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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…
Read MoreIt’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…
Read MoreThe 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…
Read MoreManager, Do Your Job. The 5 Tasks A Manager (Or Small Business Owner) Must Do The most important work of a manager’s role is usually neglected. Why? Perhaps it’s because the manager believes they “hire adults” and “don’t have time to babysit.” It could be a misunderstanding of modern leadership. It could be that they’re…
Read MoreWhen Your Skill Set Holds You Back. Dr. Jim Kestenbaum has been in my life for the better part of 10 years. A boss hired him to work with me for a year, and the sessions we engaged in changed the course of my career, how I worked, and how I saw myself. Because of…
Read More4 Days in a Heart Hospital And my new 10 rules for life that resulted. *Note: if discussions that touch on spirituality in any shape bother or offend you, this might. ** Notes 2 and 3: If you’re looking for something about sales, or strategy, or people management, you’ll be disappointed. Ditto if you want…
Read MoreBoard Game Strategy for Sales and Business. Sales are mostly checkers, and everything else is chess. My firstborn, my 10-year-old son, whom I love, just recently finished going 10-1 against me in chess. In fairness, I’ve never played before he taught it to me in stress-free chess, or something like that. In some fairness, he…
Read MoreThe Manager’s Concern Is it in the right place? A solid manager I coach recently shared a challenge he has right now. Him: “I was just given our number for the year.” Me: “And?” Him: “It’s big. It’s really big.” Me: “Ok. How do you feel about that?” Him: “I’ve got concerns, man.” Me: “Do…
Read MoreWhen to use email? At least in sales. At least once a week, a sales coaching client will send me a note that reads, “Adam, can you look at this email from (fill in the blank)? I want to win this account, but am not sure how to respond.” Sometimes, the seller will include an…
Read MoreHow to do compensation? At least for sales. In the last 8 weeks, four companies have asked me about compensation design for salespeople. The reasons for the conversations varied from company to company. In one case, the role the CEO had imagined for sales had changed, and he needed to invest more in post-sales service….
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