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. ...
Milwaukee and Southeast Wisconsin executive and sales leader coaching
Recent Pathfinder Articles
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
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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