"The Navigator" News Blog
The More You Know: How to Use Sales Intelligence Tools to Win More Sales
Once upon a time, “How to use sales intelligence” meant using your brainpower! Don’t get me wrong, you still should use your brainpower, but today, “sales intelligence” means something additional. I’ve been talking for several months … Continue reading The More You Know: How to Use Sales Intelligence Tools to Win More Sales
How to Use ChatGPT and Still Be Authentically You
I’m going to present two ideas to you right now that seem contradictory. First – you should be using AI tools like ChatGPT to make you more productive, effective, and efficient as a salesperson. Second – … Continue reading How to Use ChatGPT and Still Be Authentically You
How to Sell by Text: Navigating Modern Sales Communication
“Troy, all these gosh-darned younger buyers want to do is text!” That’s a complaint I hear quite frequently when I speak at conventions. And it’s true. Sales communication methods have undergone a significant transformation. The rise … Continue reading How to Sell by Text: Navigating Modern Sales Communication
How to Manage a Long Sales Career
This week’s Navigator is inspired by one that I wrote twelve years ago, and actually incorporates part of it. That post was called, “When Salespeople Get Older,” and it was inspired by a true story – … Continue reading How to Manage a Long Sales Career
How to Handle the Price Objection: The One Way That Works
“Your price is too high.” “Your competitor has a lower price than you do.” There are many, many ways to handle this objection. All of them – except one – are LAME. They cost you money, … Continue reading How to Handle the Price Objection: The One Way That Works
The Tech-Savvy Myth: Don’t Let Excuses Kill Your Sales Success
Today, I want to address a pressing issue that’s been eating at me for far too long. It’s time to debunk the excuse of salespeople who claim they aren’t “tech-savvy” and turn up the heat on … Continue reading The Tech-Savvy Myth: Don’t Let Excuses Kill Your Sales Success
The Art of Giving: Why “Free Consulting” Can Lead to Profitable Relationships
A few weeks ago, I attended a Webinar for speakers. The topic was on how to generate more customer inquiries and “back of the room” sales from presentations and Webinars. Well, I had my Webinar coming … Continue reading The Art of Giving: Why “Free Consulting” Can Lead to Profitable Relationships
How to Navigate the Buyer’s Journey
For a while, I’ve been talking about how “sales processes” are outdated, and that the important issue in sales now is to understand and navigate the Buyer’s Journey. In fact, it’s a big focal point of … Continue reading How to Navigate the Buyer’s Journey
R.I.P. Secrets: Welcome to the Age of Sales Transparency
I’m here to break some news that might make you shift uncomfortably in your seats: the era of sales secrets is dead and buried. Yep, that’s what I said. In this age of technology and unlimited … Continue reading R.I.P. Secrets: Welcome to the Age of Sales Transparency
Why Doesn’t Cold Calling Work Anymore?
I’ve been thinking a lot about the future of selling. Last week, I defined the four trends that I believe will drive sales into the rest of the 21st century, and I’m even hosting a Webinar … Continue reading Why Doesn’t Cold Calling Work Anymore?
