Kurt Sima, on March 5, 2015
As a B2B sales consultant, I’m always looking for simple ways to help my customers get their heads around driving revenue. Here are five words I’ve been talking about a great deal lately:
Here are some simple tips tied to each word that will help sales organizations improve revenue in the upcoming year. Feel free to add this list to your sales consultant resources:
Kurt Sima, on February 9, 2015
Improving Sales Performance Often Requires Changing Focus
Have you ever had a ticket to this movie as a B2B sales consultant?
You’ve been working with a sales organization for a year or so and installed the following systems:
And nothing is happening… sales performance remains the same!
As B2B sales training consultants we often overlook the concept of focus and control when helping struggling sales organizations. Simply put, two things exist in the world of salespeople: Things they control and things they do not control.
Kurt Sima, on October 23, 2014
Going viral.
It's what a lot of people online want to do. They want a piece of their content to hit the right notes with the right people, propelling them, even for a minute, to internet fame status.
But what if you could go viral inside your key accounts?
The result would be even better than getting a million hits on a cat video. It would connect you with the people your key accounts trust and value, which would, in turn, increase the number of key accounts.
Which would increase your sales.
Kurt Sima, on July 16, 2014
A friend of mine in sales was recently frustrated with the lack of response he'd been getting. Suddenly, it seemed, the tried and true sales methods he'd become accustomed to weren't working anymore. He sat down next to me, and said, "I think it's time I moved beyond selling benefits and features to my prospects."
I smiled, and said, "welcome to the club."
I've been in sales my entire career, and encourage everyone, not just my friend, to move beyond selling benefits and features. Below are five reasons why.
Kurt Sima, on March 28, 2013
The best B2B salespeople use a sales strategy that includes personal positioning. Here’s how you can get into this game and attract new business prospects:
Kurt Sima, on January 7, 2013
Improving sales performance happens when salespeople do the little things that make a difference. The best salespeople do these things without being told — they even do these things when their manager is not looking:
Kurt Sima, on December 3, 2012
The best salespeople understand the value of relationships in these four areas:
Kurt Sima, on October 25, 2012
B2B sellers fall into one of three categories. Take a look at the description of each category or level to see where you reside:
Kurt Sima, on July 5, 2012
Even the best sellers have some level of call reluctance—the fear of having a conversation with a new business prospect or an existing client. Call reluctance can occur in the following situations:
Kurt Sima, on May 1, 2012
Who is worth your new business development time? Not every new business prospect is. Here are 6 things to consider when selecting a new business prospect:
