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...

penguin and seagull

A Penguin’s March

I am a penguin. In the desert, by myself. I waddle along and meet two pairs of long, hairy legs. Looking up. A camel. “You got funny feet. Come walk with me”, he says. I waddle...

Fiercely Protect Your Time!

Protect your time! You don’t have to be in every meeting.You don’t have to brief everyone and have to be briefed on everything.You don’t have to tune into every webinar. As a Solution Engineer,...

food demo

What unpractical food and bad demos have in common

Too big, too dry, too unpractial. Bad for both – food and demos. Now, what? (1) #Focus. Cut your presentation into bite sized pieces your audience can chew, savor, and digest well. (2) #Spice. Build a...

Missing discoveries ruin your business.

Lack of #discovery is by 83%* the single most reason for failure in #presales. Failure translates into:* Disappointed customers* Lost business* Waste/ over engineering* Unreached value potential Do discoveries. Here’s how: https://pathcon.tech/2020/08/20/presales-discovery-journalist/ *) Made up the number....

Onboarding matters!

Had no experience with Salesforce.Nor with CRM.Heck, not even with SaaS. The thought-through, employee-centric 6-month #onboarding journey was one reason why I even dared to join #Salesforce in the first place. I got all I needed. Fine-tuned curriculum,...