by Scott Dunkel | Aug 11, 2015 | Sales Skills
Senior management never buys this product Corporate policy prohibits this The executive suite makes those calls These decisions come from above It’s always been done this way That’s just the way it is here The man upstairs calls the shots When you hear one of...
by Scott Dunkel | Jul 16, 2015 | Sales Skills
I recently had a brief conversation with a friend while playing golf in the twilight league at our club. Dave is a 10-year veteran sales exec at Cisco. He briefly mentioned that he is being asked by senior management to do “more” than he had to do when he first joined...
by Scott Dunkel | Jun 10, 2015 | Sales Skills
My wife Jackie and I recently had dinner with friends in Florida, where we both winter. We met Ray and Donna several years ago during “happy hour” at an RV dealership called “Lazy Days. Jackie and I have been motor-homing for about 10 years now. We have met...
by Scott Dunkel | May 13, 2015 | Sales Skills
As we mature in business we sometimes forget that basics and fundamentals are the most important ingredients for long-term success. As we become a so-called “expert” in our field, we tend to look towards the finer details that separate us from the multitude of others...
by Scott Dunkel | Apr 16, 2015 | Sales Skills
The basis of any successful long-term business relationship is mutual respect. In my opinion, if a sales professional invests a significant amount of time in a sales campaign without first establishing the respect of the prospect, he or she is most likely wasting...
by Scott Dunkel | Feb 15, 2015 | Sales Skills, Uncategorized, Working With Sales Management
The sales process is not complicated. In my opinion, what separates the good sales execs from the great ones is the ability to translate their product or service to real value. And what do I mean by real value? Money. At the end of the day, business success is...
