By Simon Hazeldine Most sales processes are built around seller activity. Prospect.Qualify.Present.Propose.Negotiate.Close. That makes sense from the seller’s perspective. It gives structure.It creates stages.It helps managers track pipeline.It gives CRM…
By Simon Hazeldine Most CRMs fail not because of poor configuration, but because of poor intent. That may sound provocative, but it explains why organisations continue to invest heavily in…
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 It’s the hidden epidemic in sales organisations: underperformance that stems not from lack of effort, tools, or talent, but from inadequate coaching. While companies spend millions on…
By Simon Hazeldine Take a long, hard look at your sales team. If their tools, techniques, and thinking haven’t evolved dramatically over the past decade, you may be unknowingly playing…
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…