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…
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 Is Cold Calling Dead? Think Again! Cold calling—just saying the phrase sends shivers down many salespeople’s spines. Often seen as old-school, outdated, and borderline intrusive, it’s a…
By Simon Hazeldine Follow-up is the unsung hero of successful selling. You can spend countless hours prospecting, qualifying, and pitching, but if you don’t master the art of follow-up, all…
By Simon Hazeldine Historically, salespeople tended to call in person on their customers. Over time telephone-based salespeople started to become more common. More and more organisations began to realise that…
By Simon Hazeldine Recently I was conducting a group virtual follow up call with a group of participants from a recent seminar I ran in Switzerland. I frequently schedule such…