"The Navigator" News Blog
The Most Valuable Skill in Sales
Time for another “updating an old article” post. This article holds up well, except that it’s too short – there’s definitely more to be said about generating new business. This time I’m going to say it. … Continue reading The Most Valuable Skill in Sales
Three Interview Questions You Must Ask Salespeople
In my career, I have interviewed thousands of salespeople. Some interviews were great, some were good, and let’s be honest, some were really bad. When you do that much of anything, you tend to get pretty … Continue reading Three Interview Questions You Must Ask Salespeople
5 Signs It’s Time to Disqualify Proposals
One of the biggest time wasters in sales is a backlog of non-viable proposals clogging up a sales funnel. Salespeople tend to be the eternal optimists, thinking that “one more call” might get the deal done, … Continue reading 5 Signs It’s Time to Disqualify Proposals
Five Outdated Sales Techniques That Have Only Gotten Worse With Age
I’ve been going back lately and reviewing some of my past articles; as Jeff Foxworthy once said when listening to his old material, “There’s some good stuff in there!” Some of these articles are pretty relevant … Continue reading Five Outdated Sales Techniques That Have Only Gotten Worse With Age
Work/Life Balance – Yes, It’s Important!
One of the best ways to avoid burnout in sales is to have a good work/life balance. You have to have time to be YOU – but that also means knowing how to build your work … Continue reading Work/Life Balance – Yes, It’s Important!
Don’t Be Afraid of “Free Consulting!”
Salespeople who sell from fear, rather than from an approach of giving customers positive reasons to buy, tend to lose out. One of the most common fear-based approaches is the old “I don’t want to give … Continue reading Don’t Be Afraid of “Free Consulting!”
How to Build a Sales Process That Works.
This is actually an update of an article I wrote six years ago after missing a flight. The article is still a very pertinent tutorial on how to build a sales process. While there isn’t much … Continue reading How to Build a Sales Process That Works.
Take the 180 Day Challenge – here’s mine!
Recently I learned of the “180 Day Challenge;” which is the idea that if you do anything every day for six months, you will get exponentially better results. So, I’m taking it (my challenge is a … Continue reading Take the 180 Day Challenge – here’s mine!
How To Compete With Online Vendors
I paid $22.99 for a magazine yesterday. Not a magazine subscription; a single issue of a magazine. The magazine is called Magneto, and it is (big surprise for those who know me) a car magazine. But … Continue reading How To Compete With Online Vendors
Successful Coaching: How to Be a Better Manager
I’ll say it right up front. I love coaching. I’m very passionate about it, and the reason is that when coaching is done successfully, the coach can see the results as they happen. My first real … Continue reading Successful Coaching: How to Be a Better Manager
