"The Navigator" News Blog
Here’s a Tip: Love the Activity, Not the Result!
I saw the following post on a Facebook sales group, and quite frankly was shocked by what I read: “If you waste another’s salespersons day and you don’t buy from them, assuming they did their job, … Continue reading Here’s a Tip: Love the Activity, Not the Result!
Buy Today, Dang It!
Growing up, in Topeka, Kansas, there was a furniture store called “Crazy Bob’s Discount Furniture”. Every decent-sized city had one of these. You’d see the TV commercials with Crazy Bob telling you about how the prices … Continue reading Buy Today, Dang It!
What’s Your Career Level?
When I was recruiting, and even now as I work with clients on hiring salespeople, I see salespeople referring to their “career level” and getting it wrong. Mostly, it’s salespeople who call themselves “Senior Salespeople” but … Continue reading What’s Your Career Level?
Are You Focused On Your Competitors Or Your Customers?
I had an interesting conversation last week. I was talking to a prospective client and toward the end of the conversation, he said, “You should know that I’m talking to one of your competitors, too. Would … Continue reading Are You Focused On Your Competitors Or Your Customers?
“My Customers Won’t Give Me That Kind of Time!”
In my training, my writing, and my speaking, I promote and advocate a very comprehensive level of questioning of your customers. One pushback I always get is – “Come on, Troy, my customers are far too … Continue reading “My Customers Won’t Give Me That Kind of Time!”
Your Messaging and Lewis Black
Lewis Black is one of my favorite comedians. Not only are his routines hilarious, I love his “angry guy” delivery. It’s good catharsis and good laughs at the same time. Now, Lewis isn’t known for giving … Continue reading Your Messaging and Lewis Black
Are You Selling to Buyers, or Selling to Type?
You’ve probably seen the articles: “Discover the four buyer types,” or “How to determine your buyer’s buying signals,” or other information telling you that, if you just figure out which of (usually three or four) buckets … Continue reading Are You Selling to Buyers, or Selling to Type?
Is Your Messaging Strong or Weak?
When most people think of “strong messaging” or “weak messaging,” they are talking about the quality and consistency of the messaging – but what if your messaging is consistent, of quality – but positions YOU as … Continue reading Is Your Messaging Strong or Weak?
How (NOT) to Preserve A Brand
One of the more common topics of conversation, in both sales and marketing, is “branding.” Most of the time, people are talking about how to BUILD a brand. Instead of that, however, let’s talk about how … Continue reading How (NOT) to Preserve A Brand
Let’s Talk About Phone Work
One of the most basic elements of selling today is the ability to sell on the telephone. I’ve said, and continue to say, that teleprospecting is still the best, most controllable, and most predictable, means of … Continue reading Let’s Talk About Phone Work