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...
by Scott Dunkel | Nov 2, 2021 | Sales Skills
I would never say that to be successful long-term in professional sales is easy. What I would say, however, is that the formula is easy. The question then becomes: Do you have the intestinal fortitude to continually execute a simple formula? And can you continue to...
by Scott Dunkel | Apr 28, 2020 | Sales Skills
During these unprecedented times, are you sitting around watching reruns of your favorite shows from the ‘70s, or binge-watching the latest series on Netflix? Or perhaps you’re watching the continuous news coverage of the pandemic, getting depressed and feeling...
