"The Navigator" News Blog

Can Bitcoin Be a Selling Point?

Throughout 2017, anyone paying attention to financial markets has had to recognize that cryptocurrency carries some weight as a commodity. Specifically, Bitcoin soared the way only its staunchest advocates had ever predicted, rising from just under … Continue reading Can Bitcoin Be a Selling Point?

Prospecting: The Who, What, and Why

Prospecting.  Nearly all salespeople have to do it.  Few are good at it.  Fewer still like it.  It’s a conundrum, isn’t it?  In training salespeople from all around the world, I’ve found that prospecting – in … Continue reading Prospecting: The Who, What, and Why

What Can You Really Control?

I had a little lesson in “Control” recently.  I was on a flight that left Kansas City at Noon on a Thursday, bound for Chicago.  I was speaking at 9:30 the following morning in Chicago, so … Continue reading What Can You Really Control?

The Buying Process In Action

For thirteen years, I’ve been explaining that the customer’s buying process is far more important than any “sales process” we might create – and that, if we’re to be successful, our sales process absolutely must harmonize … Continue reading The Buying Process In Action

Is LinkedIn Losing its Usefulness?

I’ve talked a lot about the evolution of sales over the last 10-15 years.  One of the causes of the evolution is, of course, social media.  What is interesting to me is that social media itself … Continue reading Is LinkedIn Losing its Usefulness?

Conceptual Selling: Why Not?

Over the past few weeks, we’ve discussed the evolution of selling, from transactional to relationship to conceptual.  We discussed the ‘whys’ of the evolution of selling, and I admitted that, to be 100% truthful, few of … Continue reading Conceptual Selling: Why Not?

Are You Tech Savvy or Tech Handicapped?

In the last couple of weeks, I’ve done a technology reboot.  I’ll be the first to admit that I’m not a ‘tech guy,’ by any means.  Hence, when I made my two laptop purchases, I felt … Continue reading Are You Tech Savvy or Tech Handicapped?

The Evolution of Selling: Why?

Last time out, I covered what I saw as the “evolution of selling.”  As I see it, professional selling has moved through three significant phases in recent history:  First, there was transactional selling, where the object … Continue reading The Evolution of Selling: Why?

The Evolution of Selling

A few weeks ago, I wrote about what I called “the escalation of needs,” in which I described the change I’m seeing in selling. Today’s salesperson must work at a higher level, be more savvy, and … Continue reading The Evolution of Selling

“Impact From the Start” – Presenting at the KICA Annual Alumni Advancement and Marketing Conference

Here’s one I’m really excited about because it’s going to be a different step for me.  On July 18, in Wichita, KS, I’m presenting “Impact From the Start – Sales Techniques for the First Time Advancement … Continue reading “Impact From the Start” – Presenting at the KICA Annual Alumni Advancement and Marketing Conference