"The Navigator" News Blog
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?
How to Demonstrate Character as a Salesperson
What if I told you that the #1 characteristic for being a good salesperson is simply – to be a decent human being? We have opportunities to demonstrate character, or lack of character, every day in … Continue reading How to Demonstrate Character as a Salesperson
An Example of AI Gone Wrong
AI is one hell of a tool. I use it a lot myself. But I’ve also talked a lot about avoiding Chat Crap in your work, because AI can sound inauthentic, and that’s where “Good AI” … Continue reading An Example of AI Gone Wrong
How to Handle Bid Business
Recently, I was in the middle of a conversation with a business owner who has been achieving some admirable sales growth lately. He was bragging on his sales director, who, he said, had just “won a … Continue reading How to Handle Bid Business
