Top Sales Awards

  • Sales – It’s More Like Miss Universe Than the Olympics
    • December 6, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    giants1st Place.  Winning.  #1.  The Best.  Top.  Champion.  Great, exciting labels.

    World Champion.  The San Francisco Giants won the 2010 World Series but the team they beat, the Texas Rangers, were still the American League Champions and each player

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  • Winning in Sales Isn’t Everything – Yes it Is!
    • November 29, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sales Manager:  How did the call go?

    Salesperson: Really good.

    Sales Manager: Excellent.

    Isn’t that a lame discussion?  The sales manager can improve it by simply asking, “What made it such an excellent call?”

    The salesperson might respond with, “They

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