"The Navigator" News Blog

What Job Equity Really Means

I knew I’d asked an uncomfortable question.  I can always tell by the way the owner and the sales manager get an embarrassed look on their face, and then close the door.  The question I’d asked … Continue reading What Job Equity Really Means →

Waiting for ‘Something’

Recently, I had the opportunity to present a training program at DocuWorld in Isla de Mallorca, Spain.  It was a great experience, not the least because I learned that selling is essentially the same game the … Continue reading Waiting for ‘Something’ →

Chasing Your Fred

Well, last week we discussed how to find your “Fred,” your ideal customer.  If you haven’t read it yet, you might want to read it now = and perhaps my blog post following up on some … Continue reading Chasing Your Fred →

FIQ – Fred Inspired Questions

Wow.  I feel like Lloyd Bridges in “Airplane.”  I definitely picked the wrong week to discontinue the Hot Question in the Navigator Newsletter.  Yesterday’s article on Fred provoked quite a few questions emailed to me, and … Continue reading FIQ – Fred Inspired Questions →

Protected: My Fred

There is no excerpt because this is a protected post.

Who’s Your Freddy?

I’ve been consulting with business owners, sales managers, and training salespeople for a dozen years now.  Sometimes it’s hard for me to remember what it was like to have a job working for someone else.  But … Continue reading Who’s Your Freddy? →

To CRM….and How.

Of the questions I’m asked in my training programs, one of the easiest to answer is, “Troy, should we have a CRM program?”  My only decision is whether to answer, “Yes,” “Hell, yes,” or “Only if … Continue reading To CRM….and How. →

How to Be Accountable

A few weeks ago, you read about my flight from hell with American Airlines (and if you didn’t, read it here).  To sum up, American either delayed me by hours or stranded me on every leg … Continue reading How to Be Accountable →

Are You Defining Success Correctly?

A few weeks ago, I was engaged in a debate with someone in one of my training classes. The salesman that engaged me was a good guy, well intentioned, but like a lot of salespeople, he’d … Continue reading Are You Defining Success Correctly? →

Trust in Selling and Service

“Trust.” It’s a short word and perhaps the most important word in selling – but do you really know what it means or how it works? In my experiences, too many salespeople do not. Trust is … Continue reading Trust in Selling and Service →