"The Navigator" News Blog
How To Build a Sales Culture
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
How to Convert a Buyer Into a Non-Buyer
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
Defeating the Post Thanksgiving Hangover
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
The First Time is the Toughest
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
Can Bitcoin Be a Selling Point?
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: The Who, What, and Why
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
What Can You Really Control?
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?
The Buying Process In Action
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
Is LinkedIn Losing its Usefulness?
Better level of Relationship Marketing 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 … Continue reading Is LinkedIn Losing its Usefulness?
Conceptual Selling: Why Not?
Over the past few weeks, we’ve discussed the evolution of selling, from transactional to relationship to conceptual. We discussed the ‘whys’ of the evolution of selling, and I admitted that, to be 100% truthful, few of … Continue reading Conceptual Selling: Why Not?
