"The Navigator" News Blog

Yesterday’s Sales Tactics vs. Today’s Buyers

Can you deal with today’s more educated buyers? The Internet can be many things to business and to salespeople; it can be the enemy (in the case of the Internet replacing salespeople), it can be a … Continue reading Yesterday’s Sales Tactics vs. Today’s Buyers →

So, You Want to Control the Customer? Too Bad.

It seems like I spend most of my time these days working on the difference between the old and the new in selling.  Yesterday was no exception.  I was speaking with a veteran salesperson and he … Continue reading So, You Want to Control the Customer? Too Bad. →

What If You DON’T Get Voice Mail?

I get asked frequently how to deal with voice mail.  Interestingly, in today’s world, it seems that some aren’t prepared to NOT get voice mail. In my Sales Training programs, I get asked frequently how to deal with voice … Continue reading What If You DON’T Get Voice Mail? →

To Tell the Truth

One of the best pieces of advice I’ve ever gotten went something like this:  “If you always tell the truth, you never have to keep your story straight.”  A candidate that I interviewed last week should … Continue reading To Tell the Truth →

Advice for salespeople over 50

I was recently interviewed for an article on the Wall Street Journal’s Digital Network; the subject was advice for salespeople over 50. 

My Column Is Now in Independent Dealer Magazine!

I’m proud to announce that Independent Dealer Magazine, a digital magazine specializing in the office products industry, has decided to start carrying my column, “Sell Like You Mean It!”  This month’s issue is now online at www.idealercentral.com.  … Continue reading My Column Is Now in Independent Dealer Magazine! →

Thoughts From the B2B Sales Expo

Lessons learned from the B2B Sales Expo Once again, the Overland Park Chamber did it up right.  A great B2B Sales Expo today.  And of course, I have been inspired.  Following are a few random thoughts … Continue reading Thoughts From the B2B Sales Expo →

Business Growth Coaching Opportunities are available for 2011!

I’ve been asked a number of times about doing long-term business coaching.  So, in response, I’ve created this coaching program .  If this sounds like you, call me ASAP!

Everyone Needs a Hobby!

Do you have a hobby?  By “hobby,” I mean something that you enjoy doing enough that it is mentally engrossing, that requires (or gets) your entire mental focus?  If not, you may be performing at less … Continue reading Everyone Needs a Hobby! →

See Ya, Zack, and the Nature of the Quit

Well, Zack has left the Royals.  What does that mean for them, and is there a meaning for the business world? Longtime readers know that one of my afflictions is that I happen to be a Kansas … Continue reading See Ya, Zack, and the Nature of the Quit →