"The Navigator" News Blog
Are Your Key Performance Indicators Really Key?
Is your company doing well – or are you measuring the wrong things? Last week, I spoke at a conference in Arizona, and at the evening reception before the education day, I had the occasion to … Continue reading Are Your Key Performance Indicators Really Key?
The 30 Minute Relationship
Can you really build a lifetime relationship in 30 minutes? Recently, while perusing discussions on my LinkedIn groups, I saw a statement that can only be described as a doozy: another sales trainer posted, “I can … Continue reading The 30 Minute Relationship
Five Common Sales Call Killers That You Should Avoid
Have you ever committed sales suicide by one of these five common sales call killers? Chances are that you have, and you might not even know it. Salespeople have a lot of tactics and techniques that … Continue reading Five Common Sales Call Killers That You Should Avoid
Is Your Business Card Holding You Back?
Your business card can either help you – or destroy your credibility. In speaking at different trade shows, I receive a great many different business cards from people in many different walks of life and business, … Continue reading Is Your Business Card Holding You Back?
Engineer Yourself a Better 2014
For whatever reason, I have spent a lot of my time, particularly within the last three years, working with a lot of companies who have sales engineers – meaning that they hire people with engineering backgrounds … Continue reading Engineer Yourself a Better 2014
Six Ways to Increase Your Price Through Better Selling
If your customers are constantly “beating you up on price,” maybe it’s not their fault. Maybe it’s yours. Bad selling reduces achieved price, and most of the time, salespeople don’t even know that they’re doing it … Continue reading Six Ways to Increase Your Price Through Better Selling
What Salespeople Can Learn From The Olympics
There’s a sales lesson in the Winter Olympics. Ah, the Olympics. A wonderful time of year. It’s a time when people suddenly become raving fans of sports that they either ignore or chuckle about for the … Continue reading What Salespeople Can Learn From The Olympics
Turnover – the Silent Sales Killer
Turnover is one of the least recognized ways that companies lose sales revenue. Here’s why. I answered the phone this afternoon, and an earnest voice said, “Hello, Mr. Harrison? This is Chris (last name eliminated), and … Continue reading Turnover – the Silent Sales Killer
A Fun Success Story From A Client
The most fun calls I get are calls from happy clients. This is one such call. Two days ago, I got an excited call from Jill Biesma of Environmental Advisors and Engineers, in Kansas City. I’d … Continue reading A Fun Success Story From A Client
Having a Great Customer Event
How can you put on a great open house? I received a great question from a client last week, and although I first thought about answering it in “Hot Question” format, it demanded a longer answer. … Continue reading Having a Great Customer Event
