Posts Tagged ‘Sales’
Why Your Closing Problem Is Actually a Discovery Problem
NOTES FROM NORTHWOOD You know what I love about Texas pitmasters? Everyone thinks their secret is in some magical sauce recipe passed down through generations. But watch a real pitmaster work. They’ll spend 14 hours smoking a brisket, and maybe 30 seconds applying sauce at the end. The real work happens before anything hits the…
Read MoreSales Teams Fail When They Skip This ONE Thing
NOTES FROM NORTHWOOD When Josh Heupel arrived at Tennessee in 2021, he inherited a program that had been struggling for over a decade. Players, fans, and even some coaches were skeptical of yet another “system” change. After all, they’d seen multiple coaches come and go, each promising their approach would be different. But Heupel did…
Read MoreHow PE Platform Companies Miss Obvious Sales Synergies
NOTES FROM NORTHWOOD There’s a scene in Narcos: Mexico where Félix Gallardo gathers all the independent drug lords in a room. His pitch is compelling: “We’re stronger together than apart. One federation. Shared resources. Coordinated territories. Everyone makes more money.” The logic was sound. Each group had their own strengths, their own connections, their own…
Read MoreHow to Build a Sales Development System That Lasts
NOTES FROM NORTHWOOD Living in Texas, it’s painful when everyone talks about UT and it’s not Knoxville. But as a long suffering Vols fan, I’ve watched the same cycle for 15 years: Butch Jones, Derek Dooley, Lane Kiffin, Jeremy Pruitt… hire a coach, expect immediate results, get frustrated when it doesn’t happen, fire the coach,…
Read MoreThe Sales Leadership Gap That Kills Team Training
NOTES FROM NORTHWOOD Last fall, Lane Kiffin’s Ole Miss Rebels handed Georgia their first regular season loss in 42 games. The morning after the win, Kiffin did something that caught my attention. He praised his coaching staff. Not himself. Not his game plan. Not even his star quarterback. His coaches. The same man who once…
Read MoreConversion is About Math, and That’s About Competing
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…
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