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.

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.

We too often assume the customer is trying to solve a problem. Sometimes, that's not just the case. You need to probe to find out exactly where your value aligns.

Trusting you isn't enough. You have to develop a relationship with the prospect that spans your whole organization. Here how...

How talking about return on investment can hurt you. Use this language instead...

Move beyond what your prospect says they are looking for and find out what keeps them up at night...

After every interaction with your prospect, you need to ask yourself how your prospect's behavior is reflecting your sales approach. Here's what to look for...

Why making small, incremental improvements leads to big results. Let's build a habit of continuous improvement!

Embrace curiosity and discover how effective questioning can uncover deep insights from prospects. Learn the single most important question a seller can ask...

It's all too easy to accuse a sales professional of this. And it's almost always simply not true!

Are you really listening to your prospect or just waiting for your turn to talk. Use these 3 strategies to make a meaningful connection and close deals faster.

If you make one change this year - do this. It is the single most important thing you can do to fill your pipeline and crush your targets!

Discover the simple mindset shift that will help you connect the cool aspects of your products to the value and benefits they provide to customers.

It's okay to lose a sale, but it's not okay to keep losing for the same reason. Learn this lesson and bounce back stronger!

Sales can be tough, but staying motivated is key. Use this practical advice to keep going, one step at a time!

Authenticity is the secret sauce to winning long-term customer relationships. Discover the power of asking and listening to create connections that last!