"The Navigator" News Blog
A month ago, I did a workshop on networking at a trade show on the East Coast. This program typically gets rave reviews. It’s about NETWORKING – the process of meeting people, forming relationships, and converting … Continue reading Is Live Networking Dying?
In my years of experience in working with (and for) companies large and small, I have discovered that there is a common element to the most successful businesses. The most successful companies have a sales culture. … Continue reading How To Build a Sales Culture
If there’s any common ‘stress factor’ in selling, it’s the process of finding prospects and converting them into buyers. Think about that for a moment – we do some form of ‘cold prospecting’ to generate an … Continue reading How to Convert a Buyer Into a Non-Buyer
We’re all familiar with the post-Thanksgiving hangover, aren’t we? No, I’m not talking about the Tryptophan-influenced food coma. Nor am I talking about the effect that my late dad’s Thanksgiving punch left the next morning – … Continue reading Defeating the Post Thanksgiving Hangover
I just finished a welding project in my garage. A charity needed nine rolling stands for displays, and they were fairly easy to design, build and assemble. I still like doing things like this – working … Continue reading The First Time is the Toughest
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. 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
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?
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
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?