"The Navigator" News Blog

When the Gatekeeper Lives

I’ve said for years that the ancient sales art of ‘schmoozing the gatekeeper’ is dead.  D-E-A-D, as in doornail.  And yet, I had a conversation the other day that reminded me that it is not, and … Continue reading When the Gatekeeper Lives

A Word Every Salesperson Should Know and Use

It happens nearly every seminar that I do.  During the question and answer session, a salesperson – many times a very good one – describes a situation where the customer is putting them through the proverbial … Continue reading A Word Every Salesperson Should Know and Use

What’s Your Self-Talk?

Today, I saw an interesting meme on Facebook.  Most Facebook memes are, of course, meaningless at worst and semi-humorous at best.  This one was pretty good, though.  It said, “You talk to yourself more than anyone … Continue reading What’s Your Self-Talk?

The Three Components of a Successful Relationship

We can see it all around us, every day.  Good relationships gone bad – whether personal, professional, networking, even romantic.  And many times, the people involved don’t know why.  Right now, you’re thinking, “Wait a minute, … Continue reading The Three Components of a Successful Relationship

Drumming Up Business?

This weekend, I was in a small town called Dewey, in Oklahoma, for a car show.  The show, if you’re interested, was called the Stray Kat 500 (it was put on by a club called the … Continue reading Drumming Up Business?

It’s Delta’s Turn.

Well, apparently airline management doesn’t consume news.  If they did, they’d know and understand that, right now, screwing over their paying customers is a VERY BAD IDEA.  Now it’s Delta’s turn.  They kicked a family of … Continue reading It’s Delta’s Turn.

How To Resolve a Customer Conflict

Recently, customer conflicts have been in the news, thanks to United Airlines.  UA has exhibited some textbook examples of how NOT to handle a customer conflict (including not starting one), but UA, along with all airlines, … Continue reading How To Resolve a Customer Conflict

“How to Build a High Growth Sales Force!” – Wichita, KS, July 19

The World of Selling is Changing All Around Us.  Is Your Team Ready? Our profession is changing more rapidly now than at any time in history, and those who can’t change are falling behind. The fact … Continue reading “How to Build a High Growth Sales Force!” – Wichita, KS, July 19

Troy Harrison Returns to DocuWorld Americas in Orlando, May 17-18!

One of my favorite conferences every years is DocuWorld, put on by DocuWare, the leaders in document imaging technology.  For the fifth time (three at DocuWorld Americas, two at DocuWorld Europe), I’ve been selected to present … Continue reading Troy Harrison Returns to DocuWorld Americas in Orlando, May 17-18!

Troy Harrison to Present Two Programs at AIMED National Convention!

I’m excited to announce that I will be presenting not one, but TWO programs, at the AIMED (American Institute of Mailing Equipment Dealers) National Convention in Kansas City, April 20.  At 8:30 AM, I’ll be presenting … Continue reading Troy Harrison to Present Two Programs at AIMED National Convention!