"The Navigator" News Blog
Help! I Just Got My First Sales Job. What Now?
Congratulations! You’ve landed your first professional sales job. You’re excited, motivated, and ready to crush it. You’re also probably terrified because you have no idea what you’re doing. Welcome to the club. Every successful salesperson started … Continue reading Help! I Just Got My First Sales Job. What Now?
The “Rep-Free Sales Experience” Buyers Say They Want Is Making Them Miserable
There’s a religion spreading through the B2B sales world, and like most religions, it’s built on faith rather than evidence. I’m hearing this preached more and more: “Buyers don’t want to talk to salespeople. Get out … Continue reading The “Rep-Free Sales Experience” Buyers Say They Want Is Making Them Miserable
Are Your Sales Calls Important? (And How Would Your Customers Know?)
I had a video call with a vendor last week, and within the first 30 seconds, I knew this wasn’t going to go well. The salesperson was sitting in what appeared to be his hotel room, … Continue reading Are Your Sales Calls Important? (And How Would Your Customers Know?)
Every Sales Call Needs an Objective – Or You’re Wasting Everyone’s Time
I was reviewing a salesperson’s weekly activity report recently, and something caught my eye. He’d logged eight customer meetings for the week. Impressive number, right? So I asked him what he’d accomplished in those meetings. His … Continue reading Every Sales Call Needs an Objective – Or You’re Wasting Everyone’s Time
Sales Predictions for 2026: Adaptation is Non-Negotiable
It’s January 2, 2026, and if you’re a salesperson or sales manager reading this, I have good news and bad news. The bad news? The rapid changes reshaping our profession aren’t slowing down. They’re accelerating. The … Continue reading Sales Predictions for 2026: Adaptation is Non-Negotiable
5 Outdated Sales Techniques That Kill Your Credibility with Modern Buyers
I was listening in on sales calls with a distributor of high-performance auto parts, along with their Inside Sales Manager. A customer had called asking about a particular engine wiring harness. The salesperson explained that yes, … Continue reading 5 Outdated Sales Techniques That Kill Your Credibility with Modern Buyers
The Objection Phase: Why You’re Fighting Battles You Already Lost
An objection is when a customer states a problem with your offering or asks a question that creates a clear barrier to the sale. Essentially, they’re saying “No” or “No, because.” And by the time they … Continue reading The Objection Phase: Why You’re Fighting Battles You Already Lost
Sales Isn’t a Numbers Game – It’s an Equation
“Sales is a numbers game.” You’ve heard it a thousand times. Probably said it yourself. It’s become one of those accepted truths in sales that people repeat without thinking about what it actually means. And like … Continue reading Sales Isn’t a Numbers Game – It’s an Equation
Multi-Channel Response Options Aren’t Confusion. They’re Courtesy.
I saw a post from another sales trainer yesterday that annoyed me enough to write about it. He said: “Pick one communication channel at a time. Email, voicemail, LinkedIn InMail, and text all go to the … Continue reading Multi-Channel Response Options Aren’t Confusion. They’re Courtesy.
Why Your CRM Upgrade Won’t Fix Your Sales Problem
There’s a fundamental truth about sales management that most leaders refuse to accept: The right behavior can overcome the incorrect tools, but the right tools cannot overcome the incorrect behaviors. Read that again. Let it sink … Continue reading Why Your CRM Upgrade Won’t Fix Your Sales Problem
