"The Navigator" News Blog
Those Who Don’t Remember You Don’t Buy From You
I’ve been talking a lot lately about the need for salespeople to be memorable. Last week, I was reminded of a funny thing that happened several years ago. I was in a business networking meeting, and … Continue reading Those Who Don’t Remember You Don’t Buy From You
Motivation: The Foundation of the Buyer’s Journey
Last week, I did a one-on-one Zoom call with a guy who was trying to sell me a marketing system. He opened by saying that he had sold life insurance for over 40 years and, “As … Continue reading Motivation: The Foundation of the Buyer’s Journey
Fakes, Frauds, and Charlatans
You know, sales is not an easy profession. In the absolute best of times, we face a high degree of customer suspicion, high rejection rates, and the other challenges that come with being the tip of … Continue reading Fakes, Frauds, and Charlatans
Stand Out from the Crowd: 4 Ways Salespeople Can Differentiate Themselves
In your customer’s eyes, it’s easy for you to blend in with all the other reps out there. Every industry has its “pattern.” From the typical business casual uniforms to the cookie-cutter pitches, everyone starts to … Continue reading Stand Out from the Crowd: 4 Ways Salespeople Can Differentiate Themselves
How to Create a Winning Sales Presentation
It happened last week and I cringed. A new client wanted to know how to create a winning sales presentation and he asked me, “Hey, could you take a look at my slide deck? I teach … Continue reading How to Create a Winning Sales Presentation
Do Your Customers Like Your Business Model?
“Do your customers like your business model?” is the most important question of 2024. It’s always been the most important question, really, but too many business owners ignore it. The reality is that many companies – … Continue reading Do Your Customers Like Your Business Model?
Sales Forecast for 2024
Right now, most companies have already developed their sales forecast for 2024. Many of them will be fatally flawed, because they only take into account changes in their own marketplace and offerings, but not changes in … Continue reading Sales Forecast for 2024
How to Update Your Hiring Techniques to Attract Younger Sales Talent
The sales profession is changing, and unfortunately, it’s graying. Statistics show that the average age of a professional salesperson now is 47.1 years old. Fifteen years ago, that number was 42. That means that our profession … Continue reading How to Update Your Hiring Techniques to Attract Younger Sales Talent
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
