by David Masover | Jun 4, 2018 | Sales Coaching, Sales Philosophy, Sales Training
Lots of people on places like LinkedIn will TELL you many things, like – for example – that you shouldn’t hire an old-school sales trainer, but what does that mean? They are telling you something – but what are the right questions to ask to find a...
by David Masover | Apr 30, 2018 | Sales Coaching, Sales Training
I’ve been participating in group sales trainings since the early 1990’s. Sometimes as the trainer (more recently), but also from the receiving side of the equation. You know what I noticed? In almost every group training, a big percentage of the people in the...
by David Masover | Mar 26, 2018 | Sales Training
Some people get pretty animated when debating certain sales methodologies like BANT, Challenger Sales, SPIN Selling, consultative selling, process-based selling and so many others. Why is that? Sales advice as hard and fast rules – not good My...
by David Masover | Mar 20, 2018 | Sales Philosophy, Sales Training
I’m pretty active on LinkedIn, following many sales trainers/authors/speakers/consultants and the like, and I see a lot of posts from them, their followers and others who post under hashtags like #sales. From all of that, I see a lot of posts about sales books...
by David Masover | Nov 16, 2016 | Sales Management, Sales Philosophy, Sales Training, Uncategorized
If your sales team is like most I’ve seen, you’ve got some reps who are self-motivated go-getters. Ya gotta love those reps! But then there are the others. The ones who show up and do just what it takes to get by, if that. Not much in the way of new business...
by David Masover | Oct 5, 2016 | Sales Management, Sales Training
One of the biggest complaints about sales training is that the things learned in the training rarely if ever get incorporated into the work habits of the participants. The training might have been entertaining, and maybe even full of great material that –...
