"The Navigator" News Blog
Sales Isn’t a Numbers Game – It’s an Equation
“Sales is a numbers game.” You’ve heard it a thousand times. Probably said it yourself. It’s become one of those accepted truths in sales that people repeat without thinking about what it actually means. And like … Continue reading Sales Isn’t a Numbers Game – It’s an Equation
Multi-Channel Response Options Aren’t Confusion. They’re Courtesy.
I saw a post from another sales trainer yesterday that annoyed me enough to write about it. He said: “Pick one communication channel at a time. Email, voicemail, LinkedIn InMail, and text all go to the … Continue reading Multi-Channel Response Options Aren’t Confusion. They’re Courtesy.
Why Your CRM Upgrade Won’t Fix Your Sales Problem
There’s a fundamental truth about sales management that most leaders refuse to accept: The right behavior can overcome the incorrect tools, but the right tools cannot overcome the incorrect behaviors. Read that again. Let it sink … Continue reading Why Your CRM Upgrade Won’t Fix Your Sales Problem
Authentically Intelligent: Why AI Needs Human Oversight
Let me be clear from the start: I’m not anti-AI. I use it. I appreciate what it can do when deployed intelligently. I’m tech-forward and believe artificial intelligence has legitimate applications that can make businesses more … Continue reading Authentically Intelligent: Why AI Needs Human Oversight
How to Create an Effective LinkedIn Profile
Your LinkedIn profile isn’t a digital resume. It’s not a placeholder. And it’s definitely not something you can set up once and forget about – but if you’re like many of the people I talk to, … Continue reading How to Create an Effective LinkedIn Profile
“LinkedIn is for Old People” and Other Lies Salespeople Tell Themselves
“But Troy, younger people aren’t using LinkedIn. It’s perceived as something for old people.” This objection comes up almost every time the topic of LinkedIn strategy gets raised in sales meetings. It’s become the go-to excuse … Continue reading “LinkedIn is for Old People” and Other Lies Salespeople Tell Themselves
The LinkedIn Poll That Perfectly Captures Sales’ Identity Crisis
A LinkedIn poll caught attention recently with this question: “Who makes better B2B salespeople?” The options were: Former athletes – They live for competition & teamwork Theater kids – Natural performers who command attention Engineers – … Continue reading The LinkedIn Poll That Perfectly Captures Sales’ Identity Crisis
Two Prospecting Disasters in One Hour: A Masterclass in How NOT to Sell
Sometimes the universe delivers perfect teaching moments right to your doorstep. Today, within the span of one hour, I experienced two prospecting approaches that were so spectacularly awful, I had to write about them. These weren’t … Continue reading Two Prospecting Disasters in One Hour: A Masterclass in How NOT to Sell
Staying Relevant in Sales: Why That 10-Year-Old Article Matters More Than Ever
I wrote an article about staying relevant in sales about ten years ago. At the time, I thought it was pretty insightful. Looking back now, I realize I had no idea how urgent that message would … Continue reading Staying Relevant in Sales: Why That 10-Year-Old Article Matters More Than Ever
Time to Update Your Voicemail Strategy: Why Old-School Tactics Are Destroying Your Reputation
I just read a piece of sales advice that made me want to throw my phone across the room. A prominent sales author – someone with thousands of followers and multiple books – was suggesting that … Continue reading Time to Update Your Voicemail Strategy: Why Old-School Tactics Are Destroying Your Reputation
