By Simon Hazeldine Trust is often described as a soft skill. That is a mistake. Trust is not soft. Trust is commercial. Trust affects how quickly buyers listen, how much…
By Simon Hazeldine Most sales training does not fail because the content is weak. It fails because the behaviour does not change. That is an important distinction. Many sales training…
By Simon Hazeldine Salespeople often jump too quickly. Too quickly to the solution.Too quickly to the value proposition.Too quickly to the proof.Too quickly to the close. They are keen to…
By Simon Hazeldine Most follow-up emails do not move deals forward. They simply remind the buyer that a meeting happened. They say things like: “Thanks for your time today.” “Great…
By Simon Hazeldine Can a sales farmer be turned into a sales hunter? It is a question many sales leaders ask. Usually with some frustration. They look at their account…
By Simon Hazeldine For decades, sales teams have used a simple distinction. Hunters find new business. Farmers grow existing accounts. Hunters prospect, pursue, disrupt, and close. Farmers nurture, retain, develop,…
By Simon Hazeldine Most sales processes are built around seller activity. Prospect.Qualify.Present.Propose.Negotiate.Close. That makes sense from the seller’s perspective. It gives structure.It creates stages.It helps managers track pipeline.It gives CRM…
By Simon Hazeldine AI is no longer coming to sales. It is already here. The question is no longer: “Should we use AI?” The better question is: “Is AI actually…
By Simon Hazeldine Preparation is one of the highest ROI activities in sales. It improves confidence.It sharpens questioning.It strengthens positioning.It reduces risk.It increases control. And yet, it is often rushed.…
By Simon Hazeldine Most sellers are not beaten by competitors. They are beaten by committees. Not because the committee is smarter.Not because the committee is hostile.Not because the seller has…