Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
One of the things we see in far too many sales organizations is a culture of Excuse Making. The problem is that when beginning a sales development initiative, nothing changes until the Excuse Making stops!
Arno pointed to me to this cartoon which ran in the November issue of Selling Power Magazine with the caption, "I want to know why sales are down - without blaming the product, the price or the economy!"
Perfect.
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