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Blog

Show Up and Throw Up

This post addresses a common problem exhibited by new and untrained salespeople.  I first encountered this many years ago when...

COVID Relationship Maintenance

Happy New Year! It’s been a little difficult making sales calls this past year and it may stay that way...

Why should I buy from you?

Why should a prospective customer buy from you?  Before you answer that, Quality, Service and On Time Delivery don’t count. ...

I don’t have time to plan… really?

Ok, we are in a weird time.  By now, however, you should have figured out how to adapt.  Use Zoom,...

Questions Lead to Answers… who knew?

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Clone Your Best Customers

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Move Up the Org Chart

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Tell me what I want to know… no more.

One of the things that drives customers crazy is a salesperson who talks too much.  Coming off a couple of...

New Normal, What’s Normal?

Last month I mentioned Coronavirus more as an inconvenience, never thinking of a Pandemic.  Now we are practicing “Safe at...

Get off your butt redux!

A few months ago I wrote about nothing replacing the personal sales call.  That hasn’t changed.  What has changed, for...
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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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