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 leaders believe pressure improves performance. Tighter pipeline scrutiny.More frequent deal reviews.More questions.More demands for certainty. The logic feels sound. If you inspect more closely, you…
By Simon Hazeldine Most sales organisations assume that deals are won or lost in dramatic fashion. A competitor swoops in. A budget disappears. A stakeholder blocks approval at the eleventh…
By Simon Hazeldine Every year, companies invest huge amounts of money, time, and leadership attention into their annual Sales Kickoff. Venues are booked. Speakers are hired. Decks are polished. Music…
By Simon Hazeldine Walk into most sales organisations and you’ll hear the same mantra: “We’re performance-driven.” On the surface, that sounds impressive. But dig a little deeper and you’ll often…
By Simon Hazeldine Artificial intelligence is no longer a futuristic buzzword. It is in your CRM, your forecasting tools, your prospecting platforms, and your sales enablement stack. AI is already…
By Simon Hazeldine Every sales leader wants a high-performing team. But too many confuse relentless pressure with real performance. The result? Short-term wins, long-term damage, and burned-out reps who take…
By Simon Hazeldine Sales leadership is not just about driving revenue. It is about shaping culture, holding people accountable, and making the tough calls that others avoid. Yet many sales…
By Simon Hazeldine Every sales organisation has targets. They are the heartbeat of most commercial strategies, the rhythm by which managers measure performance, and the stick (and occasional carrot) that…