Sales Coaching

The Closing Room: Why Your Best-Feeling Deals Are Your Riskiest

AI can surface the signals. It can’t tell you which deals are real.

The deals most likely to slip aren’t the ugly ones. They’re the opportunities your sellers feel great about: the relationship is strong, the buyer loves the solution, and the champion is taking it upstairs, but enthusiasm without action fills a forecast right up until the day it doesn’t.

In this on-demand session, Colleen Francis, President of Engage Selling and creator of The Closing Room, shows how experienced managers separate pipeline reality from wishful thinking. AI can only reason from what sellers put into the CRM, but the real story often lives in what’s missing; the stakeholder who never engaged or the question that never got answered. Knowing how to spot those gaps is a human skill, and it can be learned.

Colleen will work through real deals the way she does inside The Closing Room, where every opportunity gets a decision: accelerate it, de-risk it, or walk away.

You’ll walk away with:

A way to ground deal status in buyer behavior instead of seller optimism, so end-of-quarter surprises stop.
A practical “feeling vs. fact” framework for pressure-testing deal confidence.
Real deals worked live. Not theory, not slideware.
The questions managers can use to surface deal risk and coach the moves that matter most.

Speaker:

A woman with short blonde hair, wearing a light blue blazer over a white top, smiles at the camera against a plain gray background—ready to discuss deals and refine your sales process.

Colleen Francis, Founder and President at Engage Selling Solutions

Colleen is driven by a passion for sales – and results. A successful sales leader for over 20 years, she understands the challenges of selling in today’s market. Clients note her frank, no-nonsense approach to solving problems and addressing opportunities – an approach that delivers sales results. Colleen is an award-winning writer, consultant and bestselling author of popular sales books including the recent Right on the Money. A recognized thought leader in sales leadership, she is an inductee in the Professional Speaker Hall of Fame and has been named the #1 sales influencer to follow on LinkedIn.