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 | Apr 10, 2013 | Managing the Sales Process book serialization, Qualification
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 3, 2013 | Managing the Sales Process book serialization, Qualification
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 | Oct 24, 2011 | Qualification, Sales Philosophy
Generally speaking, you should never move forward with a prospect until you qualify them. However, no generalization is ever right all of the time, including this one. In my blog, book, sales practice, consulting practice, sales training sessions, etc., etc., etc., I...
by David Masover | Oct 2, 2009 | Meetings, Qualification
Over a 20+ year business career, I have a few small tricks that just seem to work every time. Here is one of my favorites. When you have a business meeting that takes place during the course of a meal in a restaurant, when is the right time to start talking business?...
