"The Navigator" News Blog
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
What’s the Difference Between B2B and B2C Selling?
Since I started my business nearly 20 years ago (not kidding – my 20th anniversary is on September 1, please feel free to send me car stuff), I’ve specialized in Business-to-Business (B2B) selling. I’ve only had … Continue reading What’s the Difference Between B2B and B2C Selling?
How to Align Your Sales Team’s Actions With Your Goals
It’s a common maxim that, in business and in sales, we get what we ask for. That’s not true, at least normally. The truth is that we get what we work for. I’m not talking about … Continue reading How to Align Your Sales Team’s Actions With Your Goals
How to Refine Your Sales Pitch
A couple of months ago, I attended a conference for sales leaders in Las Vegas, and it was like a trip back in time. One of the main topics – both in terms of the speakers … Continue reading How to Refine Your Sales Pitch
How to Sell To Younger Buyers – Or, How to Close the Generation Gap in Selling
Yesterday, I was at lunch at a popular local restaurant, and I observed a classic example of how salespeople can sell to younger buyers – or, more properly, how NOT to do it. I observed two … Continue reading How to Sell To Younger Buyers – Or, How to Close the Generation Gap in Selling
How Salespeople Can Be Profit Centers
What if I told you that you were your own profit center? I’ve said many times before that salespeople can, and should, be a self-contained profit generation machine. Salespeople who create profit for their employees and … Continue reading How Salespeople Can Be Profit Centers
How to Ask Great Sales Questions
A few weeks ago, I attended a sales conference in Las Vegas that was a real eye-opener. Not because I saw revolutionary stuff (other than an AI app that I’m continuing to research), but because what … Continue reading How to Ask Great Sales Questions
How to Close a Sale – When Timing is (Almost) Everything
I’m constantly asked, “Troy, can you teach my salespeople how to close a sale?” My answer is, “Sure. It can take either 10 minutes or two days, depending on what you’re looking for.” What I mean … Continue reading How to Close a Sale – When Timing is (Almost) Everything
