Articles & Resources
Browse articles, guides, and downloads.
To Help You Win… One of the questions I get most often is, “Why aren’t I closing these opportunities?” To be honest, it’s ACTUALLY phrased like this: Lawyer: “These leads just don’t have any money.” Consultant/Service Provider: “I don’t know what’s going on. Business is slow.” CEO: “Deals keep pushing, so I’m guessing next quarter…
Read More
To Help You Win… My client is a DUI/DWI attorney in Illinois. And last year, when we started working together, she was grinding to grow her firm. She’d been building it for 7 years, on her own. She was doing it all. Filing. Drafting. Meeting with clients. Going to court. Working with the ad agencies…
Read More
Mission ImPossible: 4 Steps to Finding the Truth in Your Pipeline Let me know if this scenario sounds familiar… You’ve got a sales team (of some sort). You’re invested in marketing. You’ve got some sales leader or a group of them who are responsible for “driving revenue.” And you’ve got goals for growing your company…
Read More
The Problem of Objections It was the same conversation I have all the time: “I need my people to be able to handle objections,” the managing partner said. “Why’s that?” I asked. “They just can’t handle them. They don’t know what to say. Can you…
Read More
I had a problem. Customers wanted training. They’d pay for training. I knew they needed something else. It would take longer, require more work and money, but deliver a 5x greater likelihood of a positive outcome. Training would be part of it, but not till after we’d looked at their market, hiring, management, compensation…
Read More
If you ever have to sell anything, especially services, you know that you’re trying to ANSWER several questions for yourself or your company: Can we help this person? Do we want to work with this person? Will this person pay us? Just as important, though, you need to answer questions for the POTENTIAL CLIENT:…
Read More
Strategy. A word that made Bill Bain and Mitt Romney a LOT of money. It also didn’t hurt most of the CEOs who hired these guys. But it’s often ignored, even though, I’ve written about it so wonderfully in relation to Narcos: Mexico and how the service academies play college football. And yes, about Tennessee…
Read More
I do a lot of work with professional service providers: Attorneys (across several practice areas) Consultants (in various fields) Accountants, fractional CFOs, and bookkeepers Financial services providers Engineers and architects You may even throw real estate and some insurance professionals into that group. They’re doing great work. They’re pros in their fields. They make their…
Read More
Or, How to Find The Real Issues If you’re a regular reader, you know I love the game of football. I coached it, I played it, and I still follow my Vols even after a decade of incompetent leadership. And sometimes, it provides a helpful metaphor for sales. Today, we’re talking about “getting home.” But…
Read More
If you aren’t asking them Roughly 10 years ago, a consultant shared with me the questions he asks his clients every year. Not 6 months after they sign up. And not just at the renewal of a contract. Every year. Since then, I’ve asked them of clients (though not as often as I should’ve). When…
Read MoreLEARN MORE ABOUT NORTHWOOD GROUP
Next Steps
Book a free consult to discuss your situation. Or, if you prefer, you can call us at: 512-293-6497.