by David Masover | Oct 14, 2013 | Execution, Sales Philosophy, sales process
My work in sales – from selling to managing to training to consulting to writing – revolves around the idea that developing an effective sales process is a good way to improve results and efficiency. As such, I get into a lot of sales conversation with a...
by David Masover | Oct 7, 2013 | Sales Management, Sales Philosophy, sales process
How do you motivate someone to perform a complex task with lots of moving parts and that develops over a long period of time? Specifically, salespeople. Should money be a part of that compensation equation? Should other stuff be a part of that equation? In attempting...
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 3, 2011 | Sales Philosophy, sales process
Jerry McLaughlin is a very good friend of mine, and a person who’s thinking I respect greatly. He is also the CEO of Branders.com, and the author of the forward of my first book, Mastering Your Sales Process. In spite of all of that, Jerry and I do have a fundamental...
