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Objections

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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…

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Changing the Conversation, From the Beginning

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  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…

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Beyond the Pitch: Game-Changing Questions For Sales Meetings

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  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:…

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Strategy and Your Story

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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…

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The 3 Words You Want to Hear

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…

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Getting Home

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…

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Is the Price Right, Bob?

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Thoughts on Pricing from Per Sjofors Because I don’t think this guy really knows pricing.   But a guy named Per (pronounced “pear”) does. And he gave me a few thoughts which we’ll cover. They include…. Anchoring The optimal way to present the price How much to discount How to discount I’ll share how this…

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What Do I Really Do with A CRM?

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It’s time to rethink the CRM. It’s not just for evaluating prospecting and reviewing the pipeline, though it’s 2023-necessary for doing those. The CRM is really about your market, real intelligence, and finding opportunities to grow the business. And that makes it incredibly important to you – and potentially to whoever runs or buys your…

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The Sales Engine and How We Build It. The Basics.

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The Sales Engine and How We Build It. The Basics. At a certain point in consulting, you start realizing you’re doing the same thing over and over again, even if you didn’t mean to. You see that most companies need the same things, to different degrees. So in an effort to make my own life…

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