"The Navigator" News Blog
Are You Focused On Your Competitors Or Your Customers?
I had an interesting conversation last week. I was talking to a prospective client and toward the end of the conversation, he said, “You should know that I’m talking to one of your competitors, too. Would … Continue reading Are You Focused On Your Competitors Or Your Customers?
“My Customers Won’t Give Me That Kind of Time!”
In my training, my writing, and my speaking, I promote and advocate a very comprehensive level of questioning of your customers. One pushback I always get is – “Come on, Troy, my customers are far too … Continue reading “My Customers Won’t Give Me That Kind of Time!”
Your Messaging and Lewis Black
Lewis Black is one of my favorite comedians. Not only are his routines hilarious, I love his “angry guy” delivery. It’s good catharsis and good laughs at the same time. Now, Lewis isn’t known for giving … Continue reading Your Messaging and Lewis Black
Sell to the Buyer, not their type
You’ve probably seen the articles: “Discover the four buyer types,” or “How to determine your buyer’s buying signals”. Or if you just figure out which bucket your customer falls into, you have the road map to … Continue reading Sell to the Buyer, not their type
Is Your Messaging Strong or Weak?
When most people think of “strong messaging” or “weak messaging,” they are talking about the quality and consistency of the messaging. But what if your messaging is consistent with quality and positions YOU as weak? What … Continue reading Is Your Messaging Strong or Weak?
How (NOT) to Preserve A Brand
One of the more common topics of conversation, in both sales and marketing, is “branding.” Most of the time, people are talking about how to BUILD a brand. Instead of that, let’s talk about how to … Continue reading How (NOT) to Preserve A Brand
Let’s Talk About Phone Work
One of the most basic elements of selling today is the ability to sell on the telephone. I’ve said, and continue to say, that teleprospecting is still the best, most controllable, and most predictable, means of … Continue reading Let’s Talk About Phone Work
Attend “Smart Hiring!” August 7, 2019, Lenexa, KS
ONE MORNINGTHREE GREAT PROGRAMSTHREE WORLD CLASS PRESENTERSALL TO HELP YOU SOLVE ONE OF THE BIGGEST CHALLENGES OF TODAY – HIRING THE RIGHT PEOPLE! SMART HIRING – GET THE RIGHT PEOPLE FOR YOUR COMPANY! HOSTED BY SKYLINE … Continue reading Attend “Smart Hiring!” August 7, 2019, Lenexa, KS
Sometimes You Have to Step Away
I have a theory, and it is that single-interest people rarely are the best at solving problems; to stay sane and be at your mental best, you need a distraction. I had an example of this … Continue reading Sometimes You Have to Step Away
Are You Using 20th Century Tactics in 21st Century Sales?
I like to listen to audio books when I take road trips. Well, heck, let’s be honest – I usually START them on road trips and finish them while driving around town. Recently, I’ve been listening … Continue reading Are You Using 20th Century Tactics in 21st Century Sales?
