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Blog

Are you a continuous learner?

One of the questions we often ask when interviewing candidates for a sales position is “Do you consider yourself a...

Are you R.I.P. (Retired In Place)?

Almost every time I start a new client engagement to help improve a sales team I encounter one, or more...

Someday I’ll go sailing

I’m a sailor. I sold my last boat many years ago and now rent (charter) a boat to cruise. One...

There are no secrets

It’s no surprise that the speed of business has accelerated dramatically in the past decade.  Our customers have more resources...

Drip, Drip, Drip

Back in March 2017 I wrote about “Check In” Calls Make You Sound Dumb. It generated a lot of responses....

What’s Your Story?

Not long ago I was coaching a young salesman and we made a joint call on strong prospect. He did...

Don’t Waste the Next Two weeks…

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

New customers; how do I find them?

This is the time of year you get a request from your boss to choose target accounts you will sell...

“Winging it” is a bad idea

We’ve all heard the guy with the scripted presentation. No matter what you say, he has a canned reply. It...

Hunting Season Is Upon Us!

There seems to be confusion around the definition of “hunting” for new business. We all know a “hunter” typically finds...
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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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