By Simon Hazeldine In sales and negotiation, there is one invisible currency that decides who wins and who loses: trust. Without it, even the best pitch collapses. With it, deals…
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 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 the competitive world of sales, the temptation to offer a discount early in the sales process can be overwhelming. After all, discounting can create urgency, make…
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 Often seen as old-school, outdated, and borderline intrusive, it’s a…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 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 I have some very bad news for you. You had better make sure you are sitting down. Prepare yourself for a shock. Your customers don't care about…
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…
By Simon Hazeldine In today’s digital landscape, social media has become more than just a place to connect with friends and family; it has evolved into a powerful platform for…
By Simon Hazeldine Many sales teams focus the majority of their efforts on acquiring new clients, often overlooking the revenue potential within their existing client base. Studies have shown that…