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Blog

Too small; BIG PROBLEM

Not everyone is a prospect for your product or service.  Not every prospect is a good one.  The economy is...

We don’t need no stinkin’ resolutions!

This title is paraphrased from a famous line in movies from 1948, 1967 and 1974… Google the first five words. January...

Dog Training

As near as I can figure about 60% of you reading this little blog are managers responsible for training your...

Get off your Butt!

There is a lot of noise around social media these days.  We hear about the importance of LinkedIn, Facebook, Twitter,...

“I’m Not Worthy”

Back in the 90’s there was a bit on Saturday Night Live called Wayne’s World with Mike Myers (Wayne Campbell) and Dana Carvey (Garth...

“I’ll Get Back to You…”

One of the problems with today’s technology is the ease with which prospects can ignore you. Here’s a scenario I suspect...

Closing the Deal… No Big Deal!

Too many salespeople think closing the deal is the final effort. In reality, you begin closing the deal at the...

Shhh… Don’t Tell Anyone What You Do

This applies mostly to guys, but ladies are invited to read on.  I’m not sure why, but gents seldom talk...

Your Customer is NOT Always Right

If you’ve been in business longer than 12 months you’ve encountered that customer that is just impossible to please.  They...

Winging it? A bad idea!

You’ve made call after call, you’ve left many voice messages, written unanswered emails, all to no avail. Then, one day,...
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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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