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…
By Simon Hazeldine Most salespeople believe they run good discovery conversations. They ask questions.They take notes.They gather information. And yet, they still lose. Not because they did not ask enough…
By Simon Hazeldine Most salespeople think deals are won in the pitch. They’re not. They’re won, or lost, in the first 90 seconds. Before your slides.Before your proposal.Before your pricing.…
By Simon Hazeldine Sales leaders have a visibility problem. It is not in the CRM.It is not in the forecast.And it is not on the dashboard. It sits quietly alongside…