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…
By Simon Hazeldine Most sales teams believe that more information equals more persuasion. More slides.More features.More case studies.More data.More options. The intention is good. The execution is costly. Because buyers…
By Simon Hazeldine Most organisations say they do win-loss reviews. In reality, most conduct post-mortems that change nothing. A deal is lost. A meeting is held. Opinions are shared. External…
By Simon Hazeldine Many sales leaders blame the market for shrinking margins. “The competition is aggressive.”“Customers are more price sensitive.”“Procurement is tougher than ever.” Those statements may be true, but…
By Simon Hazeldine Most sales organisations assume that deals are won or lost in dramatic fashion. A competitor swoops in. A budget disappears. A stakeholder blocks approval at the eleventh…
By Simon Hazeldine Every year, companies invest huge amounts of money, time, and leadership attention into their annual Sales Kickoff. Venues are booked. Speakers are hired. Decks are polished. Music…