"The Navigator" News Blog
A Word Every Salesperson Should Know
The phone rang, and the person on the other end had obviously researched me. “Hello, Mr. Harrison,” she said. “I’m the Human Resources director for ABC corporation (name eliminated to protect the innocent), and we’re interested … Continue reading A Word Every Salesperson Should Know
How Do I Build a Real Sales Culture in My Company?
How To Build A Sales Culture in Your Organization It starts at the top, because culture is set by the philosophy of management, and that’s you. Set one mission your people can actually repeat — we … Continue reading How Do I Build a Real Sales Culture in My Company?
How to Preserve the Service Relationship
I love stand-up comedy. When I travel, one of the entertainment venues I always seek out is a comedy club. Some are good, some are mediocre, and every now and then, one is truly awful – … Continue reading How to Preserve the Service Relationship
Selling Effectively At Trade Shows, Presented by Skyline Displays Heartland, November 14, 2014, Lenexa, KS
Due to popular response, I’m presenting this program again on November 14! If you missed it, you need to be there! Most companies who exhibit at trade shows don’t get the full benefit out of their … Continue reading Selling Effectively At Trade Shows, Presented by Skyline Displays Heartland, November 14, 2014, Lenexa, KS
Should My Sales Manager Also Carry a Territory?
The Toughest Role in Sales Only as a bridge. A selling sales manager makes sense when you’re growing toward a dedicated sales manager and aren’t there yet, because a dedicated manager needs somewhere between four and … Continue reading Should My Sales Manager Also Carry a Territory?
The Boy Scouts Were Right
“Be Prepared.” That’s the Boy Scout motto, and I’ve spoken about it before. So many sales are lost not because the customer doesn’t want to buy, but because the salesperson isn’t prepared to sell. Every salesperson … Continue reading The Boy Scouts Were Right
Three Ways to Maximize Your Selling Time
What’s your most precious asset as a salesperson? Most people would suggest that their most precious asset is their traits, their skills, their experience, their relationships, their customer base, or something else along those lines. Some … Continue reading Three Ways to Maximize Your Selling Time
Troy Harrison to Speak at PPAI Expo 2015!
I’m excited to announce that I have been selected to speak at the PPAI Expo in 2015, in Las Vegas! This is the biggest single event in the Promotional Products industry, and I’m looking forward to … Continue reading Troy Harrison to Speak at PPAI Expo 2015!
Troy Harrison to Present Two Programs at AIMED Fall Conference, September 30, 2014
I will be presenting TWO great programs at the AIMED Fall Conference in Chicago on September 30! I’ll be presenting a session on Power Interviewing, and one on Onboarding, both designed to help you get more … Continue reading Troy Harrison to Present Two Programs at AIMED Fall Conference, September 30, 2014
How to Deal With Buyers and Influencers
Recently, in some seminars that I’ve given, it’s become obvious to me that too many salespeople struggle with identifying “Buyers” vs. “Influencers.” That’s a huge problem. If you don’t know, or can’t tell, the buyer from … Continue reading How to Deal With Buyers and Influencers
