"The Navigator" News Blog
Success in Selling is Intentional
I had an interesting moment a few weeks ago. I had just done a training program with a client’s sales team. A few days later, the sales manager reached out to me because one of his … Continue reading Success in Selling is Intentional
Your Biggest Obstacles are Your Own Assumptions!
I’m writing this as I am attending a conference in Las Vegas. This is a conference that has drawn a lot of coaches, consultants, and yes – sales trainers. One of them sat down next to … Continue reading Your Biggest Obstacles are Your Own Assumptions!
What If You Forgot Everything You Knew About Sales?
Last weekend, we had a run of storms in Kansas City, and the power at my house went out. That happens. What’s not normal is that the power stayed out for over two days – and … Continue reading What If You Forgot Everything You Knew About Sales?
How to Have a Productive Video Sales Call
Full disclosure here: I originally decided to do a demo on how to use AI to create authentic social media posts, and I had Claude create a LinkedIn post on Zoom etiquette. You can watch that … Continue reading How to Have a Productive Video Sales Call
How Salespeople Can Become Better Writers.
A couple of days ago, I was meeting with a long time client named Scott Hanna. He is the President of E3 XPS, a company that focuses on trade show exhibits and commercial spaces. He said … Continue reading How Salespeople Can Become Better Writers.
Which Sales Skill Should You Focus On Improving?
I’ve had some interesting conversations lately with business owners and sales leaders who know that something is wrong. They just don’t know what. They haven’t kept their sales teams abreast of the way that selling is … Continue reading Which Sales Skill Should You Focus On Improving?
How to Gain Trust With Customers
In a conversation a few weeks ago, I heard a phrase that, frankly, I was hoping had made it to the dumpster of old sales philosophies. There is an antiquated mentality in sales that says “Buyers … Continue reading How to Gain Trust With Customers
You Can’t Always Get What You Want…But In Sales, You’d Better Ask!
Sometimes, the key to success in selling is to get back to basics. I’ve talked a lot in the last few years about how the balance of power has shifted firmly towards empowered buyers. With more … Continue reading You Can’t Always Get What You Want…But In Sales, You’d Better Ask!
Sales and Marketing: The Marriage Whose Time Has Come
Note: This article is a collaboration between myself and Stephanie Smith of The Grind Marketing. I’ve asked Stephanie to collaborate with me because I want my readers to be on the cutting edge – and these … Continue reading Sales and Marketing: The Marriage Whose Time Has Come
“I’m Not a Salesperson,” and Other Lies You Tell Yourself
If there’s anything that is guaranteed to drive me up a wall, it’s when salespeople refuse to call themselves salespeople. In fact, when someone is selling to me and they say, “I’m not a salesperson,” I … Continue reading “I’m Not a Salesperson,” and Other Lies You Tell Yourself
