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…
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 For decades, sales teams have used a simple distinction. Hunters find new business. Farmers grow existing accounts. Hunters prospect, pursue, disrupt, and close. Farmers nurture, retain, develop,…
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 AI is no longer coming to sales. It is already here. The question is no longer: “Should we use AI?” The better question is: “Is AI actually…
By Simon Hazeldine Preparation is one of the highest ROI activities in sales. It improves confidence.It sharpens questioning.It strengthens positioning.It reduces risk.It increases control. And yet, it is often rushed.…
By Simon Hazeldine Most sellers are not beaten by competitors. They are beaten by committees. Not because the committee is smarter.Not because the committee is hostile.Not because the seller has…
By Simon Hazeldine Influence in sales is often misunderstood. Too many salespeople still believe influence is about enthusiasm. Be energetic.Be positive.Be passionate.Be persistent. There is nothing wrong with energy. But…
By Simon Hazeldine Discounting is often presented as a commercial decision. In reality, it is often an emotional reaction. A buyer pushes back.Procurement asks for a better price.A customer says…
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…