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Are You Satisfied With Your CRM? If Not, Maybe it's You!

Are you satisfied with the way your salespeople are using the CRM you bought?Are you satisfied with the data that comes out of it?Are you satisfied with the degree of engagement between your sales managers and their front line direct reports?If you...

Posted February 24, 2014    

The one thing that won’t fix your sales organization is one thing

“There’s a difference between knowing the path, and walking the path” The Matrix Morpheus to Neo, after the helicopter crashSales management executives frequently tell me that they need to increase sales in their organizations. In my experience they...

Posted September 19, 2012    

Black Belt Objections-Handling Techniques – Preventing

My first Tae Kwon Do instructor gave our class a piece of advice that serves equally well for martial arts, objection handling, and many other endeavors.“If you don’t want to be hit, then don’t be in the place where the attack is”From the Tae Kwon...

Posted August 21, 2012    

Invisible golf ball sales training

What is the best way to build or improve a sales organization? Some managers simply take the “throw the baby in the water and see if he can swim approach”. Without any preparation or forethought, or a plan of any kind, they just start hiring in a...

Posted July 3, 2012    

Sales wisdom from my 6-year old daughter’s tennis lesson

Last week I wrote about sales wisdom from my 8-year old son’s tennis lesson. This week I will write about an extension of that lesson from my daughter and her early pursuit of tennis excellence. Now for all of you parents, this is not (just) about...

Posted May 14, 2012    

Time to Put up or Shut up – the Politics of Accountability and Consequences in Sales

Accountability in your sales organization means that when you set a target, or a goal, or a deadline, then you need to make sure that it gets done.  Accountability only has substance if failing to do what one is held accountable to has...

Posted April 9, 2012    

The Best Personality Type for Salespeople Is……

People find this blog a lot of different ways.  One of them is through a Google search on various search expressions.  Of all of the concepts that people search for on Google and which leads them to this blog, the one that comes up the...

Posted March 6, 2012    

Iran, the IAEA and your CRM

I know, I’ve been writing a lot about politics lately.  I can’t help it.  The parallels to sales organizations and accountability are just too ripe to resist.  This week, let's look at Iran and your CRM. I recently met with a...

Posted February 29, 2012    

Uncertain economic times: To sell or not to sell – is it a question?

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...

Posted January 16, 2012    

Missed Your Sales Targets? Blame America!

Here is a new strategy for the new year for all of you sales slackers:  If you can’t meet your sales targets, just blame the U.S. Looking back at the news from last year, you will be joining some well-publicized company. In 2011, The president...

Posted January 9, 2012    

Why Sales Sucks and Three Things You Can Do about It

Sales sucks. Put that out there for 100 salespeople and 50 will agree immediately. Buy a few rounds in the bar and you’ll get to Pareto’s 80% before you know it.  They might not use those words.  You might hear things like: Sales requires...

Posted November 14, 2011    

A Toolbox for the Shortened Call (guest post)

By Umar Gill of Rewiring BusinessAnyone who has been involved in a sale will have experienced a buyer who has run a little later than anticipated therefore cutting down the time you have to actually sell. So in this instance it is good to be armed...

Posted October 28, 2011    

The Dilemma: Salespeople vs. Sales Process

I am a somewhat (and increasingly) active member on LinkedIn. I recently saw a profile there for a person who is in a similar line of work as mine – working with sales organizations to improve effectiveness, one way or the other. His way struck...

Posted October 10, 2011    

 
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