by Scott Dunkel | Dec 23, 2013 | Sales Skills
In my previous post I suggested we should all strive to be a bit like Justin Tucker, and give credit to the folks in our organization that provide support and guidance in order to give us the opportunity to be successful. If you didn’t get a chance to read it you can...
by Scott Dunkel | Dec 5, 2013 | Sales Skills
When Justin Tucker, the Baltimore Ravens placekicker, won the John Madden Turkey award on Thanksgiving night he made it a point to invite his long-snapper and holder to join him at the table to share the limelight. Why? Because Justin understands that in order for...
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 | Oct 28, 2013 | Sales Skills
When asked the question “what do you want to do when you graduate?” how many people would answer, “I want to spend the rest of my career in sales”? Back up to younger folks and ask the same question. How many would say sales would be their career of choice? Certainly...
by Scott Dunkel | Aug 8, 2013 | Sales Skills
Probably the biggest mistake I made as a young sales professional was the feeling that if I asked for help I was admitting weakness to management. I felt that if I brought in a manager or any additional resource to help drive a transaction to fruition then I would be...
by Scott Dunkel | Jun 13, 2013 | Sales Skills
Lately I’ve read numerous articles on the topic of business relationships regarding whether or not they are as valuable as they have been in the past. Some “new age” sales trainers give the impression that relationship selling is a thing of the...
