by David Masover | Jun 18, 2018 | Leads, Prospecting, Sales Coaching, Sales Excellence
I spoke with several coaching clients these last few weeks who were struggling with leads. Some didn’t know how and where to find enough “good ones.” Others were finding them, but not getting enough response from their initial outreach efforts. The place to...
by David Masover | May 7, 2018 | Execution, Prospecting
I spend a decent amount of time on LinkedIn. It’s a great place to network, learn, and increasingly for me – to generate new business. But – along with all of the good that can be found on platforms like LinkedIn – there are some...
by David Masover | Mar 6, 2018 | Execution, Prospecting, Sales Philosophy
Have you ever been in a sales meeting or dialogue with a prospect – when you are the one supposed to be doing the selling – but your prospect knew more about what you were selling than you did? It happened to me a few times when I was new to sales, and new...
by David Masover | Feb 15, 2014 | Efficiency, Execution, Prospecting
There are very few things in sales that are always true, but I’m pretty sure this is one of them: If a salesperson is not communicating with a prospect who might buy their product, then chances for a sale are very low. Of course there are marketing driven and...
by David Masover | Aug 14, 2013 | Managing the Sales Process book serialization, Prospecting, 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 | Mar 6, 2013 | Managing the Sales Process book serialization, Prospecting
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...
