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 leaders obsess over pipeline. Lead generation.Conversion rates.Forecast accuracy.Win rates. All important. But many are ignoring a silent collision that is eroding performance from the inside.…
By Simon Hazeldine For decades, sales leadership has revolved around two words: the pipeline. Forecast calls, pipeline reviews, quarterly reports - they dominate how we track progress. Yet here is…
By Simon Hazeldine When I am working with key account managers and account managers helping them to create effective Key Account Development Plans, I recommend that they include an M.O.S.T.…