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 … [Read more...] about 4 Habits That Feel Productive and Close Nothing
Your Past Deals Are Lying to You
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 … [Read more...] about Your Past Deals Are Lying to You
Stuck Deal? Stop Working It Alone.
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 … [Read more...] about Stuck Deal? Stop Working It Alone.
Your Stakeholder Is Ghosting You…Now What?
Sellers keep telling me the same thing: we can’t get in front of the stakeholder. Here’s the old term worth reviving, and why calling almost anyone … [Read more...] about Your Stakeholder Is Ghosting You…Now What?
The One Buyer You’re Not Talking To
Stakeholders, buyers, influencers. You’ve mapped them all, and you’re still missing the one person who actually moves the deal. Don’t forget to check … [Read more...] about The One Buyer You’re Not Talking To
Deals Aren’t Won in Negotiation
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 … [Read more...] about Deals Aren’t Won in Negotiation
