"The Navigator" News Blog

How to Manage a Long Sales Career

This week’s Navigator is inspired by one that I wrote twelve years ago, and actually incorporates part of it.  That post was called, “When Salespeople Get Older,” and it was inspired by a true story – … Continue reading How to Manage a Long Sales Career

How to Handle the Price Objection: The One Way That Works

“Your price is too high.”  “Your competitor has a lower price than you do.”  There are many, many ways to handle this objection.  All of them – except one – are LAME.  They cost you money, … Continue reading How to Handle the Price Objection: The One Way That Works

The Tech-Savvy Myth: Don’t Let Excuses Kill Your Sales Success

Today, I want to address a pressing issue that’s been eating at me for far too long. It’s time to debunk the excuse of salespeople who claim they aren’t “tech-savvy” and turn up the heat on … Continue reading The Tech-Savvy Myth: Don’t Let Excuses Kill Your Sales Success

The Art of Giving: Why “Free Consulting” Can Lead to Profitable Relationships

A few weeks ago, I attended a Webinar for speakers. The topic was on how to generate more customer inquiries and “back of the room” sales from presentations and Webinars.  Well, I had my Webinar coming … Continue reading The Art of Giving: Why “Free Consulting” Can Lead to Profitable Relationships

How to Navigate the Buyer’s Journey

For a while, I’ve been talking about how “sales processes” are outdated, and that the important issue in sales now is to understand and navigate the Buyer’s Journey.  In fact, it’s a big focal point of … Continue reading How to Navigate the Buyer’s Journey

R.I.P. Secrets: Welcome to the Age of Sales Transparency

I’m here to break some news that might make you shift uncomfortably in your seats: the era of sales secrets is dead and buried. Yep, that’s what I said. In this age of technology and unlimited … Continue reading R.I.P. Secrets: Welcome to the Age of Sales Transparency

Why Doesn’t Cold Calling Work Anymore?

I’ve been thinking a lot about the future of selling.  Last week, I defined the four trends that I believe will drive sales into the rest of the 21st century, and I’m even hosting a Webinar … Continue reading Why Doesn’t Cold Calling Work Anymore?

The Top Four Trends That Will Drive Sales Into the Future

Sometimes, you have to stop, take a look around, and take stock of where you have been and where you are going.  For me, that time is right now.  Don’t worry; I’m still the Sales Navigator.  … Continue reading The Top Four Trends That Will Drive Sales Into the Future

How NOT to Handle it When the Customer Says NO – #nocustomerever Navigation Chart

Proposing and closing is a high-stress moment in selling.  I’ve been there and I understand.  If you’re not just a little amped up when you put a proposal forth, you may need to check your commitment … Continue reading How NOT to Handle it When the Customer Says NO – #nocustomerever Navigation Chart

How To Sell To Younger Buyers – The Four C’s

There’s a youth movement afoot, and if you’re not on board with how to sell to younger buyers, you’re going to get run over by it. Purchasing power and corporate leadership is shifting.  Most of the … Continue reading How To Sell To Younger Buyers – The Four C’s