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 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 Most CRMs fail not because of poor configuration, but because of poor intent. That may sound provocative, but it explains why organisations continue to invest heavily in…
By Simon Hazeldine Take a long, hard look at your sales team. If their tools, techniques, and thinking haven’t evolved dramatically over the past decade, you may be unknowingly playing…
By Simon Hazeldine Follow-up is the unsung hero of successful selling. You can spend countless hours prospecting, qualifying, and pitching, but if you don’t master the art of follow-up, all…