"The Navigator" News Blog

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? →

Polish Your Car, Even On Sunday

We all have our passions, and as you probably know by now, one of mine is cars and motorcycles.  This weekend, I had a chance to indulge that passion by showing my ’96 Chevy Impala SS … Continue reading Polish Your Car, Even On Sunday →

For Greater Success in 2019, Have Schedule Discipline

Remember the old TV game shows, where at the end they’d have a “Lightning Round?”  In the “Lightning Round,” they’d put two contestants in an isolation booth, pepper them with questions, and whoever got the most … Continue reading For Greater Success in 2019, Have Schedule Discipline →

Stolen Credibility Kills Your Credibility

Because of what I do, I get ‘bad salesperson’ horror stories from a number of friends.  Some are just average – salespeople who don’t listen, salespeople who are too pushy, salespeople with bad manners, that kind … Continue reading Stolen Credibility Kills Your Credibility →