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 We live in an in-between era. Field sales went virtual almost overnight during the Covid pandemic, then snapped back to something that resembles the old world, only…
By Simon Hazeldine In today’s hyper-competitive and unpredictable marketplace, technical selling skills alone are no longer enough. The modern sales professional is under relentless pressure from aggressive quotas, longer buying…
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 Building and maintaining a high-performance sales team isn’t just about hiring top talent and hoping they succeed. It requires a structured and disciplined approach to performance management.…
By Simon Hazeldine I wish to make it clear right at the start of this article that I have never served in the military (I have a rather immature aversion…
By Simon Hazeldine Ever wondered what your salespeople really think about the way that you manage and lead them? Are they thinking (but not actually saying) any of the following…
By Simon Hazeldine As a result of the challenging commercial environment that has become the new reality we are all operating within, sales professionals need an edge – and the…