June 25, 2018

You have to find your own path and your own answers

In many great stories about quests, mystics, and advice, a similar theme can be seen. The better guide is not the one who gives you the answers, but rather the one who...

by David Masover

Leads

Prospecting

Sales Coaching

Sales Excellence

June 18, 2018

Need leads that convert? Start here!

I spoke with several coaching clients these last few weeks who were struggling with leads. Some didn’t know how and where to find enough “good ones.” Others were...

by David Masover

Sales Excellence

Sales Philosophy

June 11, 2018

Finding the flow in sales

When you see a great salesperson in action, it can seem like sales is easy. When it’s done right, great selling looks a lot like a simple conversation. The salesperson and the...

June 4, 2018

Telling isn’t selling. Or coaching. Or training.

Lots of people on places like LinkedIn will TELL you many things, like – for example – that you shouldn’t hire an old-school sales trainer, but what does...

by David Masover

Sales Philosophy

May 28, 2018

What is authenticity in sales?

Like so many words used in sales related content, there is a lot of talk about the importance of authenticity – but rarely is it explained or illustrated. I don’t...

by David Masover

Sales Coaching

May 14, 2018

Why you need a sales coach

I had two sales coaching sessions with new coaching clients back-to-back the other day. At the end of the second, my client articulated something that I had known for...

by David Masover

Execution

Prospecting

May 7, 2018

Why all the fuss about cold calling? (…and how to crush it when prospecting)

I spend a decent amount of time on LinkedIn. It’s a great place to network, learn, and increasingly for me – to generate new business. But – along...

by David Masover

Sales Coaching

Sales Training

April 30, 2018

Is this why sales training doesn’t work?

I’ve been participating in group sales trainings since the early 1990’s. Sometimes as the trainer (more recently), but also from the receiving side of the equation. You...

by David Masover

Execution

Sales Philosophy

April 23, 2018

To reach your goals, don’t focus on them

I was listening to the audiobook version of “A Better Human: The Stoic Heart, Mind, and Soul” by George J. Bradley the other day, and he spoke about a concept that is...

by David Masover

« Older Articles