"The Navigator" News Blog
Lessons From a Bad Salesperson
I’ve always said that it’s possible to learn from sales fails as it is from sales successes. If you’re anything like me, you’re constantly doing postmortems on past sales calls, both winners and losers. What salesperson … Continue reading Lessons From a Bad Salesperson
Names – To Drop or Not To Drop?
One of the topics I’m frequently asked about revolves around the topic of name dropping. This happened last week with a fairly new salesperson who happens to be a good friend. She had, she said, received … Continue reading Names – To Drop or Not To Drop?
What Does It Mean to ‘Invest In Yourself?’
I’ve talked a lot in this space about salespeople and their tendency to not invest in themselves and their own productivity. I’m constantly amazed at the fact that, despite sales being one of the highest-paid professions, … Continue reading What Does It Mean to ‘Invest In Yourself?’
How To Use Social Media in Prospecting
Is there any part of selling that’s more talked about these days – or less understood – than social media? Ever since Linkedin came on the scene, various trainers, consultants, and other assorted “experts” have been … Continue reading How To Use Social Media in Prospecting
Credibility – Your Stock in Trade
Recently, the news media, and even some of our government officials, have been agog about what they call “Fake News.” In the current, working definition, “Fake News” is a story that has no basis in reality, … Continue reading Credibility – Your Stock in Trade
2017: Making the Decisions that Matter
What will your 2017 look like? Right now, I’m willing to bet that everyone reading this has projected that 2017 will be your best year ever. Me too. I’m also willing to bet that by April … Continue reading 2017: Making the Decisions that Matter
Opportunity – a Non Renewable Resource
Back in 2011, as I was still trying to figure out this business of speaking at a national level, I came across a live program that promised to help me figure it out. It was called … Continue reading Opportunity – a Non Renewable Resource
“Untrainable” is a Decision
Recently, I participated in a panel discussion at a convention where I heard the most amazing statement I’ve ever heard at one of these events. A fellow panelist looked at the audience and said, “What you … Continue reading “Untrainable” is a Decision
How to Be Disruptive
Business magazines, books, and articles use the word ‘disruptive’ quite a bit to describe an ultimate goal – the domination of an industry or the building of a virtually competition-proof customer base. It’s an admirable goal … Continue reading How to Be Disruptive
Seven Core Competencies of Today’s Sales Manager
Seven Core Competencies of Today’s Sales Manager Many years ago when I was a salesman, one of my greatest ambitions was to become a Sales Manager. I figured that I’d love the job. You’ve heard the … Continue reading Seven Core Competencies of Today’s Sales Manager
