Many sales organizations miss revenue goals because they are understaffed and have open sales positions. This silent killer of productivity is a problem for many reasons:
Kurt Sima, on February 7, 2017
Many sales organizations miss revenue goals because they are understaffed and have open sales positions. This silent killer of productivity is a problem for many reasons:
Kurt Sima, on January 3, 2017
Attracting new business prospects is accomplished more easily by genuinely connecting with them and sharing your thoughts, rather than blindly spewing a product pitch. Think about it—if you were considering buying a product or service which of the following selling styles would you prefer?
OR
Providing insight into how you think—and what you stand for—is called thought leadership. It’s a great way to allow a prospect to ease into a relationship with you. Starting a LinkedIn group is an easy way to get into the thought leadership game and start a dialogue with new business prospects. Here’s how to do it:
Kurt Sima, on October 19, 2016
Nonprofit Development Officers are busy people who are often pulled in many different directions. How they spend their time is very important and is linked to the decisions they make.
Making a not-so-good decision leads to wasting time. Making great decisions leads to revenue development and a great ROI on task-to-time spent on a project.
Kurt Sima, on July 12, 2016
Most sales managers focus on three things when hiring a salesperson:
Unfortunately, most overlook the missing ingredient—talent! Simply put, too many salespeople are hired without an evaluation of talent. This is one of the reasons that organizations experience high turnover levels and have trouble keeping people on the sales team.
Kurt Sima, on June 7, 2016
I work with a lot of sales teams and business development teams. Some perform well. Some perform not-so-well.
Kurt Sima, on April 13, 2016
People decisions are the most important decisions that a manager makes, and the importance of hiring talented people is critical to the success of any organization. As a manager, it's easy to ensure you are hiring talented people by following these five steps:
Kurt Sima, on April 7, 2016
The best B2B salespeople know the shortest path to a new business prospect's wallet is through a thorough understanding of needs, problems, challenges and opportunities. Wouldn't it be nice if a new business prospect would simply email this information to the salesperson — this would eliminate the need to set an appointment and conduct a needs analysis. That would be a great sales strategy!
Kurt Sima, on March 17, 2016
Lead nurturing is a bit like gardening. Most often leads or new business prospects are not ready to buy immediately. If you take the time to nurture the leads you generate now, they will bloom like daffodils in the spring.
If your sales organization is struggling, your most significant constraint might be the policies you create and enforce. Too many sales leaders spend the majority of their time creating policies/rules and playing the role of referee resolving policy disputes.
Here are 5 things more important to a sales organization than policies and rules:
Kurt Sima, on May 14, 2015
Sales managers are faced with quantum leap growth demands—too bad their sales organizations and sales processes are structured to deliver incremental growth. Managers are like Scotty on Star Trek, often saying, “We can’t take much more of this, Captain!” If you feel like Scotty, and you’re giving it all you have, and you can’t take much more because you’re always coming up short... you might be ready to tweak your sales process.
Here’s a list of five signs you might be ready to boldly go where most sales managers are afraid to go... into the world of sales process engineering:
You’ve moved out the dead wood and upgraded the talent on your team. Now it’s time to tap into your talent and allow your sellers to do what they do best: sell.
