by David Masover | Apr 24, 2013 | Managing the Sales Process book serialization, Proposals
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 22, 2010 | Meetings, Needs Analysis, Objections, Proposals
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 weak, so the familiar language caught my attention. In this conversation, an older guy in a...
by David Masover | Jan 26, 2010 | Needs Analysis, Proposals
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. After only a very short set of preliminary meetings, the contract manufacturer sent us an...
