"The Navigator" News Blog

How Not to Prospect.

I’ve talked about this before, but I’m constantly amazed at what some people do in an attempt to get an audience. I get a lot of cold calls. Some are good. Some aren’t great. And then, … Continue reading How Not to Prospect. →

Sales Scripts Don’t Sell.

I see the posts all the time on LinkedIn.  “Hey, can someone give me a great script for prospecting/presenting/closing/etc.”?  Sometimes I even get asked the same question myself – and my answer is always the same.  … Continue reading Sales Scripts Don’t Sell. →

Five Tips for Maximizing Video Selling

Last time out, I discussed the top trends in selling coming out of Covid-19.  If you haven’t read that one, you should read it now.  But, the #1 trend that I have identified, and that I … Continue reading Five Tips for Maximizing Video Selling →

How to Make Rules For Your Sales Team

How to Make Rules For Your Sales Team This is another short clip from a Las Vegas speech a few years back.  What I said is still true – there is a three-part criteria for determining … Continue reading How to Make Rules For Your Sales Team →

The Best Way to Engage Your Salespeople!

This is still THE best way to engage, retain, and build relationships with your salespeople. This was recorded live at the PPAI – Promotional Products Association International Expo in Las Vegas in 2015. It’s only two … Continue reading The Best Way to Engage Your Salespeople! →

How to Onboard Salespeople in 3 Steps

How to Onboard Salespeople in 3 Steps Onboarding salespeople is one of those activities where “act in haste; repent in leisure” certainly applies.  There’s a big difference between “doing it” and “doing it right.” If you … Continue reading How to Onboard Salespeople in 3 Steps →

Six Tips For Better Video Selling

As I noted in my previous article, our world is changing around us.  Will we get back to face-to-face selling?  Yes, we definitely will.  Will some of our formerly face-to-face customers (whom we are now seeing … Continue reading Six Tips For Better Video Selling →

5 Sales Trends After Covid-19

5 Sales Trends After Covid-19 Experts tell us that if there is to be a recovery, it’s to be a V-shaped recovery. We are at or near the bottom of the V.  That leaves us no … Continue reading 5 Sales Trends After Covid-19 →

How Salespeople Can Maximize Their Time And Relationships During Covid-19

How Salespeople Can Maximize Their Time And Relationships During Covid-19 If you’re like most salespeople, you’re working as hard as you can to get a good path forward going during the Covid-19 crisis. Maybe you’re having … Continue reading How Salespeople Can Maximize Their Time And Relationships During Covid-19 →

12 Business Books I Recommend

12 Business Books I Recommend What’s on my Bookshelf? A  couple of days ago, I got a LinkedIn message from a friend from Switzerland.  He said he’d been watching my videos, and was trying to identify … Continue reading 12 Business Books I Recommend →