Many salespeople think their job is to explain, educate, and overcome objections. Yes, those things matter, but they are not close. The real close happens when the offer is laid…

Don’t call people until you have an offer to make. It doesn’t matter how warm your voice sounds, how fluent your pitch is, or how convincing your reasoning feels. If…

Product knowledge answers “What is this?” Industry knowledge answers “Why does this matter?” The biggest deals are closed by people who can connect both. When a buyer says, “I heard…