Selling, February 2004: Karen Hayward: Sell!ng All-Star
Passionately Pursue Prospect Information
By Jenny McCune
1 February 2004
Like other Xerox sales people in the early 1980s, Karen Hayward was vested with selling the company's first personal computer.
What's left untold from the larger story is the role Hayward played in launching the product in her native Montreal. "We ended up selling more in Montreal than the rest of the country combined," Hayward recalls.
She outsold her fellow Canadian salespeople because she's always stuck to a basic rule: "Follow the voice of the customer."
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