"The Navigator" News Blog

Sales Scripts Don’t Sell.

I see the posts all the time on LinkedIn.  “Hey, can someone give me a great script for prospecting/presenting/closing/etc.”?  Sometimes I even get asked the same question myself – and my answer is always the same.  … Continue reading Sales Scripts Don’t Sell.

Five Tips for Maximizing Video Selling

Last time out, I discussed the top trends in selling coming out of Covid-19.  If you haven’t read that one, you should read it now.  But, the #1 trend that I have identified, and that I … Continue reading Five Tips for Maximizing Video Selling

How to Make Rules For Your Sales Team

How to Make Rules For Your Sales Team This is another short clip from a Las Vegas speech a few years back.  What I said is still true – there is a three-part criteria for determining … Continue reading How to Make Rules For Your Sales Team

The Best Way to Engage Your Salespeople!

This is still THE best way to engage, retain, and build relationships with your salespeople. This was recorded live at the PPAI – Promotional Products Association International Expo in Las Vegas in 2015. It’s only two … Continue reading The Best Way to Engage Your Salespeople!

How to Onboard Salespeople in 3 Steps

How to Onboard Salespeople in 3 Steps Onboarding salespeople is one of those activities where “act in haste; repent in leisure” certainly applies.  There’s a big difference between “doing it” and “doing it right.” If you … Continue reading How to Onboard Salespeople in 3 Steps

Six Tips For Better Video Selling

As I noted in my previous article, our world is changing around us.  Will we get back to face-to-face selling?  Yes, we definitely will.  Will some of our formerly face-to-face customers (whom we are now seeing … Continue reading Six Tips For Better Video Selling

5 Sales Trends After Covid-19

5 Sales Trends After Covid-19 Experts tell us that if there is to be a recovery, it’s to be a V-shaped recovery. We are at or near the bottom of the V.  That leaves us no … Continue reading 5 Sales Trends After Covid-19

How Salespeople Can Maximize Their Time And Relationships During Covid-19

How Salespeople Can Maximize Their Time And Relationships During Covid-19 If you’re like most salespeople, you’re working as hard as you can to get a good path forward going during the Covid-19 crisis. Maybe you’re having … Continue reading How Salespeople Can Maximize Their Time And Relationships During Covid-19

12 Business Books I Recommend

12 Business Books I Recommend What’s on my Bookshelf? A  couple of days ago, I got a LinkedIn message from a friend from Switzerland.  He said he’d been watching my videos, and was trying to identify … Continue reading 12 Business Books I Recommend

Three Words That Can Produce a Bad Sales Hire

This is an oldie but a goodie.  I recorded this video six years ago, and I wanted to bring it back up.  As we emerge from the Covid19 crisis, it will definitely be an “employers’ market” … Continue reading Three Words That Can Produce a Bad Sales Hire