"The Navigator" News Blog
Four Ways to Improve Your Sales Communications
My friend and speaking coach, Patricia Fripp, has a phrase that I love. She likes to say, “Specificity brings memorability.” She’s right – and she’s getting more and more right every day. What she means is … Continue reading Four Ways to Improve Your Sales Communications
How to Build a Sales Culture in Your Organization
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 businesses. The most successful companies have a sales culture. … Continue reading How to Build a Sales Culture in Your Organization
How to Overcome Cold Call Reluctance
Apparently, the old “How to overcome cold call reluctance” techniques are making their rounds again. I’ve gotten three webinar solicitations in the last two weeks for webinars like these, and looking at the outlines, it’s the … Continue reading How to Overcome Cold Call Reluctance
How to Easily Spot AI Blog Posts – And How to Use AI Properly
Hey there, savvy sales champs! Ever thought about having a secret weapon that boosts your sales game? Enter ChatGPT, your new best buddy in the sales world. It’s like having a Jedi master of conversation on … Continue reading How to Easily Spot AI Blog Posts – And How to Use AI Properly
How to Navigate the Non-Buyer’s Journey
I’ve been writing about how to Navigate the Buyer’s Journey for months now (and if you don’t know what the Buyer’s Journey is, read this article now before moving on, or watch my Webinar on this … Continue reading How to Navigate the Non-Buyer’s Journey
Why Not? Four Innovative Ways to Prospect
Are you getting tired of me telling you that sales is changing? Too bad. I’m going to do it again. Sales is changing. That doesn’t mean that you have to throw out all of your old … Continue reading Why Not? Four Innovative Ways to Prospect
What if Your Prospect Says, “I Just Want a Price?”
It’s an all too common phenomenon. A fresh lead calls in and declares, “I just want a price.” These prospective customers have often conducted extensive research on their own, formed a clear idea of what they … Continue reading What if Your Prospect Says, “I Just Want a Price?”
Four Keys to A Successful CRM Implementation
A few weeks ago, I read a recent article in a monthly trade magazine by a guy who is/was one of America’s most prominent sales authors. The article was about CRM. Specifically, it was about how … Continue reading Four Keys to A Successful CRM Implementation
6 Reasons Why You Should Respond to Leads in Five Minutes
I hate wasted opportunities. I bet you do too. One of the biggest sources of wasted opportunities is slow response time to incoming leads. I truly do not understand this – salespeople work their guts out … Continue reading 6 Reasons Why You Should Respond to Leads in Five Minutes
How to Build a Brand Service Promise
Sometimes the hardest questions are the most common. Here’s a scenario that is repeated every day in sales. Skeptical Customer: “So, why should I buy from you? We’ve been buying from (company X) for years.” Earnest … Continue reading How to Build a Brand Service Promise
