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Recent Pathfinder Articles
One of the problems with today’s technology is the ease with which prospects can ignore you. Here’s a scenario I suspect you have experienced. You have a good meeting with a new prospect. Discussions are detailed. The work they want you to do is well within your company’s capability. The budget allocated for the part,… Read more »
Too many salespeople think closing the deal is the final effort. In reality, you begin closing the deal at the beginning of your sales effort. Opening your call well is more important than how you close it; you have only a few minutes to establish yourself as a credible resource. Customers now know much more… Read more »
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"A lot of consultants offer mostly fluff, with some useful information mixed in. Mark cuts right to the the chase. You're not paying for unusable time spent." Mike Mackley
Director of Sales, Tilsner Carton Co.