September 16, 2013

Are you answering the wrong sales questions?

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...

by David Masover

DavidMasover.com

Managing the Sales Process book serialization

August 21, 2013

Sales Management Metrics: Qualifying and 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...

by David Masover

DavidMasover.com

Managing the Sales Process book serialization

Needs Analysis

Sales Management

sales process

May 22, 2013

Will your sales candidate manage their pipeline? Here is how to find out.

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...

by David Masover

DavidMasover.com

Managing the Sales Process book serialization

Needs Analysis

April 17, 2013

Needs Analysis – Do it poorly and pay the price!

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...

by David Masover

DavidMasover.com

Needs Analysis

Sales Philosophy

March 19, 2012

Would you rather be right or successful?

“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...

by David Masover

DavidMasover.com

Needs Analysis

May 31, 2010

The shoemakers children could have had shoes, if only….

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...

by David Masover

DavidMasover.com

March 22, 2010

Where is the spotlight? If it is on you, you are not selling!

I was sitting in the best burrito place in Budapest one afternoon. At a table near me, I couldn’t help but overhear a conversation in English, My Hungarian is still pretty...

by David Masover

DavidMasover.com

Needs Analysis

Proposals

January 26, 2010

How the competition can make you hurt yourself

I was recently involved in a negotiation on behalf of the holder of intellectual property and a small (relative to industry average) potential contract manufacturing partner....

by David Masover

DavidMasover.com

Needs Analysis

Prospecting

January 13, 2010

Does Social Media Marketing Work?

In my blog post last week I wrote about questions. I’d like to continue that theme, but from a slightly different angle. In the last year or so, I have seen a similar question...

by David Masover

DavidMasover.com

Needs Analysis

January 7, 2010

Asking the right questions

I love my iPhone. Since it is a mobile device, I use it out of the house and office a lot. Hardly a week goes by without someone seeing me use it and asking me the wrong...

by David Masover