William Surmon

Embrace Competition

Vital Stats Name: William Surmon, 45 Designation: National head of sales and distribution Company: Zurich Insurance Company South Africa Sales Team: More than 100 sales staff across eight regions Sales…

To Win, Expect the Best

In his new book Mind Over Mind, science journalist Chris Berdik explains the many ways in which what you expect shapes what happens. The premise is simple: expectations matter. In…

The End of Solution Sales

The hardest thing about B2B selling today is that customers don’t need you the way they used to. In recent decades sales reps have become adept at discovering customers’ needs…

What Are We Teaching

Sometimes we teach the sales force unintended lessons. By not reviewing activity and outcomes, we teach the sales force that taking the activities and achieving the outcomes they need isn’t…