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 shows...

Sales Excellence

Sales Philosophy

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...

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 that...

by David Masover

Sales Philosophy

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

Execution

Sales Philosophy

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 really...

by David Masover

Sales Philosophy

Sales isn’t a science

One of the tired old debates in our field is whether sales is an art or a science. For those who know me, you know that I’m not a fan of overly simple and binary questions,...

by David Masover

Execution

Sales Philosophy

The 3 (big) things you need for sales success

I hate list articles. They are usually full of fluff and wind up being entirely unsatisfying. So how is this one different? The three big things you need to succeed in...

by David Masover

Sales Philosophy

Sales Training

Are sales books useful (or is there a better way to ask this question)

I’m pretty active on LinkedIn, following many sales trainers/authors/speakers/consultants and the like, and I see a lot of posts from them, their followers and others...

by David Masover

Sales Philosophy

Attitude versus Technique: Which is more important in sales?

For those of you who know me, you know that I’m not a fan of simple, binary, “this versus that” kind of questions. But the one in the subject line of this post –...

by David Masover

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