Troy Harrison doesn’t deliver motivational speeches. He delivers working sessions — built on a four-layer framework that gives your attendees a clear picture of their sales organization, what’s broken in it, and what to do about it.
“Customer feedback revealed that our attendees appreciated his straightforward and insightful presentation style and excellent content. Even more important, 100% of respondents said they walked away from Troy’s sessions with valuable ideas they could apply to their businesses. Troy is passionate about what he does and it truly shows.”
— Sandra Williams, SP Richards — Advantage Business Conference
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80%+
Rebooking Rate
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23
Countries
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30+
Years in B2B Sales
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400+
Articles Published
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What Makes This Different
Not Motivation. Application.
Most sales speakers teach techniques. Closing sequences, prospecting scripts, objection handlers. Some of it is useful. But if the audience walks out with three new tactics and no framework for understanding why their sales organization is underperforming, the techniques won’t stick.
Troy Harrison’s programs are built on The Navigator’s Chart™ — a four-layer operating model for the B2B sales organization. Every session, whether it’s a keynote or a full-day workshop, connects to the same framework. Attendees don’t just leave with ideas. They leave with a vocabulary for diagnosing their own organization and a sequence for fixing it.
This is why the rebooking rate is over 80% in an industry that averages 30%. It’s not novelty. It’s applicability.
The Signature Keynote
The Navigator’s Chart™
Why Most Sales Organizations Are Built on One Layer — And What the Other Three Could Do for Yours
Every company invests in how their reps sell. Almost none of them have deliberately designed the three layers underneath it — the ones that determine whether the selling actually works.
In this keynote, Troy Harrison introduces The Navigator’s Chart™: a four-layer framework for the modern B2B sales organization. Layer I, The Waters, addresses who today’s buyer is and how they actually buy. Layer II, The Vessel, examines whether your sales organization is built to succeed in that environment. Layer III, The Crew, looks at whether you have the right people and whether you know how to find them. Layer IV, The Route, addresses whether your reps are selling the way today’s buyers want to buy.
Most sales organizations have pieces of Layer IV and almost nothing else. Troy will challenge every leader in the room to ask: how many of these four do you actually have?
Attendees will leave with:
- A clear understanding of why fixing the salespeople is almost never the real problem — and what is
- The four-layer framework applied to their own organization during the session
- A diagnostic sequence they can use immediately to identify their highest-leverage opportunity
Who should attend: CEOs, Presidents, Owners, VPs of Sales, Sales Managers
Breakout Sessions & Workshops
Breakout Sessions
Troy’s breakout portfolio is organized by The Navigator’s Chart™ framework. Each session goes deep on a specific layer, making it easy to build a single-session program or a multi-session track that reinforces the same architecture throughout your event. All sessions are 60 minutes, content-rich, and tailored to your audience and industry.
Layer I · The Waters — Your Selling Environment
The Information Imbalance Has Reversed: How to Sell When Your Buyer Already Knows Everything
Today’s B2B buyer has identified a preferred vendor 81% of the time before they engage a salesperson. This session shows why that shift isn’t a trend — it’s a structural change — and what your team needs to do differently right now.
Who should attend: Salespeople, Sales Managers, Business Owners
Navigating the Buyer’s Journey: How to Earn Your Place in a Process You Don’t Control
Buyers follow their own journey — not your salesperson’s process. This session maps the five stages of the Buyer’s Journey and shows exactly where salespeople add value, where they destroy it, and how to tell the difference.
Who should attend: Salespeople, Sales Managers, Business Owners
Layer II · The Vessel — Your Sales Organization
The Performance Process: Why Your Sales Team Isn’t Underperforming — Your System Is
In most sales organizations, underperformance isn’t a people problem — it’s a structure problem. This session delivers a clear framework for building the sales infrastructure that makes good salespeople great.
Who should attend: CEOs, Owners, VPs of Sales, Sales Managers
Compensation Strategy: How Your Pay Plan Is Quietly Destroying Your Sales Results
Most pay plans evolve by accident and reward the wrong behaviors. This session delivers a clear framework for building compensation architecture that drives the right activity and retains your best people.
Who should attend: CEOs, Owners, VPs of Sales, Sales Managers
Layer III · The Crew — Your People
Hire By the Chart™: How to Stop Making $200,000 Hiring Mistakes
Sales hiring fails 60–70% of the time. This session delivers the complete Hire By the Chart™ framework — from defining what you need to evaluating for fit to onboarding for retention — in 60 minutes.
Who should attend: CEOs, Owners, VPs of Sales, Sales Managers, HR
Disconcerting Demographics: How to Recruit, Hire, and Onboard the Next Generation of Salespeople
Gen-Z averages 1.1 years of tenure in their first five years in the workforce. This session addresses how the generational shift in the talent pool changes what you have to offer, how you hire, and how you manage.
Who should attend: CEOs, Owners, VPs of Sales, Sales Managers, HR
Layer IV · The Route — Your Selling Methodology
Modern Prospecting: Cutting Through the Noise to Fill Your Pipeline
Some salespeople fill their pipelines consistently while others blame the channel. This session delivers a practical, multi-channel prospecting blueprint combining phone, LinkedIn, and referral in a way that actually gets responses.
Who should attend: Salespeople, Sales Managers, Business Development professionals
The Sales Conversation: What Actually Happens in the Room That Makes or Breaks the Deal
Every sale is won or lost in a conversation. This session teaches how to conduct a sales conversation that builds genuine trust and advances the relationship — without pressure or manipulation.
Who should attend: Salespeople, Sales Managers, Business Owners, anyone who sells in a B2B environment
Bonus Session · Available Upon Request
No More Chat Crap: How Sales Teams Can Use AI to Win Business, Authentically
AI is everywhere in sales right now, and most of it is making salespeople worse. This session cuts through the noise to show how to use AI tools to do more of what you’re good at — while staying human in the interactions that matter most.
Who should attend: Salespeople, Sales Managers, Business Owners — any team navigating the AI moment in selling
Available Formats
Formats
Every program is tailored to your audience and industry. Troy delivers across all standard conference and corporate formats, in person and virtually.
| 60-Min Keynote | 90-Min Breakout | Half-Day Workshop | Full-Day Training | Virtual |
Custom topics available. If your event has a specific theme or your audience has a particular challenge not addressed above, Troy can develop a custom program. Contact him directly to discuss.
For Meeting Planners
What to Expect When You Book Troy
Troy works directly with meeting planners and event coordinators to make the booking and delivery process as clean as possible.
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Before the Event
Once booked, Troy will have a pre-event call to understand the specific composition of your audience, the theme of your event, and any industry context that will help him tailor the session. Every program is adjusted to the room — not delivered from a static deck. |
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At the Event
Troy arrives prepared, arrives early, and runs on time. He is content-rich and direct — your attendees will not sit through filler. Every session concludes with an offer for attendees to schedule a complimentary Navigator’s Sales Diagnostic, giving your audience an immediate next step. |
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After the Event
Troy is available for a brief debrief call post-event and welcomes introductions to attendees who want to go further. His rebooking rate reflects the experience that event organizers and audiences consistently have — not just a good session, but a reason to come back. |
Ready to Book Troy for Your Next Event?
Contact Troy directly to check availability, discuss your audience, and find the right program for your event.
Call directly: 913.645.3603 · troy@troyharrison.com
Looking for a consulting engagement rather than a speaking program? Visit the Navigator’s Sales Audit page or schedule a Navigator’s Sales Diagnostic to start the conversation.
