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If you are the only person at your company who can call your best customer, you are not protecting that account. You are the single biggest risk to it.

In our Closing Room sessions I watch sellers confuse efficiency with effectiveness in the same four ways. Every one of them feels like progress, and not one of them moves a deal.

A seller was certain his plant manager contact could sign an $800,000 order, because that contact had signed every deal before it. Here's the question I asked him in the deal review, and why account history can quietly work against you.

Most sellers work a stuck account solo. You have a roster of people inside your own company who can open doors you can't, and here's how to put them to work on the deals that matter most.

Sellers keep telling me the same thing: we can't get in front of the stakeholder. Here's why calling almost anyone else in that building beats sending one more email.

Stakeholders, buyers, influencers. You've mapped them all, and you're still missing the one person who actually moves the deal.

If you keep getting beaten up on price, the problem started long before the negotiation. Here's why deals are really won or lost in early qualification.

Nobody likes reopening a deal they lost. But the post-mortem is one of the fastest ways to lift your conversion rate.

I hear the same three words in deal reviews all the time: “This one's different.” It almost never is. Here's the tell most sellers talk themselves right past.

I see it in almost every deal review I run: a seller white-knuckling a deal everyone else in the room can tell is a loser. There's one reason they hang on...

Your closing rates are stuck and it isn't a skills problem. It's what you're not doing after the workshop ends.

Don’t let your promising deals get sunk by invisible, avoidable hazards! Much like an iceberg, hidden internal politics and shadowy elements lurk beneath the surface of every deal.