By Simon Hazeldine Most salespeople believe they run good discovery conversations. They ask questions.They take notes.They gather information. And yet, they still lose. Not because they did not ask enough…
By Simon Hazeldine Most salespeople think deals are won in the pitch. They’re not. They’re won, or lost, in the first 90 seconds. Before your slides.Before your proposal.Before your pricing.…
PART 3: From Trusted Expert to Commercial Partner – How to Turn Insight Into Revenue By Simon Hazeldine In Part 1, we explored a powerful truth. If you work with…
By Simon Hazeldine Most sellers try to win by working harder. More calls.More meetings.More proposals.More hours. Activity increases.Effort increases.Fatigue increases. Results often do not. Elite sellers operate differently. They look…
By Simon Hazeldine Most sales teams believe that more information equals more persuasion. More slides.More features.More case studies.More data.More options. The intention is good. The execution is costly. Because buyers…
By Simon Hazeldine Many sales leaders blame the market for shrinking margins. “The competition is aggressive.”“Customers are more price sensitive.”“Procurement is tougher than ever.” Those statements may be true, but…
By Simon Hazeldine Many sales leaders are puzzled by a frustrating pattern. Their best sellers do everything right. They build strong relationships. They articulate value clearly. They run professional sales…
By Simon Hazeldine Every day, your customers and stakeholders are drowning in decisions.Which supplier to choose. Which project to prioritise. Which meeting to attend. By the time they speak to…
By Simon Hazeldine We live in an in-between era. Field sales went virtual almost overnight during the Covid pandemic, then snapped back to something that resembles the old world, only…
By Simon Hazeldine Every salesperson has felt that moment. You’re mid-conversation, momentum is building, and suddenly the buyer leans back, folds their arms, and says, “We’ll think about it.” That’s…