"The Navigator" News Blog
What Business Am I Actually In?
Airbnb hosts just found out they’re in the hospitality business, and they hate it — a lot of owners and salespeople are making the same mistake For owners, presidents, and CEOs who think they know what … Continue reading What Business Am I Actually In?
Why Do I Lose Deals With Buyers Who Seemed Ready to Buy?
The most ready buyer now asks the fewest questions — and most reps interpret that backwards For salespeople who’ve watched a “sure thing” go cold and never understood why. This one’s about a habit you were … Continue reading Why Do I Lose Deals With Buyers Who Seemed Ready to Buy?
Is “Local and Family-Owned Since 1962” Actually a Differentiator?
Spoiler alert: it’s a fact about you, not a benefit to your buyer — and that’s the whole problem If you own or run a B2B company — an equipment dealer, a distributor, a manufacturer — … Continue reading Is “Local and Family-Owned Since 1962” Actually a Differentiator?
Do Athletes Make Good Salespeople?
Do Athletes Make Good Salespeople? Some of them, absolutely. So do plenty of people who never played anything. That’s exactly the problem with the question. Here’s the short answer: sometimes, but athletic background isn’t what makes … Continue reading Do Athletes Make Good Salespeople?
Why Are My Sales Good One Month and Terrible the Next?
The good month and the terrible month were both decided a sales cycle ago. Here’s the short answer: you prospected hard, it worked, you got busy servicing what it produced, you stopped prospecting, you closed the … Continue reading Why Are My Sales Good One Month and Terrible the Next?
How Do I Get My Whole Team Selling Like My Best Rep?
Your best rep’s process is the most valuable asset in the building, and nobody has ever written it down. Here’s the short answer: find out what your top performer actually does, because right now nobody knows … Continue reading How Do I Get My Whole Team Selling Like My Best Rep?
Why Are My Sales Results So Inconsistent From Rep to Rep?
The spread between your best rep and your worst one is usually the cost of never having built a system. Here’s the short answer: your salespeople aren’t running the same playbook, because there isn’t one. Your … Continue reading Why Are My Sales Results So Inconsistent From Rep to Rep?
Should I Hire a Salesperson Straight Out of College?
Nearly nine in ten employers say they won’t. The same survey says 98% can’t find talent. Somebody’s math isn’t mathing. Yes, you should consider it — but only if you’ve built a place to put them. … Continue reading Should I Hire a Salesperson Straight Out of College?
How Do I Manage Millennial and Gen Z Salespeople?
The management style you came up under doesn’t transfer to this team, and the reason has nothing to do with work ethic. Here’s the short answer: you manage them with structure. Clear activity expectations, a documented … Continue reading How Do I Manage Millennial and Gen Z Salespeople?
How Do I Ramp Up a Salesperson Straight Out of College?
Your onboarding program was built for someone who already knows how to hold a job. This person doesn’t. If you’ve hired a salesperson right out of school and they’re floundering, the problem usually isn’t the hire. … Continue reading How Do I Ramp Up a Salesperson Straight Out of College?
