By Simon Hazeldine Attention has become one of the scarcest resources in selling. Your buyer has emails. Messages. Meetings. Internal problems. Customer issues. Targets. Projects. Suppliers. Notifications. And dozens of…
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 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 There is a comforting idea buried inside a lot of traditional sales thinking. If we give buyers enough information, enough evidence, enough ROI, enough proof, and enough…
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 Salespeople often jump too quickly. Too quickly to the solution.Too quickly to the value proposition.Too quickly to the proof.Too quickly to the close. They are keen to…