How do we stop chasing deals that will never close?

You and your team have a list of deals. Some are real. Many are not. You keep working the fake ones anyway, because a long list feels safer than a short, honest one. This is not a skill problem. You already know how to tell a real deal from a hopeful one. The problem is you don't want to know. Admitting a deal is dead means admitting you spent weeks on nothing. So you keep calling, keep hoping, keep reporting it as "in progress." You cannot control whether a buyer says yes. You can control where you point your attention today. That choice is the whole job. Everything else is noise you're using to avoid making it.