By Simon Hazeldine Most sales managers think they coach more than they actually do. That may sound harsh. But listen to a typical conversation. Salesperson: “The deal has stalled. Procurement…
By Simon Hazeldine Something predictable happens after many sales training programmes. Day one feels great. The room has energy. People engage with the ideas. They practise new techniques. They make…
By Simon Hazeldine Here is an uncomfortable question for sales leaders. What if your average salespeople already know most of what your best salespeople know? They know they should prepare…
By Simon Hazeldine Most salespeople want the buyer to say yes. Yes to the meeting.Yes to the next step.Yes to the proposal.Yes to the investment.Yes to the change.Yes to the…
By Simon Hazeldine Most organisations look for sales improvement in the wrong place. They look for the big breakthrough. The new methodology.The new CRM.The new AI tool.The new compensation plan.The…
By Simon Hazeldine Most sales training does not fail because the content is weak. It fails because the behaviour does not change. That is an important distinction. Many sales training…
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 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 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 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…