by Scott Dunkel | Jan 10, 2026 | Sales Skills
If you stand in front of a room with your sales manager and fellow sales executives to deliver a forecast, you had better be prepared. A polished PowerPoint presentation means little unless it is supported by specific details explaining why a deal will close within...
by Scott Dunkel | Nov 27, 2024 | Sales Skills
Don’t make the beginning of 2025 simply an extension of how you approached your sales territory in 2024.Put aside a fair amount of time to work on your business — not simply in your business. By this I mean take a step back and take a fresh approach to the upcoming...
by Scott Dunkel | Oct 6, 2023 | Sales Skills
If a sales rep is underperforming, don’t make the assumption it is because of a lack of commitment or effort. It might just be that he or she never learned some fundamental sales skills that we, as professionals, take for granted. In my experience, sales managers make...
by Scott Dunkel | Apr 18, 2023 | Sales Skills
As the baseball season begins, I thought it would be appropriate to re-post an article I originally wrote back in 2016. Here we go….. When I ask sales executives what their competitive advantage is I typically get a response that is directly related to the product or...
by Scott Dunkel | Jul 7, 2022 | Sales Skills
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 | Jan 21, 2022 | Sales Skills
In my humble opinion, as professional salespeople, many times we focus all of our energy on the technical benefits of our product, how we compare to the competition, and the cost-benefit analysis. The technical aspects and cost are certainly critical to the sale, but...
