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The Center for Sales Strategy Blog

Kurt Sima

Kurt Sima

Recent Posts by Kurt Sima:

The Top 7 Sources to Find Leads

lead sources and ideas for sellersBefore choosing which prospects to target, it’s best to generate a long list of leads so you can narrow to the best leads. Using the categories you’ve identified as a good fit your business, decide which sources on this list are right for you to generate your own list of leads.

Topics: lead generation prospecting account list management

Avoiding Wasted Time on Bogus Prospects by Evaluating These 3 Things

avoid wasting time on bogus prospectsHere are three questions for sales managers and sellers:

  1. Who has time to waste with prospects that don’t have the cash to purchase the kind of solutions you sell?
  2. Who has time to waste trying to get an appointment with a prospect that is impossible to gain access to?
  3. Who has time to waste with prospects that have a consumer base beyond the scope of your products?

Most sellers are time-starved with no time to waste… especially when it comes to developing new customers. Investing time selecting quality, new business, target prospects makes all the sense in the world because some prospects are better than others, and qualifying them will help save time in the long run.

Topics: prospecting

Eliminate Hiring Mistakes by Evaluating These 8 Fit Factors

using fit factors to hire salespeopleWorld-class managers understand this essential element of hiring salespeople: talent is meaningless without FIT!

As a hiring manager, considering fit as carefully as talent is critical to a successful hire. Unfortunately, some managers discover fit problems after they hire a seller. Avoid this problem by evaluating these eight fit factors during the hiring process.

Topics: hiring salespeople sales management

How to Develop and Deliver the Best Campaign Recap

campaign recap“Wow, this is the best campaign recap I’ve ever received!”

As a seller, have you ever heard this from a customer? The odds of getting this type of feedback are low. Don’t feel bad because most campaign recaps are mediocre at best. Most are a bunch of data that do not tell a story. Most are forgettable at best.

Topics: selling digital advertising sales performance sales process

Spring Cleaning: A 10-Step Guide to Cleaning Up Your Account List

spring cleaning your sales account listSpring is in the air, and perhaps it is time for some Spring cleaning in your sales organization. A great place to start is your master account list. Is your account list a mess? Perhaps bloated and out of date? If so, follow these 10 steps to clean it up and get things back on track.

Topics: key account growth account list management

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