The Pathlight Blog

Jesse StonemanJesse Stoneman | September 26, 2017

The Technician is the third sales rep profile we’re featuring in our series on how to effectively manage different types of reps. If you missed it, check out our previous posts detailing how to transform your Lone Wolf rep into an effective team…

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Jesse StonemanJesse Stoneman | August 30, 2017

The Lone Wolf is the second sales rep profile we’re featuring in our series on how to effectively manage different types of sales reps. If you missed it, check out our first post on how to transform your Happy Ears rep into a better performer . The…

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Jesse StonemanJesse Stoneman | August 23, 2017

You remember them: the reps who made you laugh, and the reps who made you cry with relief when they delivered in the 11th hour. We’ve all worked with reps who blew us away, and reps who made our lives pretty difficult. There’s a lot to be learned…

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Johnny ChildressJohnny Childress | August 01, 2017

Would you rather be told what you “need” by a fast-talker or asked about what you want by a good listener? Science has already given us the answer: Humans prefer to talk about themselves most of the time. Meaning, prospects prefer to talk about…

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Jesse StonemanJesse Stoneman | July 19, 2017

According to Harvard Business Review (HBR) , companies with ineffective pipeline management experience 15% less growth than companies who report having effective pipeline management. The difference isn’t made by new sales reps, new managers, or…

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Alexander KvammeAlexander Kvamme | July 06, 2017

Welcome to our first blog post. This blog will be a place where you can come for direct, instructive, and valuable content on how to effectively manage a sales team. But first, we want to let you know what we’re all about. We are a team of people…

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