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The Center for Sales Strategy Blog

Kurt Sima

Kurt Sima

Recent Posts by Kurt Sima:

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 prospecting sales strategy

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 process sales strategy

The 5 P's of Selling (Don't Skip #3!)

5 p's of sellingProper preparation prevents poor performance! 

Take these five P's for a test drive, and your sale performance will improve. 

Topics: sales process sales performance Proposal prospecting

5 New Year’s Resolutions for Struggling Sellers

new year's resolutions for salespeopleA 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.

Perhaps you, or a salesperson on your team, had a lousy 2018 and are ready to make some changes in 2019. A resolution might 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 process sales strategy

A 4-Step Needs Analysis Process that Really Works

4 step needs analysisIf you are struggling to uncover desired business results that lead to cash, perhaps it is time to modify your needs analysis process. Here’s a new model that is getting rave reviews — feel free to take it for a test drive during your next discovery meeting with a new prospect.

Topics: Needs Analysis prospecting sales process sales strategy

A 10-Step Guide to Building an Account List Management Strategy

build an account list management strategyA new year is around the corner, and it is time to perform some routine maintenance. A great place to start is cleaning up your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready to go for a successful 2019! 

Topics: account list management account list analytics key account growth prospecting sales performance

5 Tactics to Activate Talent and Improve Sales Performance

activate sales talent improve sales perfomanceOver the years I’ve written posts about my favorite NFL team, the Cleveland Browns. Most of my previous posts reflected on their losing ways and focused on “what not to do” as a manager.

This post is different. This post sheds a positive light on the Browns related to activating talent and tells a nice story about how a new leader transformed the same players from losers to winners by changing five things. 

Imagine that: The same players being coached (managed) differently producing significantly different results!

Topics: Talent sales performance sales management coaching sales training

Advertising Sales is Changing — 5 Tactics to Stay Ahead and Win

sales revolutionThe advertising game for traditional media is changing and evolving. In this case, change is not a good thing. It’s time for a revolution on your sales team. Are you ready? 

This sounds kind of dramatic, perhaps over-dramatic, but it is true. Some type of revolution needs to take place on your sales team in order for traditional media companies to stay in the game. 

Need proof? Here are some samples of reality:

Topics: sales performance sales accelerator sales strategy sales management

How to Transform From a Reactive Manager to a Proactive Leader

proactive leader sales managerTethered to a mobile device, laptop, or desktop responding to emails and phone calls. Putting out fires like some help desk ninja. Drowning in reactive mode. Everything is important. Everything is urgent. Everything needs attention right now. Pronto!

Is this the role of a leader? I think not.

Many “leaders” spend too much time in reactive mode. Those who do this are not really leaders, they are highly paid help desk clerks. Don’t get me wrong, solving problems is a function of leadership; however, so is taking the time to disconnect and engage in proactive activities that produce the next big idea. The next big revenue driver. The next big thing that separates the team from the pack of reactive competitors.

Being a proactive leader requires taking a step back from the day-to-day operation to work on the business as opposed to working in the business. The business will not improve and flourish unless new thinking and new ideas evolve.