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 salespeople think negotiating power comes from confidence, preparation, or holding their price. It does not. Your real power comes from one thing, how deeply you understand…
By Simon Hazeldine There is a dangerous myth that still infects too many sales teams and negotiators: that being “reasonable” is the key to success. Be pleasant. Be cooperative. Keep…
By Simon Hazeldine In sales, the pressure to hit targets and manage expectations is relentless. Sales professionals, managers, and leaders all navigate a complex landscape of forecasts, quotas, and performance…
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…