Helping small and emerging companies accelerate their own growth, from within, with effective coaching.


Recent Pathfinder Articles

“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 is sooo obvious. I suggest you try something similar yet different. To be clear, a scripted sales call is literally what you say in the conversation.  They are effectively used in call centers selling vacations and aluminum… Read more »

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 new customers. What about hunting within our current customer base for new business? Let me begin by saying that when helping clients find a new sales rep we come across few true ““hunters”. In fact,… Read more »

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"A lot of consultants offer mostly fluff, with some useful information mixed in. Mark cuts right to the the chase. You're not paying for unusable time spent."

Mike Mackley
Director of Sales, Tilsner Carton Co.