Recent Pathfinder Articles

Fire that Customer!

Not long ago I wrote about firing prospects that consume way too much time and never buy anything.  This time we’ll deal with customers that, buy to little, are just too demanding, are not profitable and not worth keeping.  Here are some warning signs to watch for and then some steps to take to Fire that Customer!   As… Read more »

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 the most part I work with really effective and professional salespeople.  However, over the years I have heard about and occasionally witnessed some incredibly dumb questions come out of the mouths of salespeople. Here are… Read more »

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