by David Masover | Sep 16, 2013 | Needs Analysis, Sales Philosophy, sales process
Asked and Answered – practically an instinct. Someone asks us a question, so we answer it. In sales, this could be hurting you. Now – what the heck am I talking about. Let me illustrate I have a MacBook Air – that super thin laptop from Apple. People...
by David Masover | Aug 21, 2013 | Managing the Sales Process book serialization, Needs Analysis, Qualification, Sales Management, sales process
This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so...
by David Masover | May 22, 2013 | Managing the Sales Process book serialization, Needs Analysis, Sales Management, sales process
This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so...
by David Masover | Apr 17, 2013 | Managing the Sales Process book serialization, Needs Analysis
This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so...
by David Masover | Mar 19, 2012 | Needs Analysis, Sales Philosophy
“Sometimes you have to choose between being right and being successful” I heard that expression years ago, and have referred to it many times since then. It made a lot of sense for me early in my sales career. At the time, I took it to mean that it makes...
by David Masover | May 31, 2010 | Needs Analysis
I wrote a blog post last week about dumb things that otherwise smart people do or say. The conclusion of the post was that there is always something to learn in order to improve, and it is foolish to think otherwise, or to avoid efforts for self-improvement because of...
