By Simon Hazeldine Confidence in sales is often misunderstood. Too many people still believe it is something you either have or you do not. Some sellers are “naturally confident”.Some sellers…
By Simon Hazeldine Most deals do not stall because the buyer suddenly loses interest. They stall because momentum quietly disappears. The meeting felt positive.The buyer seemed engaged.The opportunity looked real.…
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 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 For decades, sales training has revolved around the art of persuasion. Scripts, objection handling, closing techniques. The underlying assumption? If you say the right words with enough…
By Simon Hazeldine There’s a storm coming - and many sales teams aren’t ready. Artificial intelligence, automation, and radically evolving buyer expectations are transforming the sales landscape. The traditional salesperson,…
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 Consultative selling is one of the most powerful approaches in the B2B sales world. It shifts the focus from simply pitching a product to building a relationship…