"The Navigator" News Blog

Do Your Customers Like Your Business Model?

“Do your customers like your business model?” is the most important question of 2024.  It’s always been the most important question, really, but too many business owners ignore it.  The reality is that many companies – … Continue reading Do Your Customers Like Your Business Model?

Sales Forecast for 2024

Right now, most companies have already developed their sales forecast for 2024.  Many of them will be fatally flawed, because they only take into account changes in their own marketplace and offerings, but not changes in … Continue reading Sales Forecast for 2024

How to Update Your Hiring Techniques to Attract Younger Sales Talent

The sales profession is changing, and unfortunately, it’s graying.  Statistics show that the average age of a professional salesperson now is 47.1 years old.  Fifteen years ago, that number was 42.  That means that our profession … Continue reading How to Update Your Hiring Techniques to Attract Younger Sales Talent

Four Ways to Improve Your Sales Communications

My friend and speaking coach, Patricia Fripp, has a phrase that I love.  She likes to say, “Specificity brings memorability.”  She’s right – and she’s getting more and more right every day.  What she means is … Continue reading Four Ways to Improve Your Sales Communications

How to Build a Sales Culture in Your Organization

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 in Your Organization

How to Overcome Cold Call Reluctance

Apparently, the old “How to overcome cold call reluctance” techniques are making their rounds again.  I’ve gotten three webinar solicitations in the last two weeks for webinars like these, and looking at the outlines, it’s the … Continue reading How to Overcome Cold Call Reluctance

How to Easily Spot AI Blog Posts – And How to Use AI Properly

Hey there, savvy sales champs! Ever thought about having a secret weapon that boosts your sales game? Enter ChatGPT, your new best buddy in the sales world. It’s like having a Jedi master of conversation on … Continue reading How to Easily Spot AI Blog Posts – And How to Use AI Properly

How to Navigate the Non-Buyer’s Journey

I’ve been writing about how to Navigate the Buyer’s Journey for months now (and if you don’t know what the Buyer’s Journey is, read this article now before moving on, or watch my Webinar on this … Continue reading How to Navigate the Non-Buyer’s Journey

Why Not? Four Innovative Ways to Prospect

Are you getting tired of me telling you that sales is changing?  Too bad.  I’m going to do it again.  Sales is changing.  That doesn’t mean that you have to throw out all of your old … Continue reading Why Not? Four Innovative Ways to Prospect

What if Your Prospect Says, “I Just Want a Price?”

It’s an all too common phenomenon.  A fresh lead calls in and declares, “I just want a price.” These prospective customers have often conducted extensive research on their own, formed a clear idea of what they … Continue reading What if Your Prospect Says, “I Just Want a Price?”