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The Center for Sales Strategy Blog

Kurt Sima

Kurt Sima

Recent Posts by Kurt Sima:

5 New Year’s Resolutions for Struggling Sellers

New Year’s Resolutions for Struggling Sellers

A New Year's resolution is a tradition in which a person resolves to change an undesired trait or behavior, to accomplish a personal goal or otherwise improve their life. The New Year brings a fresh start and the opportunity for sales managers and sales teams to set goals and intentions for the coming months. 

Perhaps you, or a salesperson on your team, had a lousy 2019 and are ready to make some changes in 2020. A resolution can help reset the compass — here’s a list of options to help kick off the New Year and improve your (or your sales team's) sales performance.

Topics: sales strategy sales process

Do You Make Leadership Mistakes Like Freddie Kitchens?

Do You Make Leadership Mistakes Like Freddie Kitchens

We often use sports to relate to management behaviors to avoid. 

Reflecting back to 2011, there’s How to Build a Winning Team for your Sales Organization, then there's, Do You Onboard New Sellers Like the Cleveland Browns Onboard New Quarterbacks? Both articles provide insight on how to learn from coaches and teams' mistakes and apply lessons learned to sales today.

In this installment, let's focus on leadership — specifically, how a leader should respond and react when they make a mistake. Warning: sports analogies are included in this post.

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? 

Topics: Needs Analysis sales strategy prospecting

The Art and Science Blend of Sales Leadership

The Art and Science Blend of Sales Leadership

World-class leaders understand improving performance is part art and part science. A recipe that includes the proper blend of both—art and science—is often what separates failure from success and exhibits the following:

  • Outstanding performance (beating others in their peer group)
  • High level of employee engagement and satisfaction
  • Low turnover
  • A culture of engagement
  • A tribe that everyone wants to be part of

The debate on whether successful sales leadership is truly an art or a science has been running for decades. At The Center for Sales Strategy (CSS), we know that it’s a perfect combination of both. When blended and configured correctly, the fusion between art and science results in a powerhouse sales team and business.

Topics: Talent company culture talent focused management

How to Upsell Key Accounts Using the Consumer Journey

How to Upsell Key Accounts Using the Consumer Journey-1

Whether they realize it or not, consumers travel through a series of steps before purchasing an item. For the consumer, this journey is not something they think about; they’re simply trying to make a decision.

The process consumers follow to purchase a product or service has changed significantly over the years. To truly understand the consumer journey today, we must look at the past relationship between the brand and the consumer and how it has evolved over time.

Topics: Buyer's Journey customer journey consumer needs

Sales Management Tip: Helping Sellers Develop Trust with Customers

Helping Sellers Develop Trust with Customers

Sales managers and sellers can agree that developing trust with a customer is one of the most  important parts of the sales process.

Simply put, customers don't buy from people they don't trust. However, they buy more from people they do trust! Here are some tips on how to develop trust with your customers.

6 Common Objections Heard by Media Salespeople — and Responses that Improve Sales Performance

common objections heard by salespeopleEven media sellers who are skilled at talking about price and removing surprises throughout the sales process can encounter objections. Superstar sellers know that most strong responses to objections involve asking the prospect additional questions to get back to the desired business result, and most of these questions will logically lead to the next. 

Here’s a list of the most common objections heard by media salespeople along with ways you can respond to each. Feel free to keep this list handy — you might need it!

Topics: sales process increase sales performance

Top Questions to Ask to Determine Advertiser Measures of Success

11 Questions to Ask to Determine Advertiser Measures of Success

How modern marketers measure advertising effectiveness is one of the most searched topics in digital marketing today. Most agree results are crucial; however, there doesn’t seem to be one right answer when it comes to determining advertiser measures of success.

As you’re building a relationship with a new business prospect or an existing customer, it’s important to have open and upfront conversations about how the advertiser measures success.

Topics: Needs Analysis sales process measure of success

A World-Class Account List Management Strategy + Tips for Sales Managers and Their Teams

winning-success-great-salesperson-managerTop-performing sales organizations have many things in common. One is their understanding of and the importance they place on an account list management strategy. Here’s the concept and some tips used by world-class managers—feel free to use it in your organization.

ALMS

Topics: sales strategy account list management

3 Effective Ways to Prompt a Prospect in the Conversation About Price

price-conversationTalking about price with a new business prospect can be tricky. Talking about it too soon—when trust is low—can end the conversation, before it has even gained any traction. Talking about it too late could lead to the unfortunate discovery that the prospect is cash poor.

There are a number of ways to prompt the conversation with a prospect. Here’s a list of three that are extremely effective.

Topics: sales strategy sales process