"The Navigator" News Blog
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
What Job Equity Really Means
I knew I’d asked an uncomfortable question. I can always tell by the way the owner and the sales manager get an embarrassed look on their face, and then close the door. The question I’d asked … Continue reading What Job Equity Really Means
Waiting for ‘Something’
Recently, I had the opportunity to present a training program at DocuWorld in Isla de Mallorca, Spain. It was a great experience, not the least because I learned that selling is essentially the same game the … Continue reading Waiting for ‘Something’
Chasing Your Fred
Well, last week we discussed how to find your “Fred,” your ideal customer. If you haven’t read it yet, you might want to read it now = and perhaps my blog post following up on some … Continue reading Chasing Your Fred
FIQ – Fred Inspired Questions
Wow. I feel like Lloyd Bridges in “Airplane.” I definitely picked the wrong week to discontinue the Hot Question in the Navigator Newsletter. Yesterday’s article on Fred provoked quite a few questions emailed to me, and … Continue reading FIQ – Fred Inspired Questions
Protected: My Fred
There is no excerpt because this is a protected post.
Who’s Your Freddy?
I’ve been consulting with business owners, sales managers, and training salespeople for a dozen years now. Sometimes it’s hard for me to remember what it was like to have a job working for someone else. But … Continue reading Who’s Your Freddy?
To CRM….and How.
Of the questions I’m asked in my training programs, one of the easiest to answer is, “Troy, should we have a CRM program?” My only decision is whether to answer, “Yes,” “Hell, yes,” or “Only if … Continue reading To CRM….and How.
How to Be Accountable
A few weeks ago, you read about my flight from hell with American Airlines (and if you didn’t, read it here). To sum up, American either delayed me by hours or stranded me on every leg … Continue reading How to Be Accountable
Are You Defining Success Correctly?
A few weeks ago, I was engaged in a debate with someone in one of my training classes. The salesman that engaged me was a good guy, well intentioned, but like a lot of salespeople, he’d … Continue reading Are You Defining Success Correctly?
