April 24, 2013

If your sales candidates says his strongest skill is writing proposals, don’t hire him

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

Meetings

Needs Analysis

Objections

Proposals

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