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.

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.

Avoid being blindsided and putting your deals at risk. Tackle tough questions with your buyer now. Especially the ones they should be asking…but aren’t.

Most salespeople think persistence is always a virtue. It's not. There's a formula for knowing exactly when to stop chasing a prospect — and most teams ignore it.

Recently, Gartner shared intriguing research to a group of us sales experts. Their research, in particular, reveals that when it comes to highly complex...

Time-based branding makes it as easy as possible for your customer to find you and buy from you. Get this right and you unlock new growth in even the most competitive of marketplaces.

You must make it as easy as possible for people to do more business with you: saving them time while reinforcing their confidence and trust in your brand.

There are important lessons from selling to consumers that you need to be using in your B2B sales.