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The Center for Sales Strategy Blog

Kurt Sima

Kurt Sima

Recent Posts by Kurt Sima:

The Most Important Component to Improving Sales Performance

company cultureCulture first… all the other stuff after that! 

“Until I came to IBM, I probably would have told you that culture was just one among several important elements in any organization’s makeup and success – along with vision, strategy, marketing, financials, and the like… I came to see, in my time at IBM, that culture isn’t just one aspect of the game, it is the game. In the end, an organization is nothing more than the collective capacity of its people to create value.”                             - Louis V. Gerstner, JR – former CEO of IBM 

Most organizations dealing with performance issues miss this point. Traditional logic dictates performance improvement is tied to any or all of these factors:

  • Product
  • People
  • Process

Don’t get me wrong, these things are important, but they are not as important as culture

Topics: sales performance sales culture company culture

The Real Meaning of Bird Box: It’s All About Sales

Bird Box meaning is about salesNetflix claims over 45 million people have watched the movie Bird Box! Wow, 45 million people!

This post-apocalyptic thriller follows the story of a woman who must find a way to guide herself and her children to safety despite the potential threat from an unseen adversary. The story is partially told via flashbacks and takes place during three time periods.

Much has been written and said about the true meaning of Bird Box. Here are some theories—it’s all about:

  • The negative impact of social media.
  • The inability of people to see racism.
  • The careless way some people deal with mental health issues.
  • Demons wreaking havoc and driving people to harm themselves.

All these theories are pretty deep, but they miss the real meaning behind the movie. You see, Bird Box is all about sales! 

Topics: sales strategy sales performance sales process

6 Hiring Scenario Mistakes and How to Avoid Them

avoid hiring the wrong personThere is nothing more impactful than adding the right seller to your team. Conversely, there is nothing more impactful when adding the wrong seller to your team!

Here’s a list of six scenarios managers find themselves in when hiring sellers that lead to hiring the wrong person, plus things managers can do to avoid them.

Topics: hiring salespeople Talent

Ways to Engage in the Conversation About Price

sales price conversationTalking about price with a new business prospect can be tricky. If you do it too soon, you might scare away a prospect. If you wait too long, the sticker shock might blow your proposal out of the water because it exceeds reality. 

Here’s a list of recommendations and things to consider about the topic of price along with three effective ways to prompt the conversation (including some easy to use ROI formulas).

Topics: discussing price sales process prospecting

5 Ways to Heat Up a Cold Start to the New Year

heat up your sales revenueJanuary is history, and some sellers are already singing the blues because their year is off to a cold start. That’s the bad news… here’s the good news; it is not too late to make some changes to accelerate revenue and improve sales performance.

Here’s a list of five things to get 2019 back on track and heat up sales revenue!

Topics: key account growth account list management

Update Your LinkedIn Profile to Become Trusted and Valued by New Business Prospects

become a trusted and valued sales profesisionalThey don’t know you.
They don’t trust you.
They won’t respond to your emails.
They won’t engage in a conversation with you.
They won’t meet with you!

These are some of the challenges we face from new business prospects when it is early in the sales process. Each is a hurdle we have to overcome to connect and move the sales process to the next step. When you boil it down, the problem is linked to a lack of trust and value. Simply put, you are not valued or trusted in the eyes of new business prospects.

Ouch! How can this be when you have some much going for you?

Topics: LinkedIn sales process prospecting

Are These Three Things Affecting Your Sales Revenue?

improve sales revenueMost sales organizations are dealing with some hidden constraints that negatively impact revenue and cash. Here’s a list of the three most common, plus solutions to eliminate them.

Topics: hiring salespeople sales management Talent

5 Ways to Show a New Business Prospect You Care

show a new prospect you careThe things you do are often more powerful than the things you say. 

New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale? 

Here are five things to do before and during a first meeting with a new business prospect to demonstrate you care:

Topics: Needs Analysis sales strategy prospecting

My 5 Coolest Performance Improvement Discoveries of 2018

sales performance improvementI’m a sales performance improvement geek, and I admit it!

I enjoy discovering, and sometimes creating, things that help sales organizations improve revenue performance. I encountered some really cool things in 2018 — here’s a list of my top 5.

Topics: sales performance sales management sales accelerator

5 (More) New Year's Resolutions for Struggling Sellers

new year's resolutions for sellersRecently, I provided five options for New Year’s resolutions for struggling sellers and managers who had a less than awesome 2018. If none of these options seemed attractive, here are five additional things you can do to reset your sales compass for 2019—plus some information to help make these resolutions part of your sales routine to improve sales performance. 

Topics: sales strategy sales process