"The Navigator" News Blog

You Can’t Hit a Target You Can’t Describe

I ask a simple question in almost every Diagnostic call I do: “Who’s your ideal customer?” It’s not a trick question, and I’m not looking for anything clever. I just want to hear it in a … Continue reading You Can’t Hit a Target You Can’t Describe →

Belief Doesn’t Close Sales. Evidence Does.

There’s a school of sales thought that’s been around for as long as I’ve been in this business, and it goes something like this: to succeed in sales, you have to believe. Believe in your company. … Continue reading Belief Doesn’t Close Sales. Evidence Does. →

Building From Zero: The Salesperson’s Guide to LinkedIn Nobody Actually Gives You

Every traditional way a salesperson used to find new business is dying at the same time, and it’s worth being honest about how far gone they are. The phone still works in some industries, and I’m … Continue reading Building From Zero: The Salesperson’s Guide to LinkedIn Nobody Actually Gives You →

Have Entire Groups of Salespeople Doomed Themselves?

I’ve been thinking about the future of the selling profession quite a bit lately, and I’m not the only one. I first wrote about this question back in 2012, when the prediction making the rounds was … Continue reading Have Entire Groups of Salespeople Doomed Themselves? →

It’s 2026 – Do You Know Where Your Buyers Are?

There used to be a public service announcement that ran on television late at night: “It’s 10 PM – do you know where your children are?” The idea was simple, which was that a lot of … Continue reading It’s 2026 – Do You Know Where Your Buyers Are? →

Your Customer May Not Know What Success Looks Like – And That’s Your Job to Fix

I spend a lot of time talking about how the most important thing in a sale is to define “success” in your customer’s terms, but it occurs to me that I’ve never gone into much detail … Continue reading Your Customer May Not Know What Success Looks Like – And That’s Your Job to Fix →

What 21 Days on LinkedIn Taught Me About the Platform’s Future

I just saw a LinkedIn post by a contact of mine named Stephen Hopper, and he said it better than I could have: “I miss business posts on LinkedIn. Now most posts are about politics, silly … Continue reading What 21 Days on LinkedIn Taught Me About the Platform’s Future →

When Your Customers Don’t Like How You Do Business, Someone Will Eventually Replace You

I flew United last week for the first time in ten years. I gave them another shot because they fit my schedule better than Southwest or Delta. The flight itself was fine. The crew was competent, … Continue reading When Your Customers Don’t Like How You Do Business, Someone Will Eventually Replace You →

How to Use an AI Application to Actually Solve a Real – and Huge – Sales Problem

I got an email this week that made me sit up straight. A territory manager at a scientific equipment manufacturer read my article on aggressive transparency as a competitive weapon – you know, the one where … Continue reading How to Use an AI Application to Actually Solve a Real – and Huge – Sales Problem →

Aggressive Transparency is Your Competitive Weapon – and Nobody’s Using It

There’s a phrase I’ve been using lately: “aggressive transparency.” I’m not sure anyone else is using it. Maybe I coined it. Either way, it’s a philosophy that more companies need to embrace – especially in B2B … Continue reading Aggressive Transparency is Your Competitive Weapon – and Nobody’s Using It →