"The Navigator" News Blog
Are You Playing, Or Just Memorizing the Playbook?
You can know too many sales tactics – here’s why. Sometimes, what you DON’T take into a sales call is more important than what you do take in. Sometimes the stuff that you take into a call … Continue reading Are You Playing, Or Just Memorizing the Playbook?
Oh Lord, It’s Hard To Be Humble
I re-learned the value of training and coaching last weekend. Read how. Warning: this column represents a peek ‘behind the curtain’ at me. If you don’t want that, don’t read this! I’ve been in business now as a professional … Continue reading Oh Lord, It’s Hard To Be Humble
How to Find Your Most Profitable Sales Opportunities
You’re probably already calling on your best customers. This week, you’re going to read about how you can find your most profitable sales opportunities. They’re characterized by two things: First, you’re probably ignoring them. Second, they are already used … Continue reading How to Find Your Most Profitable Sales Opportunities
It’s Called “Discipline” for a Reason
To Prospect or Not to Prospect? Well….Jeffrey is at it again. By “Jeffrey,” I mean Jeffrey Gitomer. Now, I like Jeffrey Gitomer. I think that Jeffrey, at one time, was the dean of sales trainers in this country. Now? Well….let’s just … Continue reading It’s Called “Discipline” for a Reason
“Everybody Buys On The Internet!” And Why is That Again?
In today’s environment, salespeople must earn their place in the customer’s buying process. I was interviewing a salesperson recently who was looking to change industries. When I asked her why, she said, “Oh, because everybody buys their … Continue reading “Everybody Buys On The Internet!” And Why is That Again?
Have You Declared Your Independence?
It’s time to become a self contained business generation machine. Last month we had Independence Day. I sometimes wonder if people know what that means. “Independence Day” means that we declared that we were a country no longer … Continue reading Have You Declared Your Independence?
When Does A Sale Happen?
When does a sale happen? There are four key elements, and here they are. I’ve spent years talking about how and why a sale happens. Until recently, however, I’ve not spent much time talking about when a sale happens, and that can be … Continue reading When Does A Sale Happen?
The Five Biggest Changes in Selling
The sales profession has seen more changes in the last ten years than in the eighty previous. Here are the five biggest. We live in a new world of selling. My career started in 1990, and I … Continue reading The Five Biggest Changes in Selling
Building a Sales Culture
Success in sales isn’t just about activity – it’s about your company culture. In my years of experience in working with (and for) companies large and small, I have discovered that there is a common element … Continue reading Building a Sales Culture
Product Selling? People Still Do That?
There’s no such thing as “product selling” these days. I had an interesting experience yesterday. While being interviewed for an article in Office Products International, a London-based publication catering to the office products industry, the interviewer … Continue reading Product Selling? People Still Do That?
