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What a Year!

We thought 2020 was crazy.  As this year draws to a close, we look back and see a series of...

Come Ride with Me

There seems to be a debate about sales managers making joint sales calls with salespeople.  There’s the obvious ones; big...

I Don’t Know When Your Order Will Ship!

How many times have you either heard that, OR you had to give that message to one of your customers?It...

An Out of Body Experience

Every now and again we need an out of body experience, rise up above it all and look at what...

Why NOT a Sales Plan?

I am fascinated by the reluctance of many salespeople to put together a detailed Sales Plan.  I understand it takes...

Was that good for you?

I was recently reminded of the power of follow up. I’m talking more than follow up on a proposal, everyone does...

You’ve got a friend

As we work with sales professionals, we regularly preach about the importance of getting referrals. Many feel uncomfortable asking for...

Conversations, not Sales Calls

Dialing for dollars is what we used to call making one sales phone call after another. Repeatedly getting voice mails...

Resurrect the Dead

We all have dormant prospects. You met them once and they seemed interested, but timing wasn’t right, or some similar excuse. ...

The Panhandler’s Relationship

Back when we had public phones and a local call cost a quarter, a friend was approached by scruffy looking...
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Recent Pathfinder Articles

What a Year!

We thought 2020 was crazy.  As this year draws to a close, we look back and see a series of events that we could not have imagined 12 months ago. Labor shortages, wage compressions, material shortages, price increases, delivery issues and oh yes, COVID is still around. Take a breath, Christmas is here on Saturday. We’ll celebrate Christmas with in-laws, kids, grandkids and friends.  We have a lot to be thankful for.   One of my favorite authors – Alan Weiss – said it ... Read More

Come Ride with Me

There seems to be a debate about sales managers making joint sales calls with salespeople.  There’s the obvious ones; big order pending, resolution of a major problem, introduction of a new territory salesperson to name a few.  But how about just some regularly scheduled days that a sales manager spends with a salesperson making planned, but not critical, sales calls? There are learning opportunities for both the manager and salesperson.  I think we forget how important ... Read More

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