"The Navigator" News Blog
The Worst Cold Call Ever.
If you’re looking for a guide to “how not to do it” when it comes to cold calling, a real-life call can help. I’ve maintained for a long time that cold calling can be a good, … Continue reading The Worst Cold Call Ever.
“Sales is the Solution” at the Lee’s Summit (MO) Chamber of Commerce – July 1, 2014
Tuesday, July 1, 3:30 PM – 4:30 PM The environment for professional salespeople has changed more in the last 10 years than in the previous 100. Today’s Internet-driven information society has produced a more educated, savvy customer … Continue reading “Sales is the Solution” at the Lee’s Summit (MO) Chamber of Commerce – July 1, 2014
New Video: Three Characteristics of Great Sales Presentations
In this clip, recorded live at the DocuWorld conference in Las Vegas, I explain the three most important characteristics of a winning sales presentation.
Three Places Good Sales Go to Die
Do your sales die an early death? Here’s how to avoid it. With Memorial Day Weekend upon us, it’s time not only to grill burgers, go to sporting events, and open up the swimming pools, it’s … Continue reading Three Places Good Sales Go to Die
Five Signals That You Have a Maximized Customer Relationship
I like CRM. If you’re a regular reader of this space, you know this; however, what you might not know is that I have another version of CRM. Instead of Customer Relationship Management, I prefer to … Continue reading Five Signals That You Have a Maximized Customer Relationship
Social Media – I’m Taking My Stand
First, a warning – this particular article is long enough that it will be split into three installments. So, if you have a short attention span, this is notice that you’ll need to make sure to read … Continue reading Social Media – I’m Taking My Stand
Face to Face Networking as a Sales Strategy
Face to Face networking is, or should be, a salesperson’s second priority after real prospecting efforts. But there’s a lot that salespeople don’t know… After last week’s article, hopefully you recognize where I stand in terms … Continue reading Face to Face Networking as a Sales Strategy
Social Media – The How To
Now that I’ve established where Online Social Networking should fit in the sales priority list (below real prospecting and real face-to-face networking), let’s get into the “how” of OSN. The first thing you need to do … Continue reading Social Media – The How To
How to Screw Up a Cold Call
Well, let’s get back to good, old-fashioned yet still surprisingly effective prospecting, shall we? This week, we’re going to talk specifically about the teleprospecting phone call (which I refer to as a cold call; in my … Continue reading How to Screw Up a Cold Call
Wanna Sell Like Clint Eastwood?
In one of my all-time favorite movies, Clint Eastwood articulates what might be the greatest salesperson’s motto ever – and he wasn’t even playing a salesman! Okay, I admit it. I’ve never seen Clint Eastwood sell. I’ve also … Continue reading Wanna Sell Like Clint Eastwood?
