This document outlines Pathfinder Development's approach to sales, which is based on proven and repeatable methods rather than art. It discusses the Law of Large Numbers, which guarantees stable long-term results for random events if a sales program considers this concept and scales accordingly. Pathfinder advocates breaking down the anatomy of a sale into small, testable and measurable steps in a structured process in order to achieve reliable and scalable results.

1. Anatomy of the sale Pathfinder Development

2. We prefer to base our approach on proven & repeatable methods Are your sales methods based on art or science?

3. "You can never foretell what any one man will do, but you can say with precision what an average number will be up to. Individuals vary, but percentages remain constant. " Sherlock Holmes ("The Sign of Four“ by Sir Arthur Conan Doyle) While individuals may be insoluble puzzles, in the aggregate they become mathematical certainties

4. This Law of Large Numbers (LLN) is important because it “guarantees" stable long-term results for random events. In sales as well as marketing, it is important to consider this concept in order to scale any program or offering. (I really don’t have the foggiest idea of what that says, but it seemed cool. I get the law – just not the formula) The Law of Large Numbers (LLN) = Repeatable results

5. This is the beginning WHY? - The big question

6. “Why” is the foundation of your business – and most sales people can’t answer this fundamental question Do you know why people buy from you? Do you know why they don’t?

7. Your ideal market is an aggregate of individuals. This means that with a well tested approach, attention to the details of the process and a culture of continuous measurement and improvement; you can expect extremely reliable results for your sales efforts. A well designed and managed sales effort will produce repeatable results

8. Nothing is particularly hard if you divide it into small jobs. Henry Ford At the River Rouge Plant – Iron ore was poured into one end, and Model “T”s drove out the other. Hundreds of small tasks. One goal. There are no big problems, there are just a lot of little problems. Also Henry Ford A successful sales program is far easier than building Model “T”s

9. It is important to have a cohesive and structured approach to your sales efforts. It is important to be able to test and measure the outcome of each step. We start at the beginning and go step-by-step from there

10. You can’t manage it unless you can measure it! Each member of your staff both contributes to, and interferes with, your sales efforts.

11. By understanding all of the tasks that effect sales, we can understand the anatomy of the sale. The anatomy of the sale

12. Begin by building a foundation of value to your customer. Off of that foundation - develop and then test innovative methods to drive your sales. The “sales assembly line” produces results

13. The DIRECT “Sales Assembly Line”

14. The CHANNEL and WEB “Sales Assembly Line” only adds to the complexity

15. These (and other) individual steps are important. The good news is that they are also much easier to tackle when broken down into small bite sized pieces. Remember Henry’s assembly line? Results based on repeatable tasks

16. Sales spectrum

17. Alone or together

18. Common threads

19. Our proven methods don’t involve any mystery or hoakey schemes. They are based on simple tasks that offer a measurable outcome. Our compensation is based on the results that we deliver. Results for our client

20. Action A relationship with Pathfinder Development will open the door to a repeatable method that can scale to massive proportions. We make things as simple as possible (but no simpler). Our focus on sales results shows you that we take a long term approach – Your sales make us money. We build a real, scalable program around your product or service. We bring the tools, materials, relationships and experience; you bring the product/service and desire to grow.

21. What can Pathfinder Development do for you? Ala Carte or packaged solutions You focus on your offering – let Pathfinder Development focus on your sales A complete sales solution – A suite of sales programs

22. Pathfinder Development does all of this for you. We will even hire, train and manage a team of highly skilled and extremely well equipped sales people, channel development people and telemarketing people. Performance based sales solutions

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