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The Center for Sales Strategy Blog

Kurt Sima

Kurt Sima

Recent Posts by Kurt Sima:

Fixing Your Leaky Bucket: Account List Management Strategy

target-account-account-list-management-strategyHave you ever tried to fill a leaky bucket? Pouring water into the bucket while water leaks out from the bottom is a fruitless process and a waste of time. The net result is a partially-filled bucket!

Topics: sales strategy sales performance sales management account list management

What’s Your Account List Management Strategy?

account list management strategyToo many sales organizations do not have an account list management strategy (ALMS) or they have one that provides little strategic value. In mature businesses, the lack of a priority-based ALMS is often tied to the following:

Topics: sales performance sales management account list analytics account list management

Are You a Great Coach?

coaching salespeopleI work with a lot of B2B sales organizations.
Some perform well.  Some perform not-so-well.

Topics: sales management leadership coaching

Stalled Target Accounts Diagnostic

stalled target accounts diagnosticSymptoms and Suggestions to move beyond the stall!

Too often sellers fail to convert new business target accounts because they stall at various points of the sales process. Here are some symptoms and suggestions designed to help sellers move beyond the stall to convert a new business target to a new business customer.

How to Hire a Salesperson Who Sells Integrated Solutions

hire a salesperson who sells integrated solutionsSales managers in the media space are faced with the challenge of hiring sellers who sell integrated solutions. No longer is hiring a one trick pony—a master negotiator who secures large shares of available opportunities—the recruitment and selection gold standard. Hiring great negotiators who can also develop business by selling integrated solutions is now standard operating procedure.

Topics: hiring salespeople integrated media solution Talent

Five Reasons Millennials Quit Sales Jobs

Millennials in SalesA client of mine recently told me about the departure of seven salespeople from his organization.  All seven of the sellers had been hired in the last year — all seven departed before their one-year anniversary. One other thing related to the departed seven; they were all millennials!

My client immediately came to the conclusion that there is something different about millennials that caused them to leave his organization. My client was partially correct and partially incorrect.

Below are five reasons millennials quit sales jobs:

Topics: Management sales management

Revenue Development Ideas to Transform an Annual Business Plan from Roadmap to GPS

Business_GPS.jpg

It is the time of the year for sales managers to finalize their business plans for the upcoming year. Plans will soon be approved by the cheese (boss) upstairs or the cheese (VP of Sales) in the tower miles away. Most agree that it’s smart to develop a business plan with details on how to exceed goals—some call them a roadmap to success.

By now, most business plans (encased in a binder) have made their way to a shelf, tucked away for safe keeping like a roadmap in a glove box. Roadmaps are pretty worthless these days, especially if they are tucked away in a glove box—kind of like a business plan in a binder on a shelf.

Travelers know there is a better way to keep from getting lost than a roadmap; it’s called a GPS. It’s about time managers figured out how to keep from getting lost by transforming their annual business plans from a roadmap to GPS. Following are 5 ways to help in this process...

Topics: Management

Close More Deals and Build Long-term Customers Using a No-surprise Proposal

no_surprise_proposal.jpg

Surprises are fun when they are part of a birthday; not so much when they are involved in selling. Salespeople should do their due diligence to minimize surprises during the sales process, especially when presenting and closing proposals.

Salespeople can improve their closing ratio and improve customer results using a no-surprise proposal (NSP) technique by clarifying these five things before they build and present a proposal:

Topics: Proposal Sales

What is Your Sales Strategy—Pitching Proposals or Providing Solutions?

needs_analysis-1.jpg

The best B2B salespeople follow a sales strategy that includes the use of a needs analysis meeting with new business prospects or existing customers. Do you?

Without a needs analysis the sales process breaks down transforming salespeople into peddlers—pitching, hoping and praying… pitching, hoping and praying… pitching hoping and praying! 

A better approach involves a conversation with customers and new business prospects to uncover business problems or opportunities. 

Topics: new business development Needs Analysis sales strategy Sales

A Sales Strategy to Double Time Spent Selling

Double_Time_Spent_Selling

When a colleague conducted a "time spent selling audit" for one of her clients, the data showed the organization's best sellers spent slightly over 20% of their time actually selling. Keep in mind, the audit included the best sellers in the organization! Here are five reasons why this happens:

Topics: Setting Appointments new business development lead generation Management Sales