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Blog

Fire that Customer!

Not long ago I wrote about firing prospects that consume way too much time and never buy anything.  This time...

That is a dumb question!

Whoever said there is no such thing as a dumb question hasn’t met some of the salespeople I encounter. For...

Stop saying That!

Are there some things that salespeople should never say?  I think so and I’ve been in this game for 40+...

Are you insane?

It’s a regular occurrence in sports teams. One team gets really good.  They start winning more games and maybe go...

Stop eating those Christmas Cookies!

It’s coming to that time of year when things begin to slow down.  Current prospects become unavailable.  More time is...

C’mon, Let’s Negotiate!

At some point during your sales process you will get to some level of negotiation.  It is often price, but...

You are NOT calling on the right person!

Well, that’s a shocking headline.  The simple truth is, more often than not, multiple people are involved in the buying...

Wake Up, the World is Changing.

Change is constant in every aspect of business including sales. Here’s the question; have you at least embraced current – if...

Someday I will swim the English Channel

Last week my son successfully swam the English Channel.  He crossed the 21 miles in 10hrs 8min.  I was on...

Small customers can be a problem

Most of us are busy, busy, busy.  The economy is strong and customers are expecting shorter lead times and lower...
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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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