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 | Sep 3, 2013 | Sales Philosophy, sales process, Uncategorized
People want to believe that there is a personality that is best suited for sales. There is not. Believing that one exists is a distraction from the true drivers of sales success. In my four years of blogging, questions about sales personality are among the leading...
by David Masover | Jun 26, 2013 | Uncategorized
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 | Jun 4, 2012 | Uncategorized
One of the nice things about having my own blog is that I can write whatever I want. You don’t have to read it, but I’m going to have a bit of a political and economic rant. When governments want more money from their tax base, there are essentially two ways to do...
by David Masover | Mar 12, 2012 | Uncategorized
Why is Google worth so much? If you ask a room full of financial advisers, you will get a bunch of answers related to the valuation of various parts of their business. If you ask a room full of IT people, you will get a bunch of answers related to their algorithms. If...
by David Masover | Jan 16, 2012 | Uncategorized
There is no doubt; we are living in very uncertain times politically and economically. Uncertainty can have a chilling effect on business decisions, including buying decisions – so as salespeople and business owners, what should we do about that? One natural...
