"The Navigator" News Blog
Are You Cultured?
Many companies claim to be “sales organizations.” Few are. In my years of experience in working with (and for) companies large and small, I have discovered that there is a common element to the most successful … Continue reading Are You Cultured?
Are You Engaged?
Salespeople who are “actively engaged” are the most productive. Here’s why. Here’s a fun little stat to start your Thursday. Gallup, on a quarterly basis, surveys employees to learn how many are “actively engaged,” “disengaged,” or … Continue reading Are You Engaged?
Are You Having “Quality At-Bats?”
Good advice for baseball hitters turns out to be good advice for salespeople, too. Well, it’s another summer. That means another baseball season. And of course, that means more agony for those of us who are … Continue reading Are You Having “Quality At-Bats?”
Three Important Words
There’s an important phrase you should know and live. It’s only three words. Sometimes, all it takes is three little words. I’m serious. Sometimes, three little words – the saying, the adoption, the believing – can make all … Continue reading Three Important Words
If Not Now, When?
Fear can either motivate action or inaction. Make it motivate your actions. Two weeks ago, I attended a “Coaching Camp” for speakers run by Darren LaCroix and Patricia Fripp. If this sounds familiar, it’s because this … Continue reading If Not Now, When?
Red Flag!
When people wave their red flag in front of you, do you really see it? I’m not the biggest person in the world for short, pithy statements, but one of my favorites (which, as far as … Continue reading Red Flag!
An Important Question to Ask
Sometimes, the most important questions that you ask aren’t the ones you ask your customer. Sometimes, the most important question can be one that you ask yourself. I saw an example of this recently; I … Continue reading An Important Question to Ask
Winning the Sale and Losing the Relationship
You can win the first sale, and yet destroy the relationship attempting a second. Sometimes, the best sales war stories come from non-salespeople. I heard one yesterday that was a doozy. I was visiting one of … Continue reading Winning the Sale and Losing the Relationship
On Failure, Rejection, and Injury
What you carry with you from your past experiences can greatly affect the success of your future experiences. I have a female friend who is moving back out into the single scene again. She’s filled with … Continue reading On Failure, Rejection, and Injury
Don’t Atrophy Your Selling Muscles
Your most important selling muscle can atrophy and waste away if you don’t use it! If you read last week’s column, you know that I’m currently laid up with a fractured kneecap. I’m still getting a … Continue reading Don’t Atrophy Your Selling Muscles
