The 3 Types of Sales Cultures

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Mostst people think there are two types of sales cultures. The first is the Wolf of Wall Street version. Money obsessed. Aggressive. Win at all costs. The kind of place where people ring bells when they close deals and everyone’s chasing the next big commission check. Some organizations thrive on this. Others crash and burn…

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Why Most Sales Managers Fail at Coaching

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I was working with a B2B company last week. About $40 million in revenue. Strong market position. Good products. The CRO pulls me aside after our session. “We’ve got underperformance on the team. I think it’s the territory plan and comp structure.” I ask her a few questions about the person who’s underperforming. How long…

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Your Sales Process Is Broken. That’s Why You Don’t Need More Leads

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Most companies think they have a pipeline problem. They don’t. They have a qualification problem. I’ve watched sales teams chase opportunities for months, burning through resources and energy on deals they were never going to win. The symptoms are always the same. Forecasts that look great on paper but never materialize. Deals that were supposed…

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Sales Discovery Framework: How to Uncover Real Business Impact Every Time

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Last week, I listened to a four minute sales call that went from small talk to quantifying a $10 million problem. Most salespeople would have blown it in the first 30 seconds. Here’s what happened: The prospect mentioned his team was dealing with “projects stacking up.” The average salesperson would have immediately pitched project management…

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Three Sales Myths Killing Mid-Market Growth

NOTES FROM NORTHWOOD Myth #1: “Just hire a closer”  Most CEOs think their sales problem is closing. It isn’t. I promise you this isn’t the problem. For most people, they need leads, and they need to build a case for your company, and they need to find money, and qualify the deal, and differentiate you.…

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You Keep Hiring the Wrong Salespeople (Here’s How to Stop)

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You’re not bad at hiring salespeople because you lack experience. You’re bad at hiring salespeople because you’re optimizing for the wrong things. You hire for industry knowledge when you should hire for sales DNA. You hire for relationships when you should hire for the ability to have uncomfortable conversations. You hire people who interview well…

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Your Sales Team Is Fine… And That’s the Problem

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NOTES FROM NORTHWOOD  I got a text from a client last Tuesday that made me stop what I was doing: “We hit 94% of goal this quarter. Team’s celebrating. But honestly? I’m frustrated. We should be crushing these numbers, not barely hitting them.” This CEO runs a $30M company with what most would call a…

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The Real Reason Top Salespeople Leave (It’s Not Money)

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NOTES FROM NORTHWOOD  Hey there… Last week, a CEO called me frustrated. His top performer just gave notice. “I don’t get it, Adam. We pay him well. He’s got great territory. He was killing it.” Then he told me the real story. This rep had been asking for coaching. Wanted help on bigger deals. Kept…

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