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Blog

Fire that CUSTOMER!

I recently wrote about firing prospects that consume way too much time and never buy anything. This time we’ll deal...

You’re Fired! (not just for The Apprentice)

One of the things we continue to impress upon our coaching clients is how to qualify prospects. More succinctly; how...

Woody Allen was right!

Woody Allen is quoted as saying “80% of success is showing up”. I get it; we are all busy and time...

Good grief, can you just shut up?

Have you ever encountered a salesperson who didn’t know when to stop talking? It happened to me again recently. I...

“I don’t have time” is a lame excuse.

When we’re coaching salespeople, they often tell us “I just never seem to have enough time.” Sales managers complain that...

“Check In” Calls Make You Sound Dumb

My most hated phrase:  “Hi Mark, this is Sam from XYZ Company.  I just wanted to check in…yada, yada, yada”....

Score and Rank Your Sales Leads

There’s a pile of sales leads from your last trade show or marketing event sitting on your desk. Your sales...

Do You Really Know Your Customer?

I recently read about a Gallup study claiming 71% of your B2B customers are NOT committed to staying with you...

Engage the Gatekeeper

I've always wondered why some salespeople unintentionally, or intentionally choose to ignore or dismiss the receptionist, entry guard, administrative assistant,...

Say You Are Sorry: Quickly and Effectively

Too many salespeople avoid having to say they're sorry. They fail to see it as an opportunity to "turn lemons...
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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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