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…
By Simon Hazeldine Every sales organisation has targets. They are the heartbeat of most commercial strategies, the rhythm by which managers measure performance, and the stick (and occasional carrot) that…
By Simon Hazeldine If you think sales success is solely the responsibility of your sales team, think again. In today’s hyper-competitive and complex markets, elite sales leaders know that revenue…
By Simon Hazeldine In strong economies, average sales leaders can hide. Good market conditions mask mediocre strategies, sloppy execution, and fragile cultures. But when the market tightens, when uncertainty surges,…