"The Navigator" News Blog
The Art of Giving: Why “Free Consulting” Can Lead to Profitable Relationships
A few weeks ago, I attended a Webinar for speakers. The topic was on how to generate more customer inquiries and “back of the room” sales from presentations and Webinars. Well, I had my Webinar coming … Continue reading The Art of Giving: Why “Free Consulting” Can Lead to Profitable Relationships
How to Navigate the Buyer’s Journey
For a while, I’ve been talking about how “sales processes” are outdated, and that the important issue in sales now is to understand and navigate the Buyer’s Journey. In fact, it’s a big focal point of … Continue reading How to Navigate the Buyer’s Journey
R.I.P. Secrets: Welcome to the Age of Sales Transparency
I’m here to break some news that might make you shift uncomfortably in your seats: the era of sales secrets is dead and buried. Yep, that’s what I said. In this age of technology and unlimited … Continue reading R.I.P. Secrets: Welcome to the Age of Sales Transparency
Why Doesn’t Cold Calling Work Anymore?
I’ve been thinking a lot about the future of selling. Last week, I defined the four trends that I believe will drive sales into the rest of the 21st century, and I’m even hosting a Webinar … Continue reading Why Doesn’t Cold Calling Work Anymore?
The Top Four Trends That Will Drive Sales Into the Future
Sometimes, you have to stop, take a look around, and take stock of where you have been and where you are going. For me, that time is right now. Don’t worry; I’m still the Sales Navigator. … Continue reading The Top Four Trends That Will Drive Sales Into the Future
How NOT to Handle it When the Customer Says NO – #nocustomerever Navigation Chart
Proposing and closing is a high-stress moment in selling. I’ve been there and I understand. If you’re not just a little amped up when you put a proposal forth, you may need to check your commitment … Continue reading How NOT to Handle it When the Customer Says NO – #nocustomerever Navigation Chart
How To Sell To Younger Buyers – The Four C’s
There’s a youth movement afoot, and if you’re not on board with how to sell to younger buyers, you’re going to get run over by it. Purchasing power and corporate leadership is shifting. Most of the … Continue reading How To Sell To Younger Buyers – The Four C’s
No Customer Ever Navigation Chart: The Email That Begins With “Re:.”
No Customer Ever Video Okay, who likes to be lied to? Raise your hands. You in the back – put your hand down. You look stupid. I see salespeople and marketers who lie every day to … Continue reading No Customer Ever Navigation Chart: The Email That Begins With “Re:.”
I Love Negotiating With Your Boss! – #nocustomerever
Can we agree that making the customer negotiate with the boss is stupid? No customer has ever said how much they loved negotiating with “the boss.” As I promised in the video, let’s fix stupid. … Continue reading I Love Negotiating With Your Boss! – #nocustomerever
How to be Disruptive in Sales
“Disruptive” is a word that’s frequently used an infrequently understood. To be “disruptive” is to blow up current expectations and patterns, and set new expectations and patterns. Our profession of selling is one that could use … Continue reading How to be Disruptive in Sales
