Episode 72: Transactional vs Relational Sales, and Managing Your Sales Team’s Key Activities: An Interview with Joe Curtis

By Scott Sambucci | October 22, 2019

In this episode of the Startup Selling Podcast, I interviewed Joe Curtis, Chief Operating Officer at Pango Group. Joe expertly manages the operations, sales and marketing efforts of

the business.

Pango Group is a family of companies that provides personalized services for a diverse range of

real estate and escrow related transactions. In addition to escrow services, the subsidiary

companies focus on the areas of notary, insurance, document archiving and leasing: offering

clients a full range of services. Pango Group owns and manages 20 offices throughout California and has a staff of more than 50 escrow officers and over 250 employees across the state.

Some of the topics that Joe and I discussed in this episode are:

• The difference between a transactional sale and a relational sale.
• The importance of a follow-up system for the transactional sale.
• Terminal Unique Syndrome – what makes your company unique in your sales process.
• The importance of being your authentic self.
• How do I set a quota for my prospective customers.
• Why Joe doesn’t use sales quotas at his company.
• Training opportunities for your sales team in order to be successful.

Links & Resources

Find Joe on LinkedIn here: www.linkedin.com/in/joecurtis

Pango Group: https://pangogroup.com/

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