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 sellers give up way too soon! Make another call, send another email, or send another text. It can make all the difference!

The most successful sellers I know agree that cold calling is dead. Here’s why and the strategies they implement instead.

What’s the right outside and inside sales team structure? I recently had a conversation with an exceptional sales leader I work with. We discussed the...

Positivity in sales is a choice, not a feeling. It doesn’t require much effort to feel worried about the state of the world these days.

Could your organization be giving into certain stereotypes?

Getting sales calls returned is almost always on a salesperson's mind.

You've probably heard some of the buzz around leading with fear.

The key to faster sales is extremely obvious, yet also counterintuitive.

The talk trap lays waiting for unsuspecting sellers who innocently confuse somebody who will listen to them with someone who also has...

It’s a friction point that holds you back from achieving sales success: buyer objections.

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs)...

The fastest way to your next sale isn't found by simply connecting with a single decision-maker in a targeted organization. There’s a better way.

It’s not a coincidence that the word crisis—borrowed from the Ancient Greeks—meant “the turning point in a disease.” You are at a turning point today against...

Last year, I finished a project with a client who generated a whopping 1600% return on investment. How? As you are going to find out, sharing wins...