Episode #034: Scott Dunkel

Relationships, Relationships, Relationships


Scott Dunkel

Scott Dunkel is the author of the bestselling book ‘What they don’t teach you in sales school’ Scott is the CEO and founder of Universal Sales Truths, which is a sales coaching and consulting firm based in Annapolis, Maryland. Scott has more than 30 years of sales experience selling to senior executives in the business to business space.

Key Takeaways From This Episode

[00.52] Aspiring Advertising Professional moves into Sales – University professor inspires Scott’s pursuit of a sales career, “Nothing happens until something is sold”.

[02.01] How has Selling Changed Over Your Career – Today sales people have tremendous resources available to them.

[06.28] The Key Attributes of a Modern Successful Sales Professional – Ability to use time effectively, time management skills, people skills.

[07.23] Scott’s Top Three Sales Do’s and Don’ts – Good listener, don’t just show up when there is a deal on the table, be a student of the industry.

[10.09] Scott’s Most Satisfying Sales Pursuit and Lesson – Scott displaces IBM from a major account, find out how.

[14.25] Scott’s Advice to His Younger Self – Don’t be afraid to ask for help.

More About Scott

What is your all time favourite sales-related movie?
Glenngary Glen Ross

Favourite sales related quote?
God gave us two ears and one mouth a good reason – anon

Which sales book has had the most positive impact on you?
How to win friends and influence people – Dale Carnegie

Who or What inspires you?
Want to do everything that I can to encourage people that its ok to start and end in sales.

What aspect of your own personal development are you most focussed on improving at the moment?
Improving the quality of my sales blogs

Hobbies, Interests?
Golf, Tennis and travelling in our motorhome