"The Navigator" News Blog
How is the “Amazon Effect” Impacting B2B Selling?
You’ve probably heard of the “Amazon effect.” In fact, you’ve probably read my articles that mention it. Essentially, the “Amazon effect” refers to the way that Amazon’s business model, supply chain, and shipping capabilities have changed … Continue reading How is the “Amazon Effect” Impacting B2B Selling?
People Buy From People They Like – Right?
I’m going to give you a quick peek behind the curtain of sales training. Here’s what (smart) sales trainers do: They attempt to predict buyer behavior patterns, and then create techniques designed to work with those … Continue reading People Buy From People They Like – Right?
Is Sales Negotiation Obsolete?
I had an epiphany yesterday. I was doing a program for a Vistage group in Omaha, Nebraska (one of my favorite places to visit). We were discussing sales compensation in the hiring process, and one of … Continue reading Is Sales Negotiation Obsolete?
How To Have a Successful Training Session
Lately, it’s seemed fashionable for a lot of sales trainers to write articles about “why sales training doesn’t work,” which of course allows them to slyly inject why THEIR sales training is the only sales training … Continue reading How To Have a Successful Training Session
How to Build a Relationship Foundation in 30 Minutes
Recently, while perusing discussions on my LinkedIn groups, I saw a statement that can only be described as a doozy: another sales trainer posted, “I can teach you to build a relationship, based on trust, that … Continue reading How to Build a Relationship Foundation in 30 Minutes
Why Sales Ethics Matter More Now Than Ever
“Well, you know how salespeople are.” That casual dismissal of unethical behavior makes my blood boil, and if you’re a professional salesperson, it should make yours boil too. Recently, one of my clients shared a story … Continue reading Why Sales Ethics Matter More Now Than Ever
Mastering the Marathon: Strategies for Managing Long Sales Cycles
Have you ever run a marathon? Yeah, me neither. But when it comes to sales, I’ve run a number of them – the long sales cycle. In our profession, we love quick win – that satisfying … Continue reading Mastering the Marathon: Strategies for Managing Long Sales Cycles
How to Recognize and Reinvigorate “Legacy Performers” in Sales
Nothing stays the same, and that includes sales. After all, I’ve been writing and making videos for the past two years on how much our profession is changing. But I get it – change is hard. … Continue reading How to Recognize and Reinvigorate “Legacy Performers” in Sales
Success With Younger Buyers Means Flipping the Script.
I’ve been in sales quite a while. And when I started in sales, the rule I was taught was that “People buy from people they like; get to know about their kids and their hobbies, and … Continue reading Success With Younger Buyers Means Flipping the Script.
When Will AI Replace Salespeople?
Are you getting sick of me talking about AI yet? Too bad. I wrote my first article about AI and its impact on sales a year and a half ago, and if there’s ever been a … Continue reading When Will AI Replace Salespeople?
