"The Navigator" News Blog
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?
Take the Second Shot!
When I am speaking, I get a lot of inquiries and solicitations asking me what my “#1 tip” for increasing business is. This, of course, is a very complex subject that requires a lot of detail. But there … Continue reading Take the Second Shot!
Necessity is the Mother of (Re)Invention
Is it time to reinvent yourself, or your company? It’s hard to say – but this article might shed some light on it. Whenever I think about tough economic times – such as we’re dealing with … Continue reading Necessity is the Mother of (Re)Invention
Are You Giving Thanks, or Begging for Dimes?
At this time of year, there really are two types of salespeople – the ones who can give thanks for a great year, and the ones who ring their bell and beg for dimes. Which are … Continue reading Are You Giving Thanks, or Begging for Dimes?
Engineer Yourself a Better 2011
I’ve been spending a lot of time recently teaching engineers how to sell. As it turns out, they’ve been helping me learn something very valuable about selling, too. For whatever reason, I have spent a lot … Continue reading Engineer Yourself a Better 2011
