"The Navigator" News Blog
How to Sell to Purchasing Agents
How to Sell to Purchasing Agents When I started in sales, I learned that there were such things as Purchasing Agents, and I thought this created a perfect situation for me: I want to sell stuff, … Continue reading How to Sell to Purchasing Agents
Patricia Fripp Speaks About Troy Harrison
I have been privileged to know many great speakers. One of the very best I’ve ever seen is Patricia Fripp. She’s a legend in the business – the first female president of the National Speakers’ Association … Continue reading Patricia Fripp Speaks About Troy Harrison
My Salespeople Are Great With Existing Customers but Won’t Hunt. How Do I Fix That?
Before you split the team into hunters and farmers, look at what that model actually costs. Don’t fix it by splitting the roles. The hunters and farmers sales model is the most common advice you’ll get, … Continue reading My Salespeople Are Great With Existing Customers but Won’t Hunt. How Do I Fix That?
A Great Comment From a Client!
I love getting comments from happy clients! Here’s what Johanna Ames, president of Ames Linen in Cortland, NY, had to say: “Troy Harrison played an instrumental role in helping us to develop and manage our Sales … Continue reading A Great Comment From a Client!
The Dark Side of Social Networking
I honestly don’t enjoy writing about social networking. That’s not because there aren’t lessons to be taught and learned (hence this article), but because social networking is one of those things that’s written about so much … Continue reading The Dark Side of Social Networking
How to Avoid Trashing Your Career
It’s always sad, but I see it frequently. I’ll get a resume’ from a job candidate (or one of my clients will) that has an all-too-familiar career pattern. A veteran sales professional is applying for a … Continue reading How to Avoid Trashing Your Career
Five Ways to Make Your Questioning More Effective
One of the minor ironies of my profession is that, when I’m booked to speak at trade shows and conventions, one of the most popular topics requested is “How to Give a Great Sales Presentation,” or … Continue reading Five Ways to Make Your Questioning More Effective
“The Unconventional Truths of High Performance Management” at the Outdoor Retailer Summer Market – August 8, 2014, Salt Lake City
I’m pleased to announce that I will be presenting “The Unconventional Truth of High Performance Management” at the Outdoor Retailer Summer Market, August 8, 2014, in Salt Lake City! Presentation Title and Description: The Unconventional Truths … Continue reading “The Unconventional Truths of High Performance Management” at the Outdoor Retailer Summer Market – August 8, 2014, Salt Lake City
I Was Interviewed on Motorcar Marketing
I had a fun experience a few days ago. I was interviewed for a podcast on Motorcarmarketing.com. Ashley reached out to me after reading some articles that I’d written for Dealer Marketing Magazine, the trade magazine … Continue reading I Was Interviewed on Motorcar Marketing
The Worst Cold Call Ever.
If you’re looking for a guide to “how not to do it” when it comes to cold calling, a real-life call can help. I’ve maintained for a long time that cold calling can be a good, … Continue reading The Worst Cold Call Ever.
