"The Navigator" News Blog
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
Are You Ready For the Holiday Sales Season?
No, I’m not talking about making sales in December 2010. It’s too late for that. Heck, it’s been too late for that for a couple of months. Is it possible to get appointments and sales this month? Sure. But let’s … Continue reading Are You Ready For the Holiday Sales Season?
“I’m a Relationship Salesperson.”
Are you really a relationship salesperson – or do you just think you are? This article will help you decide. For the past 5 years, I’ve recruited an average of a dozen people per year for my … Continue reading “I’m a Relationship Salesperson.”
Excelling at Written Sales Communication
Over the course of time, some sales skills become more important and some become less important. In today’s environment, one skill that is becoming more important is the skill of written sales communication. Unfortunately, based on what I see, … Continue reading Excelling at Written Sales Communication
Credibility – You Have It or You Don’t.
I mentioned that I might have more to say on the topic of “Credibility” in the coming weeks. I do, and here it is. About a week ago, I was quoted in an article on Fast Company’s … Continue reading Credibility – You Have It or You Don’t.
The Seminar – Another Selling Approach
One great way to generate selling opportunities is to create a teaching seminar. Here are some guidelines on putting one together. In this space, we talk a lot about the conventional selling approach; i.e. data driven … Continue reading The Seminar – Another Selling Approach
Playin’ Some Poker.
Can a poker tournament teach us something about selling? Maybe. I think it can. Read and see why. A couple of weeks ago, I played in a Texas Hold ‘Em Poker tournament hosted by a club … Continue reading Playin’ Some Poker.
