June 4, 2018

Telling isn’t selling. Or coaching. Or 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...

by David Masover

Sales Coaching

Sales Training

April 30, 2018

Is this why sales training doesn’t work?

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...

by David Masover

Sales Training

March 26, 2018

Signposts versus rules: Owning your sales education

Some people get pretty animated when debating certain sales methodologies like BANT, Challenger Sales, SPIN Selling, consultative selling, process-based selling and so...

by David Masover

Sales Philosophy

Sales Training

March 20, 2018

Are sales books useful (or is there a better way to ask this question)

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...

November 16, 2016

Hey Boss – Are you why some of your reps are lagging?

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...

by David Masover

Sales Management

Sales Training

October 5, 2016

How to make sales training stick

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....

by David Masover