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The Center for Sales Strategy Blog

Kurt Sima

Kurt Sima

Recent Posts by Kurt Sima:

Closing The Credibility Gap to Set More Appointments

Closing The Credibility Gap to Set More Appointments

Setting the first appointment with a new business prospect is not an easy task. Some argue it’s the toughest part of the sales process. Additionally, it’s something veteran sellers struggle with as much as new sellers.

The main reason this is a difficult task is the lack of credibility that salespeople are saddled with. Let’s face it; salespeople are usually met with skepticism and kept at arm’s length by prospects who don’t know or trust them. Building trust and closing the credibility gap from the onset of the sales process is a great way to set more appointments with new business prospects.

Topics: sales process build trust

New Normal Tweaks on a Proven Sales Process

New Normal Tweaks on a Proven Sales Process

Sales managers and salespeople have discovered new ways of conducting face-to-face sales activity as a result of recent social distancing restrictions. Being creative and using video technology to stay connected with customers as well as propose and close business with new prospects has become the new normal.

World-class sellers know it’s time to move from playing defense to playing offense because customers and prospects need help. They need solutions. They need the problem-solving expertise that a quality salesperson brings to the table. Simply put, customers are more open to ideas and solutions than ever before because their level of pain is high.

Topics: sales process COVID19 Resources

Avoid Sending The “Just Checking In” Email—Do This Instead

Avoid Sending The “Just Checking In” Email Do This Instead

At the core of every successful workforce management practice is communication. As managers and sellers adapt to this new normal, clear communication and scheduled talk time is more important than ever before. Talk time comes in forms such as:

  • Manager to seller talk time
  • Manager to key customer talk time
  • Seller to key and secondary customer talk time

Email is great for communicating data and confirming details, but nothing beats a conversation. Especially when the person on the other end of the line—phone or video—has a problem and needs to tap into your problem-solving expertise. Whether with your sales team, customers, or prospects, regular check-ins promote open communication and stop larger issues from festering, as well as allow for immediate feedback.

Topics: successful sales meetings active listening COVID19 Resources

Sales Management Tips for Conducting Remote Sales Meetings

Sales Management Tips for Conducting Remote Sales Meetings

In addition to generating revenue and keeping their sales pipeline strong, sales managers are also tasked with running effective remote sales meetings. In our current work-from-home world, managers need to stay connected with sellers to conduct the following types of meetings:

  • Sales meetings
  • Training sessions
  • One-on-one meetings (revenue development focused meetings)
  • Meetings with clients

Below are some technical tips used by world-class managers to deliver a high-quality virtual experience. When the following guidelines are observed, you’ll run an effective remote sales meetings that will produce positive experiences for the entire team.

Topics: successful sales meetings sales managers COVID19 Resources Remote Team

Listen During Turmoil, Sell After

Listen During Turmoil, Sell After

My years of working in a blended role—as part seller and as part consultant—keeps me grounded and attached to the needs of sellers as well as customers and new business prospects.

Here’s some advice that I’m using in my sales role and passing along as a consultant: during this time of turmoil one of the most important things you can do is listen and demonstrate empathy. You will have plenty of time to sell in the future (post-turmoil). Also, if you listen closely enough, you will discover business needs unknown a couple of weeks ago.

Topics: sales cycle active listening COVID19 Resources

4 Reasons Salespeople Should Always Leave a Voicemail

4 Reasons Salespeople Should Always Leave a Voicemail

While recently chatting with a new salesperson about setting appointments with new business target accounts, the seller said, “I never leave a message if my call goes into voicemail. I don’t want to waste time leaving a message.”

It’s no secret that leaving a good sales voicemail is hard. Even the most well-crafted messages often get ignored by prospects. However, leaving a voicemail is a wise investment and a critical part of the sales process that enables sellers to stand out and connect with prospects, and here are four reasons why.

Topics: sales process prospecting

Developing and Using a Talent Bank Will Improve Sales Performance

Developing and Using a Talent Bank Will Improve Sales Performance

Take this five-question quiz to set the foundation for this blog post—simply answer agree or disagree.

1. I interview sales candidates every week, even if I don’t have openings on my staff. AGREE-1

2. I find my best sales candidates when I’m under the gun and have openings on my staff. AGREE-1

3. I move out underperforming sellers often because I keep a talent bank of qualified prospects.AGREE-1

4. I am a proactive recruiter, always looking for, and evaluating talent.
AGREE-1

5. I often tell candidates that I’m interviewing even though I don’t have a position open.AGREE-1

If answered disagree to the majority of these questions; continue reading this post.

Topics: sales performance talent bank sales talent

4 Things That Will Impact Your Sales Growth in 2020

4 Things That Will Impact Your Sales Growth in 2020

Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker 

The new year is 1/12 complete, and January is old news. How is your organization doing so far? Are you on track to exceed your growth goals for 2020? Are you lagging behind?

Growth of a sales organization will not happen unless the people in the sales organization are growing. Here are four important elements to consider that are directly linked to growth of your people and the decisions you make in coaching and developing them.

Topics: culture talent bank sales talent

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

build an account list management strategyWith a new year in full swing, it's time to perform some routine maintenance to ensure a strong first quarter (Q1) . A great place to start is taking a second look at your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready for a successful year!

Topics: key account growth account list analytics account list management

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