"The Navigator" News Blog
You Can’t Control the Sale – And Trying to Will Cost You Everything
I saw a LinkedIn post this morning that nearly made me spit my iced tea onto my laptop. The author was analyzing a sales call where the rep handled every objection perfectly but still lost the … Continue reading You Can’t Control the Sale – And Trying to Will Cost You Everything
The “One More” Philosophy: Why Incremental Improvement Beats Massive Change Every Time
I had a conversation last week with a salesperson who was frustrated with his results. He’d been reading sales books, listening to podcasts, and absorbing content from LinkedIn influencers. He was fired up and ready to … Continue reading The “One More” Philosophy: Why Incremental Improvement Beats Massive Change Every Time
How to Use Perplexity to Become the Most Informed Salesperson in the Room
I’ve written before about how AI is changing the B2B buying landscape. Buyers are using tools like Perplexity and Claude to research vendors before they ever take a call. They’re finding reviews, analyzing messaging, and comparing … Continue reading How to Use Perplexity to Become the Most Informed Salesperson in the Room
Help! I Just Got My First Sales Job. What Now?
Congratulations! You’ve landed your first professional sales job. You’re excited, motivated, and ready to crush it. You’re also probably terrified because you have no idea what you’re doing. Welcome to the club. Every successful salesperson started … Continue reading Help! I Just Got My First Sales Job. What Now?
The “Rep-Free Sales Experience” Buyers Say They Want Is Making Them Miserable
There’s a religion spreading through the B2B sales world, and like most religions, it’s built on faith rather than evidence. I’m hearing this preached more and more: “Buyers don’t want to talk to salespeople. Get out … Continue reading The “Rep-Free Sales Experience” Buyers Say They Want Is Making Them Miserable
Are Your Sales Calls Important? (And How Would Your Customers Know?)
I had a video call with a vendor last week, and within the first 30 seconds, I knew this wasn’t going to go well. The salesperson was sitting in what appeared to be his hotel room, … Continue reading Are Your Sales Calls Important? (And How Would Your Customers Know?)
Every Sales Call Needs an Objective – Or You’re Wasting Everyone’s Time
I was reviewing a salesperson’s weekly activity report recently, and something caught my eye. He’d logged eight customer meetings for the week. Impressive number, right? So I asked him what he’d accomplished in those meetings. His … Continue reading Every Sales Call Needs an Objective – Or You’re Wasting Everyone’s Time
Sales Predictions for 2026: Adaptation is Non-Negotiable
It’s January 2, 2026, and if you’re a salesperson or sales manager reading this, I have good news and bad news. The bad news? The rapid changes reshaping our profession aren’t slowing down. They’re accelerating. The … Continue reading Sales Predictions for 2026: Adaptation is Non-Negotiable
5 Outdated Sales Techniques That Kill Your Credibility with Modern Buyers
I was listening in on sales calls with a distributor of high-performance auto parts, along with their Inside Sales Manager. A customer had called asking about a particular engine wiring harness. The salesperson explained that yes, … Continue reading 5 Outdated Sales Techniques That Kill Your Credibility with Modern Buyers
The Objection Phase: Why You’re Fighting Battles You Already Lost
An objection is when a customer states a problem with your offering or asks a question that creates a clear barrier to the sale. Essentially, they’re saying “No” or “No, because.” And by the time they … Continue reading The Objection Phase: Why You’re Fighting Battles You Already Lost
