"The Navigator" News Blog
“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
How to Find the Decision Maker
One of the questions I always get, in nearly any sales seminar or training program (whether the subject matter is related or not), is, “Troy, how do I find the decision maker?” This is one of … Continue reading How to Find the Decision Maker
Three Steps To Improving Your Customer Service
Sometimes, it’s the simplest things that can change a customer’s experience for the better or for the worse. I had an example of this a couple of days ago. A couple of months ago, I bought … Continue reading Three Steps To Improving Your Customer Service
Gawrsh, We’ve Got Great Service!
Every day, salespeople commit suicide – or at least, professional suicide. The scenario goes something like this: Skeptical Customer: “So, why should I buy from you? We’ve been buying from (company X) for years. Earnest Salesperson … Continue reading Gawrsh, We’ve Got Great Service!
What Your Customers Really Want From You
It always amazes me when I talk to salespeople about their own stories of dealing with other salespeople as customers. The stories are fun because salespeople, when they are on the buying side, can spot and … Continue reading What Your Customers Really Want From You
People Buy From Winners!
“Hello, I’m XXXXXX with XXXXXX company. I do XXXXXXX. We’re not experts in this field, and I don’t know if anyone is.” So started an Infomercial that I heard at a recent speed networking event. (The … Continue reading People Buy From Winners!
Are You Doing What is Urgent, Important, or Valuable?
What if I told you that most sales forces underperform? And when I say “underperform,” I mean anything from “doesn’t quite achieve its potential” to “complete and utter waste of time and money.” Maybe your sales … Continue reading Are You Doing What is Urgent, Important, or Valuable?
How To Write a Sales Letter
One question I get asked a lot is, “Troy, is there still a role for direct mail communication in sales?” My answer is “Yes.” First, however, I want to make one very important point: The very … Continue reading How To Write a Sales Letter
