Pathfinder Consulting Blog

White Ponys Make the Difference

“Papa, are you working?” A light but determined voice fills my home office. I swivel around. My six-year-old girl with her whipping pony tail, proudly presenting the gap in her smile. Arms on her...

…who said Marketecture can’t be fun?!

I first met Patrick Pissang in a huge conference room in Frankfurt. Him: pitching enterprise integration software Mulesoft. Me: potential buyer in the audience, watching his demo. Lovely-nerdy tech stuff, wrapped in a creative...

Why First Call Decks are Paint-by-Numbers

First Call Decks. FCDs. 👍 Great help. If you neither know your product, nor your prospect. It’s paint-by-numbers. 👎 Poison to your presales practice. If you do know your product and your customer –...

Successful (Pre) Sales: It’s a Relay, not a Sprint

In my 20s, I was considered a high performer.By myself, mostly. I put everything into my presales game.In-depth research, diligent discovery, kick-ass presentations.Pulled in many experts to optimize my presales touchpoint. One day, a...

Clickbait is a crime, so is its opposite

“𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱𝗶𝗻𝗴 𝗵𝗼𝘄 𝘁𝗼 𝗯𝗿𝗶𝗻𝗴 𝗮𝘁𝘁𝗲𝗻𝘁𝗶𝗼𝗻 𝘁𝗼 𝗮 𝘀𝘁𝗼𝗿𝘆 𝗶𝘀 𝗰𝗿𝗶𝘁𝗶𝗰𝗮𝗹, 𝗼𝘁𝗵𝗲𝗿𝘄𝗶𝘀𝗲 𝗮𝗹𝗹 𝘆𝗼𝘂𝗿 𝘄𝗼𝗿𝗸 𝗶𝘀 𝗷𝘂𝘀𝘁 𝘀𝗼 𝗺𝗮𝗻𝘆 𝗲𝗹𝗲𝗰𝘁𝗿𝗼𝗻𝘀 𝗼𝗻 𝗮 𝘀𝗲𝗿𝘃𝗲𝗿 𝘀𝗼𝗺𝗲𝘄𝗵𝗲𝗿𝗲.” Says Adam Tinworth. Adam is a journalist for over 20 years.With...