account in your territory that you are having...
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...
