"The Navigator" News Blog
What’s Your Favorite Thing About Selling?
When I recruit candidates for my clients, the title of this article is one of my favorite interview questions to ask. And it amazes me how many candidates can’t answer it. It’s simple. “What’s your favorite … Continue reading What’s Your Favorite Thing About Selling?
Comfortable Customers BUY! Sales Training Boot Camp, September 23/24, Las Vegas!
It’s clear in 2015. The old sales tactics and techniques – the manipulation, the one size fits all sales calls, the canned presentations, the donut calls – they DON’T WORK ANYMORE. What works? Understanding your customers. … Continue reading Comfortable Customers BUY! Sales Training Boot Camp, September 23/24, Las Vegas!
High Performance Sales Management Boot Camp – September 22, Las Vegas!
On September 22, 2015, at the beautiful Monte Carlo Resort and Casino on the Las Vegas Strip, I’m going to be hosting my first ever High Performance Sales Management Boot Camp! You will learn MY secrets … Continue reading High Performance Sales Management Boot Camp – September 22, Las Vegas!
What Business Are You In?
If you want to hear trite answers at a cocktail party, just ask this question: “What business are you in?” You’ll get all kinds of meaningless answers. “I’m in the insurance business. I’m in the people … Continue reading What Business Are You In?
What Price Really Means In the Selling Process
Of all the topics in sales, few are as talked-about as pricing and negotiation. Yet, with all that talk, few businesspeople are truly happy with the price points they are getting. Why? The problem is that … Continue reading What Price Really Means In the Selling Process
Are You Relevant?
I had a really powerful conversation with a friend of mine a few days ago. He’d just left his position of several years, managing a sales force selling to (through) independent distributors both small and medium … Continue reading Are You Relevant?
So, You Want to Spread Your Wings?
“Troy, I need to diversify.” It’s one of the most common comments I hear from a client, or even just someone that I’m chatting with. Everyone is looking to grow their business, and one of the … Continue reading So, You Want to Spread Your Wings?
My Nine Steps to Personal Productivity
This is an answer to a question that I get asked every now and then. “Troy, how do you get and stay productive?” I’ll be honest enough to say that my own productivity system has been … Continue reading My Nine Steps to Personal Productivity
Three Very Important Words
One of the most important three-word phrases in business is: sense of urgency. When I look over the various winners and losers I’ve seen in the business world, those three words tend to define the difference … Continue reading Three Very Important Words
Four Easy Steps to Great Customer Service
When I talk to business owners about taking good care of their customers, and about maximizing their relationships, some of them seem to think that satisfying the customer’s requirements and providing great service requires Herculean efforts … Continue reading Four Easy Steps to Great Customer Service
