By Simon Hazeldine Are you suffering from the curse of the shadow CRM? Many sales leaders believe they have a CRM problem.In reality, they have a trust and behaviour problem.…
By Simon Hazeldine Many sales leaders believe their teams lose deals because of poor qualification, weak messaging, or lack of product knowledge. These issues matter, but they are often symptoms,…
By Simon Hazeldine Most salespeople think negotiating power comes from confidence, preparation, or holding their price. It does not. Your real power comes from one thing, how deeply you understand…
By Simon Hazeldine Every day, your customers and stakeholders are drowning in decisions.Which supplier to choose. Which project to prioritise. Which meeting to attend. By the time they speak to…
By Simon Hazeldine If you’ve ever wondered why some sales conversations flow effortlessly while others grind to a halt, the answer lies deep inside the human brain. Every customer, stakeholder,…
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 There is a dangerous myth that still infects too many sales teams and negotiators: that being “reasonable” is the key to success. Be pleasant. Be cooperative. Keep…
By Simon Hazeldine Walk into most sales organisations and you’ll see the same thing. A wall of dashboards. A sea of charts. A leadership team obsessing over conversion rates, pipeline…
By Simon Hazeldine Walk into most sales organisations and you’ll hear the same mantra: “We’re performance-driven.” On the surface, that sounds impressive. But dig a little deeper and you’ll often…
By Simon Hazeldine Every salesperson has felt that moment. You’re mid-conversation, momentum is building, and suddenly the buyer leans back, folds their arms, and says, “We’ll think about it.” That’s…