"The Navigator" News Blog
How to Use an AI Application to Actually Solve a Real – and Huge – Sales Problem
I got an email this week that made me sit up straight. A territory manager at a scientific equipment manufacturer read my article on aggressive transparency as a competitive weapon – you know, the one where … Continue reading How to Use an AI Application to Actually Solve a Real – and Huge – Sales Problem
Aggressive Transparency is Your Competitive Weapon – and Nobody’s Using It
There’s a phrase I’ve been using lately: “aggressive transparency.” I’m not sure anyone else is using it. Maybe I coined it. Either way, it’s a philosophy that more companies need to embrace – especially in B2B … Continue reading Aggressive Transparency is Your Competitive Weapon – and Nobody’s Using It
AI Isn’t Everything – And Ignoring It Is Just as Dumb
I had a presentation last week that didn’t go like I wanted it to. Not because the content was bad – the concepts are solid and the program works and usually helps a lot of people … Continue reading AI Isn’t Everything – And Ignoring It Is Just as Dumb
Have You Earned Your Place in the Buyer’s Journey?
It took me a long time to learn one of the hardest truths of sales: buyers don’t owe you anything. They don’t owe you their time. They don’t owe you a meeting. They don’t owe you … Continue reading Have You Earned Your Place in the Buyer’s Journey?
You Can’t Create Urgency – But You Can Discover It
“Troy, how do I get my prospect to move faster? My proposal’s been sitting on their desk for three weeks.” I hear some version of this question constantly. The deal looks good. The buyer likes you. … Continue reading You Can’t Create Urgency – But You Can Discover It
Confused Customers Don’t Buy – And Comfortable Customers Do
I’ve always said that much of my inspiration for these articles comes from my clients, and this one is an example. A client said something to me last week that grabbed my attention: “Confused customers don’t … Continue reading Confused Customers Don’t Buy – And Comfortable Customers Do
The Five Elements That Underpin All Modern Selling
I’m deep into writing a new book called “The Navigator’s Chart,” and it’s forcing me to crystallize everything I’ve learned about professional selling over thirty years into frameworks that actually help salespeople succeed in the modern … Continue reading The Five Elements That Underpin All Modern Selling
You Can’t Control the Sale – And Trying to Will Cost You Everything
I saw a LinkedIn post this morning that nearly made me spit my iced tea onto my laptop. The author was analyzing a sales call where the rep handled every objection perfectly but still lost the … Continue reading You Can’t Control the Sale – And Trying to Will Cost You Everything
The “One More” Philosophy: Why Incremental Improvement Beats Massive Change Every Time
I had a conversation last week with a salesperson who was frustrated with his results. He’d been reading sales books, listening to podcasts, and absorbing content from LinkedIn influencers. He was fired up and ready to … Continue reading The “One More” Philosophy: Why Incremental Improvement Beats Massive Change Every Time
How to Use Perplexity to Become the Most Informed Salesperson in the Room
I’ve written before about how AI is changing the B2B buying landscape. Buyers are using tools like Perplexity and Claude to research vendors before they ever take a call. They’re finding reviews, analyzing messaging, and comparing … Continue reading How to Use Perplexity to Become the Most Informed Salesperson in the Room
