"The Navigator" News Blog

The First Time is the Toughest

I just finished a welding project in my garage. A charity needed nine rolling stands for displays, and they were fairly easy to design, build and assemble. I still like doing things like this – working … Continue reading The First Time is the Toughest →

Can Bitcoin Be a Selling Point?

Throughout 2017, anyone paying attention to financial markets has had to recognize that cryptocurrency carries some weight as a commodity. Specifically, Bitcoin soared the way only its staunchest advocates had ever predicted, rising from just under … Continue reading Can Bitcoin Be a Selling Point? →

Prospecting: The Who, What, and Why

Prospecting.  Nearly all salespeople have to do it.  Few are good at it.  Fewer still like it.  It’s a conundrum, isn’t it?  In training salespeople from all around the world, I’ve found that prospecting – in … Continue reading Prospecting: The Who, What, and Why →

What Can You Really Control?

I had a little lesson in “Control” recently.  I was on a flight that left Kansas City at Noon on a Thursday, bound for Chicago.  I was speaking at 9:30 the following morning in Chicago, so … Continue reading What Can You Really Control? →

The Buying Process In Action

For thirteen years, I’ve been explaining that the customer’s buying process is far more important than any “sales process” we might create – and that, if we’re to be successful, our sales process absolutely must harmonize … Continue reading The Buying Process In Action →

Is LinkedIn Losing its Usefulness?

Better level of Relationship Marketing I’ve talked a lot about the evolution of sales over the last 10-15 years.  One of the causes of the evolution is, of course, social media.  What is interesting to me … Continue reading Is LinkedIn Losing its Usefulness? →

Conceptual Selling: Why Not?

Over the past few weeks, we’ve discussed the evolution of selling, from transactional to relationship to conceptual.  We discussed the ‘whys’ of the evolution of selling, and I admitted that, to be 100% truthful, few of … Continue reading Conceptual Selling: Why Not? →

Are You Tech Savvy or Tech Handicapped?

In the last couple of weeks, I’ve done a technology reboot.  I’ll be the first to admit that I’m not a ‘tech guy,’ by any means.  Hence, when I made my two laptop purchases, I felt … Continue reading Are You Tech Savvy or Tech Handicapped? →

The Evolution of Selling: Why?

Last time out, I covered what I saw as the “evolution of selling.”  As I see it, professional selling has moved through three significant phases in recent history:  First, there was transactional selling, where the object … Continue reading The Evolution of Selling: Why? →

The Evolution of Selling

A few weeks ago, I wrote about what I called “the escalation of needs,” in which I described the change I’m seeing in selling. Today’s salesperson must work at a higher level, be more savvy, and … Continue reading The Evolution of Selling →