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The Center for Sales Strategy Blog

Kurt Sima

Kurt Sima

Recent Posts by Kurt Sima:

All The Good Accounts Are Taken — 6 Things That Bust This Myth!

finding quality leadsAs VP/Sr. Consultant at The Center for Sales Strategy, I’ve worked with many customers over the past fourteen years. I would be a wealthier man if I had a dollar for every time I heard this line from sellers:

“All the good accounts are taken.” 

Topics: key account growth sales strategy salespeople prospecting account list management

Object This! Ways to Overcome 5 Common Sales Objections

overcoming sales objectionsEven when you are intentional about removing surprises and skilled at talking about price, you may still encounter objections during the sales process. Listening for objections along the way and handling each one as it comes up helps you avoid trying to address all the objections while you are presenting your proposal.

Topics: Proposal Needs Analysis salespeople sales process sales training prospecting

5 Free Resources to Prepare For a Needs Analysis Meeting

free resources for a prospect meetingIt is not an easy task to set a needs analysis meeting with a new business prospect. Think about all the things you must do to earn the meeting...

Here’s a typical scenario:

  • Identify prospects.
  • Qualify and select the best prospects.
  • Develop a valid business reason.
  • Professionally and persistently pursue the prospect.
  • Connect and set the meeting.

Some prospects take even more time and energy than the scenario listed above. The last thing you want to do is show up to the meeting unprepared! 

Topics: Needs Analysis sales strategy salespeople prospecting

Setting the Table for a Great Needs Analysis

needs analysis for desired business resultsBefore you can have a serious conversation about desired business results, you need your prospects to open up and tell you about their problems and challenges. When you meet someone for the first time, it can be challenging to get them to let their guard down when they don’t know you.

Topics: Needs Analysis

Stop Spending Time with Lousy Prospects: 3 Criteria to Help Qualify Your Prospects

don't waste time when sales prospectingMany sellers struggle to develop new customers. Often this has less to do with the seller’s ability to sell, and more to do with the seller’s ability to select quality prospects.

Topics: sales performance prospecting

What Is Your Draft Strategy?

draft-recruiting-top-salespeopleThe 2018 NFL Draft will take place this week. I root for the Cleveland Browns. The team with the 1-31 record over the past two seasons. The team with one of the worst track records when it comes to evaluating and selecting talent. That’s my team!

Topics: hiring salespeople sales management Talent

Fixing Your Leaky Bucket: Account List Management Strategy

target-account-account-list-management-strategyHave you ever tried to fill a leaky bucket? Pouring water into the bucket while water leaks out from the bottom is a fruitless process and a waste of time. The net result is a partially-filled bucket!

Topics: sales strategy sales performance sales management account list management

What’s Your Account List Management Strategy?

account list management strategyToo many sales organizations do not have an account list management strategy (ALMS) or they have one that provides little strategic value. In mature businesses, the lack of a priority-based ALMS is often tied to the following:

Topics: sales performance sales management account list analytics account list management

Are You a Great Coach?

coaching salespeopleI work with a lot of B2B sales organizations.
Some perform well.  Some perform not-so-well.

Topics: sales management leadership coaching

Stalled Target Accounts Diagnostic

stalled target accounts diagnosticSymptoms and Suggestions to move beyond the stall!

Too often sellers fail to convert new business target accounts because they stall at various points of the sales process. Here are some symptoms and suggestions designed to help sellers move beyond the stall to convert a new business target to a new business customer.