By Simon Hazeldine In modern B2B sales, the most important part of the sales process often happens before your sales team even knows the buyer exists. According to research by…
By Simon Hazeldine Sales leaders love best practices. They offer comfort, predictability, and a blueprint that feels safe when the commercial world feels volatile. But here is the uncomfortable truth.…
By Simon Hazeldine In strong economies, average sales leaders can hide. Good market conditions mask mediocre strategies, sloppy execution, and fragile cultures. But when the market tightens, when uncertainty surges,…
By Simon Hazeldine In today’s hyper-competitive and unpredictable marketplace, technical selling skills alone are no longer enough. The modern sales professional is under relentless pressure from aggressive quotas, longer buying…
By Simon Hazeldine It’s the hidden epidemic in sales organisations: underperformance that stems not from lack of effort, tools, or talent, but from inadequate coaching. While companies spend millions on…
By Simon Hazeldine Take a long, hard look at your sales team. If their tools, techniques, and thinking haven’t evolved dramatically over the past decade, you may be unknowingly playing…
By Simon Hazeldine In today’s fast-paced, high-stakes selling environment, preparation isn’t just important, it’s essential. But traditional methods of preparing for a sales pitch such as studying notes, rehearsing solo,…
By Simon Hazeldine In sales leadership, there’s an old enemy we love to hate: the competition. It’s easy to blame lost deals on market shifts, economic headwinds, or the aggressive…
By Simon Hazeldine Let’s be honest. Sales conferences are often big on energy but low on execution. Motivational music. Corporate swag. A world-class keynote speaker. Maybe even fireworks. But ask…
By Simon Hazeldine Let’s get brutally honest: most sales training doesn’t work. Companies pour millions into one-off workshops, motivational kick-offs, and glossy e-learning platforms, yet weeks later, performance hasn’t changed.…