by Scott Dunkel | Dec 11, 2016 | Sales Skills
When it comes to preparing for next year, regardless of the product or service we represent, we are all gated by three Universal Truths. · We have a defined market that we sell into · We have a quota or objective we need to hit or exceed · We all have 24...
by Scott Dunkel | Mar 25, 2016 | Sales Skills
Never underestimate the power of self-preservation. What do I mean by this? In business, decisions are not always made for the good of the organization. You might have a phenomenal product that adds significant value to your prospect, but if it jeopardizes the job...
by Scott Dunkel | Feb 16, 2016 | Sales Skills
According to Wikipedia, market segmentation is defined as follows: Market segmentation is a marketing strategy which involves dividing a broad target market into subsets of consumers, businesses, or countries that have, or are perceived to have, common needs,...
by Scott Dunkel | Jan 14, 2016 | Sales Skills
It’s very common to interchange sales executives’ names with company names. In other words, when I was a sales exec for EMC, my clients would typically say, “EMC is coming in today,” instead of, “Scott Dunkel is coming in today.” Or in competitive situations, I...
by Scott Dunkel | Oct 9, 2015 | Sales Skills
There is a huge difference between truly listening to and digesting what your prospect is telling you and just waiting for your turn to speak! I truly believe that we as professional sales execs make this mistake more times than we care to admit. And quite frankly,...
by Scott Dunkel | Sep 10, 2015 | Sales Skills
You have qualified your prospect and placed him on your sales forecast. Your sales manager asks you why you feel strongly that your deal will close this month and you go through the logical reasons you have forecasted the transaction. Most likely they include...
