Navigating the Long Sales Process and Preventing Team Burnout

Why Building Relationships is the Cornerstone of Sales and Leadership

December 21, 2024

In both sales and leadership, relationships aren’t just important, they’re everything. You can have the best product, the most innovative ideas, or the sharpest strategy, but if you can’t build strong, genuine relationships, you’re going nowhere fast. Here’s why relationships are the game-changer that separates the mediocre from the exceptional.

Trust is the Currency of Sales

In sales, trust isn’t a bonus, it’s a necessity. People don’t buy from companies; they buy from people they know, like, and trust. Building relationships allows you to establish that trust, turning prospects into loyal customers. It’s not about making a quick sale, it’s about creating a connection that makes your customers think of you first when they need a solution.

Long-Term Gains: A strong relationship means repeat business, referrals, and a customer who sticks with you through thick and thin. It’s the difference between a one-time transaction and a client for life.
Easier Sales Process: When you’ve built trust, the sales process becomes smoother. Clients don’t need as much convincing—they know you’ve got their back, so they’re more likely to say yes.

Influence Through Connection

Great leaders aren’t just managers, they’re relationship builders. Leadership is about influencing others, and influence is rooted in relationships. When you take the time to connect with your team, understand their needs, and genuinely care about their success, they’ll go the extra mile for you.

Increased Loyalty: Employees don’t leave companies; they leave bad leaders. Building strong relationships with your team fosters loyalty, reducing turnover and creating a more stable, productive environment.
Motivation and Morale: A leader who invests in relationships understands what drives their people. This insight helps you motivate your team effectively, boost morale, and inspire them to achieve more.
Stronger Teams: When relationships are strong, so is the team. Collaboration improves, communication flows better, and conflicts are resolved more easily when there’s a foundation of trust and respect.

Relationships Open Doors

Whether in sales or leadership, relationships open doors that would otherwise stay closed. A strong network can introduce you to new opportunities, provide valuable insights, and help you overcome challenges. In sales, it can lead to new prospects and markets. In leadership, it can connect you with mentors, partners, and resources that elevate your game.

In sales and leadership, success isn’t just about what you know, it’s about who you know and, more importantly, how well you relate to them. Building relationships is the foundation of trust, influence, and opportunity. It’s not an optional extra; it’s the core of what makes you effective, respected, and ultimately successful. Invest in relationships, and you’ll see the rewards in every aspect of your career.

Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Stop Gambling And Start Winning With Others: https://www.kevinsidebottom.com/stopgambling

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

Customer Entertainment Secrets

December 7, 2024

Entertaining customers is a classic strategy for building relationships, sealing deals, and keeping your brand top of mind. But the way you entertain can make a big difference in your bottom line and the effectiveness of those relationships. Here are some secrets to making customer entertainment work for you without breaking the bank or damaging the connections.

Secret #1

The Cheaper, More Effective Option

When it comes to entertaining clients, breakfast is a goldmine that’s often overlooked. Here’s why:

Breakfast meetings are typically much cheaper than lunch or dinner. You can treat a client to a quality meal without the high costs of a steak dinner or cocktails. Plus, breakfast spots tend to have a more relaxed vibe, which can lead to more genuine, productive conversations.
Breakfast meetings set the tone for the day. Both you and your client are fresh, focused, and less likely to be distracted by the day’s demands. It’s a great time to discuss big ideas, strategize, and make decisions before the workday chaos kicks in. Ever tried to entertain a grumpy customer after a long day of meetings and emails that have had the opportunity to piss them off before meeting with you?
Breakfast meetings are usually quicker, which respects your client’s time while still allowing you to connect meaningfully. A 60-minute breakfast can be more impactful than a drawn-out lunch or dinner, giving you plenty of time to get to the heart of the matter without overstaying your welcome.

Secret #2

A Smart Marketing Move

Outfitting your team and your clients with branded merchandise is a simple yet powerful marketing tool. But if you’re not buying in bulk, you’re missing out. Here’s how setting up your marketing department to buy shirts wholesale can make a difference:

Buying shirts in bulk drastically reduces the per-unit cost. This allows you to stretch your marketing budget further, giving you more opportunities to distribute branded merchandise without overspending.
By having a stock of high-quality, consistently branded shirts, you ensure that your brand is represented uniformly at all events, meetings, and casual encounters. This consistency reinforces your brand’s image and helps clients and prospects remember you.
Bulk-buying shirts means you always have something on hand to give to clients, whether as a thank-you for a deal, a gift at events, or a simple gesture to keep your brand top of mind. A well-timed gift can strengthen relationships and keep your company front and center in your client’s mind.

Secret #3

Less is More

Entertaining customers is essential, but there’s a fine line between effective relationship-building and overkill. Here’s why too much entertainment can backfire:

When every meeting involves an elaborate dinner or event, it loses its impact. The client might start to see these gestures as routine rather than special, which can diminish their appreciation and the effectiveness of the entertainment.
If clients feel like you’re trying too hard to impress them with constant wining and dining, they might start to question your motives. Over-entertaining can come across as desperate or insincere, which can erode trust rather than build it.
Too much focus on entertainment can take the relationship away from its professional core. Clients might feel pressured to reciprocate or may even start to resent the intrusion on their time. It’s essential to strike a balance that keeps the relationship professional and respectful. Plus there are rules about how much a customer can receive which could flag you as someone that is on the naughty list with purchasing organizations.

Customer entertainment is a powerful tool, but only when used strategically. Opt for breakfast meetings to maximize cost-effectiveness and productivity. Set up your marketing department to buy shirts wholesale, ensuring you always have a branded gift ready for any occasion. And remember—less is often more when it comes to entertaining. Keep it genuine, focused, and balanced to build strong, lasting relationships that benefit both you and your clients.

Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Stop Gambling And Start Winning With Others: https://www.kevinsidebottom.com/stopgambling

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

Believe It Or Not; Everyone Is In Sales

November 30, 2024

Think you're not in sales? Think again. Whether you’re leading a team, raising kids, or simply collaborating with others, you’re selling every day. Sales isn’t just about products and services; it’s about influence, persuasion, and getting others on board with your ideas.

Sale in Leadership

As a leader, your job is to inspire and guide your team. But inspiration doesn’t happen by magic, you’re selling a vision. Every time you pitch a new strategy, rally your team around a goal, or motivate someone to push their limits, you are selling. You’re convincing people to buy into your ideas, trust your judgment, and follow your lead. Great leaders are great salespeople because they know how to sell a vision that people want to be a part of.

Selling in Parenting

Parents, whether they realize it or not, are constantly in sales mode. Every time you encourage your child to make the right decision, do their homework, or treat others with respect, you’re selling values and behaviors. You’re persuading them to adopt attitudes and actions that will serve them well in life. This is especially true if you have to sell your child on the fact that fruit is a better option than Lucky Charms. Good parenting is about making the sale, not through force, but through influence, example, and understanding.

Working with Others

In any workplace, collaboration is key. But getting people to work together smoothly often requires selling. You need to sell ideas, negotiate roles, and persuade others to see things from the other perspective. Whether you’re pitching a project to leadership, convincing a colleague to support your initiative, or finding common ground in a disagreement, you are in sales. The ability to sell ideas and foster collaboration is what makes teams successful.

Sales isn’t confined to the world of business. Sales is woven into the fabric of everyday life. Whether you’re leading a team, raising a child, or working with others, you’re selling. And the better you get at it, the more effective, influential, and successful you’ll be.

Embrace the fact that everyone is in sales, and mastering it is the key to thriving in every aspect of life.

Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Stop Gambling And Start Winning With Others: https://www.kevinsidebottom.com/stopgambling

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

Stretching Your Sales Relationships

November 23, 2024

In sales, it's easy to get caught up in closing deals and hitting targets. But if you’re only focusing on transactions, you’re missing out on the opportunity to grow deeper relationships with customer and team members. These are the connections that go beyond the immediate sale and push you to grow, innovate, and will elevate your approach.

Stretch Relationships Push You to Be Better

When you engage with clients who challenge you—who expect more, demand excellence, and push the limits, you’re forced to up your game. These aren’t just customers; they’re partners in growth. Stretching relationships require you to think bigger, offer more value, and constantly innovate. They pull you out of your comfort zone and push you to deliver at your highest potential.

They Lead to Long-Term Success

Stretching relationship isn’t about making a quick buck; it’s about building something lasting. These clients aren’t looking for a one-off transaction, they’re in it for the long haul. By investing in these relationships, you’re securing long-term success. Repeat business, referrals, and a solid reputation all come from cultivating these deep, meaningful connections.

They Open New Opportunities

Clients who stretch you often open doors you didn’t even know existed. They connect you to new markets, introduce you to key players, and expand your network. Stretched relationships are the ones that lead to big breakthroughs and new business ventures because they push you into areas of opportunity that you wouldn’t have explored otherwise.

They Build Mutual Trust and Respect

When you stretch for a client, and they stretch back, something powerful happens, you build a relationship based on mutual trust and respect. These are the clients who will stand by you through thick and thin because they know you’ve got their back, just as they have yours. This trust becomes the foundation for all future business and collaboration.

Stretching relationships are the secret weapon in sales. They push you to be better, secure long-term success, open new opportunities, and build unshakable trust. Stop settling for easy wins and start stretching. It’s in these challenging, growth-oriented relationships that you’ll find the real rewards in sales.

Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Stop Gambling And Start Winning With Others: https://www.kevinsidebottom.com/stopgambling

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

Why Saying "No" in Sales Can Be Your Secret Weapon

November 16, 2024

In sales, the word “no” is often treated like a four-letter word. We’re conditioned to believe that saying no to a prospect or a client is a missed opportunity, a failure, or even a step back. But here’s the truth: knowing when to say no can be the difference between being a desperate salesperson and being a successful, respected professional.

Saying No Protects Your Value

When you say yes to every request or discount, you’re not just closing a sale—you’re undercutting your own value. Not every deal is worth it. If a prospect is pushing for a price that compromises your margins or demands that don’t align with your product's value, it’s time to say no. This protects your brand and ensures that you’re building relationships with clients who respect what you offer.

No Builds Credibility

Saying no demonstrates that you’re not just chasing a commission—you’re committed to delivering value. When you’re willing to walk away from a bad fit, clients respect you more. They see you as a consultant, not just a greedy salesperson. This credibility makes your yeses more meaningful because they know they’re not getting a generic pitch. Instead, they’re getting a solution that genuinely works for them.

It Creates Scarcity

Scarcity drives demand. When you say no, you create a sense of exclusivity. If you’re willing to turn down a deal, it signals that your product or service isn’t just for anyone it’s actually for the right partner. This can make your offer more appealing and desirable, increasing the perceived value in the eyes of prospects.

No Saves Time

Not every prospect is going to be a good fit. Saying no early on prevents you from wasting time and energy on leads that are unlikely to convert into a successful partnership. It frees you up to focus on high-potential opportunities that align with your goals and values.

No Sets Boundaries

Saying no sets clear boundaries, which is essential for maintaining healthy relationships. It prevents scope creep, unrealistic expectations, and the burnout that comes from overcommitting. Healthy boundaries lead to better outcomes, both for you and your partners.

Saying no isn’t about shutting doors—it’s about opening the right ones. It’s a powerful tool that can protect your value, build credibility, create demand, save time, and establish healthy boundaries. In sales, knowing when to say no can turn a risky gamble into a strategic win. Don’t fear “No” use it to your advantage.

Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Stop Gambling And Start Winning With Others: https://www.kevinsidebottom.com/stopgambling

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

What Should Be Our Sales Target This Year?

August 24, 2024

In the ever-evolving realm of business, setting realistic sales increase targets is crucial for sustained growth and profitability. However, determining the optimal target requires a strategic approach that takes into account various factors, including market dynamics, saturation levels, and forecasts. Let's explore how businesses can navigate this complex terrain to identify the right sales increase target for their unique circumstances.

Understanding Your Market

A fundamental step in setting sales increase targets is gaining a comprehensive understanding of your market. This entails analyzing market trends, customer preferences, and competitive dynamics. By conducting thorough market research, businesses can identify growth opportunities, emerging trends, and areas for differentiation. Understanding the nuances of your market enables you to set targets that are both ambitious and attainable, aligning with the realities of your industry landscape.

Assessing Market Saturation

Market saturation refers to the degree to which a market has been penetrated by existing products or services. Evaluating market saturation levels is essential for gauging the potential for further growth. In saturated markets, achieving significant sales increases may require innovative strategies, such as product differentiation, target audience expansion, or geographic diversification. However, it's also important to consider alternative approaches, such as increasing prices, which can boost revenue even in a saturated market.

Increasing Prices in High Market Saturation

In highly saturated markets, where competition is fierce and differentiation is challenging, increasing prices can be a strategic approach to boosting revenue. By positioning your product or service as premium or high-value, businesses can capitalize on the perception of quality and exclusivity. Additionally, raising prices can help mitigate the impact of saturation by focusing on a smaller, but more profitable, segment of the market. While increasing prices may result in some loss of market share, the net effect on revenue can be positive, especially if the increase in revenue from each sale outweighs the decrease in sales volume.

By setting the right sales increase target is a strategic imperative for businesses seeking sustained growth and competitiveness. By understanding market dynamics, assessing saturation levels, and analyzing market forecasts, businesses can identify realistic yet ambitious targets that drive performance and align with organizational objectives. While there is no one-size-fits-all approach to setting sales targets, a data-driven and strategic approach enables businesses to navigate uncertainty and capitalize on opportunities in today's dynamic business landscape. By considering alternative strategies such as price increases, businesses can unlock new avenues for revenue growth and enhance their competitive position in saturated markets.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

Generating More Business To Business Sales

July 20, 2024

In the dynamic world of Business-to-Business (B2B) sales, success is often rooted in a combination of strategic approaches. In this blog post, we'll explore simple key areas —as powerful tools to increase your B2B sales.

Successful execution begins with a deep understanding of your customers’ needs. Prioritizing active communication to clearly document the expectations of the relationship as well as how the organization will support the customers for a successful relationship. This not only has to be communicated to the customer, but to the rest of the selling organization’s teams.

While the sales team may be able to gain the needs and document the relationship between the organizations, it is up to the operations teams to execute the plan successful and consistently. We need to have consistency how we show up with our customers so that they can build trust that we have their best interests at heart so when times get tough, they don’t jump ship to another option leaving us with excess obsolete materials driving up our costs. Far too often customer service teams fail to maintain a good level of communication as well as execution with the customer’s teams.

When the customer service team consistently underperforms things escalate quickly. Trust also is decreased as more and more resources from both organizations are required to meet to understand why there are issues in execution. This is the time when if done poorly things heat up and trust is crushed. This is why in the beginning of the relationship sales people need to have a sense of conservativism when it comes to commitments. One rule I like to use is Under commit and over produce.

Under committing and over-producing is a powerful philosophy that sets us apart in the competitive B2B landscape. It involves promising less than we deliver and then exceeding those expectations. Customer service is a vital component of over-delivering. Be responsive, proactive, and going the extra mile to address client concerns swiftly will result in a positive experience with our customer. When this is executed correctly the customer can not help but stay engaged and offer up other opportunities to the sales team.

By mastering the art of execution, maintaining unwavering consistency, and adhering to the principle of under committing and over-producing, our B2B sales strategy can reach new heights. These three pillars not only attract clients but also cultivate long-lasting relationships, positioning our businesses as a trusted partner in the ever-evolving B2B landscape. Remember, success in B2B sales is not just about selling a product; it's about delivering an exceptional experience.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

How To Increase Our Sales Revenues!

June 22, 2024

In the exhilarating world of sales, the mantra is simple: more sales, more influence, more profits. It's not just a tagline; it's a mindset, a strategy, and a relentless pursuit of success. In this blog post, we're diving into the dynamic trio of selling more, amplifying influence, and using a process as the secret sauce for unprecedented revenue growth. Buckle up, because it's time to turn your sales game into a profit powerhouse.

In sales, the bottom line is all about selling more. It’s about increasing revenues exceeding targets, and turning no’s into resounding yeses. Embrace the unapologetic art of selling. Understand your customer's needs, support them the best you can, and go after those sales with an unwavering tenacity.

In the realm of sales, influence is the golden ticket. The more influence you have, the more doors open, and the more deals seem to come your way. Cultivate your personal brand, build relationships, and position yourself as an authority in your field. Influence isn't just about closing deals; it's about leaving an indelible mark on every interaction.

Here's the game-changer – the process. Selling without a structured process is like navigating a maze blindfolded. A well-defined process not only streamlines your efforts but also ensures consistency and repeatability. It's the secret weapon that transforms sporadic wins into a steady stream of successes.

A process isn't set in stone; it's a living, breathing entity. Success leaves clues, and a dynamic salesperson knows how to adapt and conquer. Analyze what works, refine your approach, and stay ahead of the curve. A nimble adaptation to the ever-changing sales landscape is the hallmark of a true sales professional.

No let's cut to the chase – in the world of business, profit is the endgame. Selling more and wielding influence are pivotal steps, but they're all in service of the grand finale – maximizing profits. Understand your profit margins, identify areas for improvement, and let the pursuit of profit be the driving force propelling your sales endeavors.

In the pursuit of more sales, influence, and profits, never lose sight of the customer. A customer-centric approach isn't just good business; it's the ultimate revenue catalyst. Understand their pain points, exceed their expectations, and watch as satisfied customers become your most potent sales force.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Online Membership Site

Sales Management Strategies For Sales Growth

April 20, 2024

In the fast-paced world of sales, achieving consistent growth isn't just about closing deals—it's about fostering a high-performing team. This blog post delves into powerful sales management strategies that prioritize team investment through training, knowledge enrichment, and consistent communication. Let’s get into how you can achieve a solid team with strong sales growth.

Investing in Your Team

In the dynamic landscape of sales, knowledge is a potent weapon. Equip your team with the skills and insights they need to navigate the complexities of the market. Investing in regular training sessions and providing access to relevant books not only sharpens their sales acumen but also fuels a culture of continuous improvement.

When it comes to training programs, we need to make sure we address specific skill gaps or industry trends that our team is lacking in. Whether it's mastering new sales techniques or staying updated on product knowledge. Maybe the team could use an extra layer of negotiations training from a solid program to help them work with customers to a solid solution instead of having to escalate to management for every negotiation. An investment in education pays dividends in enhanced performance.

Encourage your team to delve into sales-centric literature. Books offer unique perspectives, fresh ideas, and invaluable insights. Create a reading culture within your team, fostering a shared knowledge that you can discuss as a team consistently to make sure everyone is grasping the knowledge. Sharing is caring in most cases and in sales hearing other’s perspective on a topic will open their minds to other options in their through process.

Temperature Checks

A successful sales team operates like a well-oiled machine. Regularly gauge the team's morale, challenges, and triumphs to identify areas for improvement. This temperature check isn't just about numbers; it's about understanding the heartbeat of your team. Fostering an environment where team members feel comfortable sharing their thoughts. Regular check-ins, team meetings, and one-on-one conversations can uncover hidden challenges and provide valuable insights for addressing issues promptly.

Consistency Is Key

Consistency is the bedrock of any successful team. Whether it's communication, expectations, or feedback, maintaining a steady course builds trust and loyalty. Team members thrive when they know what to expect and feel secure in their roles. Set clear expectations and communicate them consistently. Regular updates on goals, performance, and any changes in strategy keep everyone on the same page, fostering a sense of unity and purpose.

Most organizations only do once a year check in on goals or maybe a semi-annual check. We need to keep our teams moving forward so at a minimum quarterly check ins are required to keep goals fresh in the minds of the team and pivot if necessary to a new goal if needed.

Investing in your sales team isn't just an expense—it's an essential strategy for driving sustainable sales growth. By prioritizing continuous training, understanding the pulse of your team, and maintaining consistency in leadership, you're laying the foundation for a high-performance culture. In this environment, your sales team becomes not just a group of individuals but a cohesive force ready to conquer challenges and propel your business to new heights of success.

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Uncovered Book

How To Increase Your Sales With The Right Process

March 9, 2024

In the ever-evolving landscape of sales, efficiency is the key to success. The Sales Process Uncovered was created to provide a blueprint for sales professionals to not only streamline their approach but also liberate their minds for more strategic thinking. In this blog post, we will explore how focusing on efficiency, speed, and mental freedom can elevate the sales process and lead to increased success.

Efficiency is the linchpin of any successful sales process. By embracing a methodical and well-structured approach, sales professionals can navigate through the complexities of the sales cycle with precision. The Sales Process Uncovered emphasizes the importance of efficiency from prospecting to closing the deal.

An efficient sales process ensures that time and resources are utilized optimally, allowing sales professionals to focus on what truly matters – building relationships and securing deals. By reducing redundancy and eliminating unnecessary steps, the sales team can operate with heightened effectiveness, translating into increased sales figures.

In today's fast-paced business environment, speed is a competitive advantage. The Sales Process Uncovered recognizes the need for agility, encouraging sales professionals to move swiftly through the sales cycle without compromising quality. By minimizing delays, responding promptly to client needs, and expediting decision-making processes, sales teams can gain a significant edge.

A streamlined sales process not only accelerates the time it takes to convert leads into customers but also positions the business as responsive and dynamic. This agility is particularly crucial in capturing opportunities before competitors do, contributing to increased sales revenue and market share.

The right process doesn't just focus on the mechanical aspects of selling; it also acknowledges the importance of mental freedom. When sales professionals are burdened with unnecessary administrative tasks or bogged down by convoluted processes, their ability to think strategically is compromised.

By implementing an efficient and straightforward sales process, individuals are freed from the basic day-to-day operations. This mental freedom empowers sales professionals to engage in higher-level strategic thinking, identify innovative solutions, and adapt quickly to changing market dynamics. Ultimately, a liberated mind is a catalyst for creativity, enabling the sales team to approach challenges with fresh perspectives and uncover new avenues for growth.

The Sales Process Uncovered champions efficiency, speed, and mental freedom. By embracing this approach, sales professionals can unlock their full potential, streamline their efforts, and increase their sales prowess.

Have a great week! Happy Selling!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Online Membership Site

What Is Sales Account Management

December 16, 2023

Sales account management entails building strong, trust-based relationships with a specific group of accounts. This role goes beyond merely selling products or services. Instead, account managers act as the primary point of contact, serving as a trusted advisor to their clients. They understand their customers' needs, challenges, and goals and work collaboratively to address them. Account managers serve as advocates for their clients within the company, ensuring excellent customer service, facilitating problem-solving, and identifying opportunities for growth. By providing personalized attention and tailored solutions, they build customer loyalty and enhance the overall customer experience.

Successful sales account management requires a deep understanding of financial metrics and profitability analysis. Account managers must be able to evaluate the profitability of each account and make data-driven decisions to allocate resources effectively. By analyzing sales data, pricing structures, and costs, account managers can identify opportunities for margin improvement, cost reduction, and upselling or cross-selling. This financial acumen allows them to prioritize accounts, allocate resources, and optimize sales strategies to maximize profitability and drive sustainable growth.

Growing account revenues is a core objective of sales account management. To achieve this, account managers employ various strategies tailored to their customers' unique needs. Some effective strategies include:

Building Strong Relationships: Account managers focus on building trust, understanding their clients' businesses, and aligning their products or services with their customers' goals. By nurturing relationships and delivering exceptional value, they encourage account expansion and repeat business.

Upselling and Cross-Selling: Account managers identify opportunities to upsell or cross-sell relevant products or services to their existing accounts. By understanding their customers' evolving needs and providing tailored recommendations, they can increase the average deal size and revenue per account.

Identifying Growth Opportunities: Account managers actively seek out opportunities for account expansion by identifying new projects, markets, or business initiatives within their customers' organizations. By staying informed about industry trends and customer challenges, they position themselves as strategic partners and help drive their clients' growth.

Sales account management is a specialized role that focuses on building and maintaining strong customer relationships to drive sustainable revenue growth. Account managers act as trusted advisors, utilizing their financial understanding to assess profitability and make data-driven decisions. By employing strategies such as relationship building, upselling, cross-selling, identifying growth opportunities, and providing value-added services, account managers can successfully grow account revenues and foster long-term customer loyalty. With the right combination of expertise, personalized attention, and strategic thinking, sales account management becomes an art form that drives both customer satisfaction and business success.

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

https://www.kevinsidebottom.com/pricing-page

The Sales Process Uncovered Book

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

Writing a Sales Strategy

August 26, 2023

A sales strategy is a plan of action for achieving sales targets and objectives. It involves identifying target customers, determining the products or services to offer, setting pricing, and outlining the steps to take to close deals. It is crucial that creating a great sales strategy is essential in growing our revenue and profits. Here are some steps to help you write a sales strategy:

1. Understanding Your Market - The first step in developing a sales strategy is to identify your target market. Who are your ideal customers? What are their needs, pain points, and purchasing habits? What is the competition doing and how are they succeeding as well as faltering. By understanding your market, you can tailor your sales approach to meet their specific needs.

2. Understand What Customers Need – Ask the customer what they are having pain points with. What is concerning them to grow their business? What is their greatest area for need? What is it that they believe is missing in the product offerings at this moment. Ask lots of questions. This is crucial to understanding what the customers need.

3. Use The Correct Sales Process – The key thing that makes anyone successful is following a process. As boring as that sounds, a structured process makes us more efficient. Our speed and free thought will go up because of the process. Check out The Sales Process Uncovered Book for more information.

4. Setting Goals – Goal setting is crucial to have a target to shoot for for the team. We need to know what we are shooting for, or we will hit nothing. Creating SMART goals that are strategic and have a time table so we can gauge how we are doing to the goals.

5. Recalibrate – Just because we set our goals and our plan does not mean we are done. The market constantly changes and customers come and go. We need to recalibrate regularly, travel with sales team, and be intentional to check our plan to see if it is still relevant.

Sales strategy is essential for achieving sales targets and objectives. By using these five steps you will have a winning sales strategy to stay ahead of the competition. This increases revenue and profits. Now that is a strategy I like!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

https://www.kevinsidebottom.com/pricing-page

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

Alternative Sales Manager Titles

June 10, 2023

In today's fast-paced and competitive business environment, organizations need sales managers who can lead their teams to achieve extraordinary results. While all sales management roles are critical, the role of a Sales Leader is becoming increasingly important for organizations looking to stay ahead of the competition. In this blog post, we will explore why a Sales Leader may be better than other sales management roles.

Sales Leaders have a unique perspective on the market and customers. They are focused on building strong relationships with customers, identifying new business opportunities, and developing sales strategies that are innovative and effective. By building relationships with customers, Sales Leaders can gain valuable insights into what customers want, which can be used to develop tailored sales strategies that meet their needs.

Sales Leaders are highly skilled in managing and developing sales teams. They have a deep understanding of what motivates salespeople and how to create a high-performance sales culture. By setting clear expectations, providing ongoing training and coaching, and incentivizing performance, Sales Leaders can create a sales team that is focused on achieving extraordinary results.

Sales Leaders are visionaries and thought leaders in their field. They are constantly looking for new and innovative ways to improve sales performance and drive growth. By staying up-to-date with the latest trends and technologies in their industry, Sales Leaders can develop sales strategies that are ahead of the curve and deliver results that exceed expectations.

Sales Leaders are highly effective communicators. They are skilled at conveying their vision and strategy to their sales team, as well as other stakeholders within the organization. By communicating effectively, Sales Leaders can build support for their initiatives, create alignment across the organization, and drive success.

While all sales management roles are critical, the role of a Sales Leader may be better suited to organizations that are looking to stay ahead of the competition. Sales Leaders bring a unique perspective on the market and customers, are highly skilled in managing and developing sales teams, are visionaries and thought leaders in their field, and are highly effective communicators. By leveraging these skills, Sales Leaders can help their organizations achieve extraordinary results and drive growth.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Does Free Shipping Increase Sales?

May 13, 2023

Will I increase my sales if I offer free shipping? Amazon does it so does it generate more sales? How do I compete with Amazon and other big retailers?

These are some of the questions that I hear when I am coaching sales organizations with becoming the brand of choice. It’s something that sales organizations ask all the time when it comes to generating more revenues.

This is about the time that I burst the bubble about free shipping and making more sales. Amazon does offer free sales and they sell quite a bit of products on their sites every day. Sometimes I even buy too much on their site.

Yes, Amazon does offer free shipping, but they offer fast shipping, with great updates on their app that you can see how the product moves through their delivery system. They also offer really simple and low effort returns. The third thing that they do is offer free two-day shipping by a use of a subscription.

This is more than just simply offering free shipping. We need to look at our business and our product offering to understand what we can offer as a solution to our customers so that they will want to do more business with us. Likely we have more than one product / service offering that will benefit our customers far better than just free shipping.

This is the time we need to open our file cabinets and study our customers. What we can do to benefit our customers better? When we really understand our customers, we can start building partnerships with them to buy more and more of what we offer instead of one off sales. We want returning partners that will benefit the more they do business with us.

What I teach in the sales process is that we need to ask a great deal of questions at the beginning of the sales process to understand our customers. This is also the time that the customers start to believe we are really looking to help them and not just sell our products / service.

We need to get the customers to buy into us if we are ever going to sell them more. We need to make sure that we are building that influence and that is why it is crucial that we ask a great deal of questions to truly understand our customers. We need to understand their situation, their issues, and the ramifications.

If we can solve them and get the customer to a better way, then we will reap the rewards of more sales and increased revenues. Each customer has an acquisition cost and we need to make sure that we are selling enough to cover those costs to manage those customers. If we do not, then it does not matter as much about the revenue because we will have too high of costs resulting in lower profits. In the end profits are what keep businesses moving forward.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

What Else Could The Customer Buy?

May 6, 2023

Far too often money is left on the table by sales professionals because they are so giddy about making a sale. As soon as the paperwork is done, they are running off into the sunset to celebrate their victory. Only the great sales professionals know that if they are truly going to be successful, they are going to understand the customer so well that they can turn customers into partners buying everything they can from us.

You may be asking, what does that look like if I sell houses, or one main product / service.

It’s a fair question, but likely there are other products or services that are overlooked by sales professionals. Are there other solutions that our organization offers to help individuals with financial help, insurance, software, inventory management, etc? We should make sure that when we are at the beginning of the buying stage that we understand all the S.I.R.’s that the customer are experiencing.

S stands for situation. The customer is in a situation that they need a solution to avoid obstacles they are facing or will face in the future. During discussions it will be revealed the full scope and our organization has solutions to not only help with the surface level situation, but uncover the deeper level situation that are not truly recognized yet. Ever been to a therapist to talk about something and they ask questions and by the end you feel even worse because there was a blind spot you didn’t see? That is why we really need to ask a lot of questions at the beginning to dive deeper into the situation for our customers. When we do this, it will open up a great deal of possibilities for us to help them.

I is for issues. The situation that the customer is in has issues tied to it. Something is not working like it should because of the issues that are creating roadblocks for success. Just like the situation there are usually underlying issues that are not totally recognized yet and it is up to the sales professional to ask deeper questions to uncover those issues. When sales professionals do this, they can they help the customer even better than initially thought.

R stands for ramifications. That’s right, ramifications are the results if the issues for the situation are not resolved. It could be profit losses, job losses, or worse death. This is why doctors ask a great deal of questions because the ramifications are life and death. Most likely in sales the ramifications are not as severe, but the ramifications still have huge impacts on the customer’s performance. If the customers do not succeed in finding solutions to avoid the ramifications, they may be promoted to customer from their organization. That’s just a nicer way of saying fired 

It is up to the sales professional to make sure they understand the customer fully and deeply if they are going to help them. Most of the time if the sales professional does a great job up front they will make more sales and have a customer turn into a partner buying even more from them repeatedly. We don’t want one-time sales, we want repeat partners buying more and more from us if we are going to be successful in our sales careers. When do we do that well, we will have a better quality of life. Typically, that means larger bank accounts that we can do more trips, family memories, philanthropy, etc. To become the brand of choice we need to serve the customer well through the sales process. For more on that I have created my online member site for learning the sales and leadership concepts I teach without the price tag of having me in person.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

How To Sell More!

April 15, 2023

How can I sell more? How can I make more sales? How can I hit my goals?

These are questions that sales professionals often ask me. They are looking for a quick answer, pitch, or some kind of leverage to get their customers to buy more of their products / services.

Unfortunately, that is the incorrect lens to look through. Simply wondering how I can sell more of my product / service is not the question we should be asking. That makes the sales professional do and say things that are not true, and will likely come back to bite them in the long run.

Sales professionals have gotten a bad rap because of this lens they view selling through. Why do people associate Used Car Salesmen as evil? I’m sure not all of them are evil. Some may be, but the majority are just there trying to make an honest living.

Ever walked into a clothing store and someone ask you what brings you in today? Likely your response like most customers is something like, “Umm, just looking.” That is because we have put sales professionals in a category low trust and to be avoided if possible.

When I talk with organizations and sales professionals, I tell them if they want to grow their numbers, they need to build influence. That is right influence. Influence is the ability to have an effect on others and their decisions. This means that if we want to have influence there has to be trust involved.

If customers trust that we are there to help them with their situation, issues, and ramifications, then they will be open to our help. If not, they will just say, “just looking” and move on. We need to build that trust so that we can have influence with our customers if we want them to buy more of our products / services.

True if we only want a one-time sale we can lie and not worry about building influence, but unfortunately each person that we are selling to has influence over 100-150 other individuals. That means we are jeopardizing a lot more when we just focus on a one-time sale.

If we focus on building trust and influence with our customers, serving them well, then we will have the opportunity at more sales with others in their influence. If we focus on serving customers to solve their situations, issues, and ramifications with a great experience, then they will tell others that they need to deal with us. That is like having our own salesforce that we don’t even have to pay. Who wouldn’t want that?

Here is the interesting thing. I have served customers well with a great experience and they did not buy my product / service. Because I served them so well, I have had others that I have never met reach out to me and bought from me because they were referred by the person that I didn’t make the sale to. I have also had that same person reach out later to buy something else in the future.

To succeed in sales, we need to really focus on serving the customers to the best of our ability. If we serve them well even if we do not make the sale this time, they will remember what we did for them and how we served them. They may come back at a later date, or tell others that they need to deal with us.

Remember Sales is a marathon, not a sprint!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Does Free Shipping Increase Sales?

April 1, 2023

If I include free shipping, will it automatically increase my sales? Does free shipping make people buy more?

These are a couple questions that I have been asked about the free shipping topic. Unfortunately, the answer is, it depends… With Amazon selling so many things people have been accustomed to being able to get free shipping on a great deal of their orders at a lower dollar amount. Amazon does a fantastic job of customer service with free shipping, easy returns, and ease of shopping.

Just adding free shipping on a product that we offer does not mean that will automatically generate more sales. We need to look at our products that we are offering and understand the current customer buying habits first. How often do we receive returning customer purchases for the same product. Who is buying our product. Why are they buying the product again and again.

Before we just pull the trigger of offering free shipping, we should understand what our business is doing and understand our customers. This will help us understand if free shipping is worth it. Simply adding free shipping is not going to be the end all save all either.

We may need to know how to get customers to buy add on products so that we can generate more sales as well. This means that we will need to set the dollar amount high enough to get add on sales. If we simply add free shipping for one product we will lose the opportunity to sell more accessory products to our customers that they may be missing out on.

We likely have a great product line that the customers have not tapped into yet so we need to find ways to get them to buy more or our offerings. Typically add on products that are smaller in purchase price have higher profit margins as well. How can we entice others to buy these add on products.

Amazon in their app makes it so easy to get to the dollar amount by getting customers to order multiple things. They also offer prime service subscriptions so that people can get their orders faster, but the customers pay for this. Amazon also makes it easy to return products which is why people keep coming back.

It revolves around customer service. How we serve the customer affects our sales more than free shipping could ever do. If we want to generate more sales, the customer experience with us has to be high. The customer has to know that we are there to help them be the hero of their own story. If we do that then we will win more sales.

Free shipping alone will not drive more sales unless we are doing other things to enable the customer to win when they do business with us.

How can we serve them better should be the filter we use to drive more sales.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Want Customer Loyalty? Then Change Your Focus

March 4, 2023

Just about every major retailer has a loyalty program. Offers are given with point systems in hopes of retaining customers. These are all great things, but there is one area that businesses are falling short when they try to build customer loyalty.

All of us are familiar with Starbucks and Chick-Fil-A who both host lines for the drive through wrapping around parking lots and disrupting street traffic flow. What we need to do is think about ways to serve customers so well and consistently that they want to keep coming back.

Both Starbucks and Chick-Fil-A do one thing really, really well. It’s customer service. That’s right, they are always going above and beyond the call to serve the customer. This is resulting in customer loyalty, a Fanocrocy, and great business success even during pandemics. People will literally wait in 20 min lines for a cup of coffee, or a chicken sandwich (with waffle fries of course.)

Chick-Fil-A also has one thing they do every time they serve us when we say thank you. They respond immediately with “it’s my pleasure.” They literally ingrain each employee to be customer service focused. It does not matter which location we to go, we still get great consistent service.

When an organization focuses only on profits and not on serving the customers it never ends well. Doing the right thing consistently over time creates brand loyalty. Making sure we have set up a customer experience mindset, we will see customers return again and again. Even if we sell and inferior product / service, by serving the customer we will see returning customers.

Too many organizations focus on short term profits. One main driver for this is publicly traded companies focusing on making their stock holders more money as their main goals. All organizational goals serve this one main goal. How do we make shareholders more money? Unfortunately, these large organizations forget about the investments needed to keep the customers happy who are actually paying the bills. Investments to maintain quality, delivery, and customer focused service.

Organizations should consistently do the right thing for the customers to generate loyal “Fans.” When “Fans” pledge their loyalty to us, they tell others how awesome our organization is They share stories of how we have helped them and rave about our service. We have sales people selling for us that are not on our payroll. Wouldn’t you like that?

Do not take the customer’s payment and walk away from the transaction waiting to see if the customer will buy from us again before we give extra effort. Give the extra effort up front and every time we engage people and we will be rewarded! Consistency over time equals more profits and more customer loyalty.

I am also not sponsored by either organization discussed in this blog, but if they want to give me free food, I fat Kevin would be glad to accept it :)

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Relationships who needs them...?”

February 25, 2023

Good morning everyone,

As we venture deeper into the 21st century, and AI is now becoming a crucial part of our businesses. People wonder if we really need to have relationships with customers anymore. Do they care about who they buy from? Do customers just think of our businesses as commodities? Why do we need to have focus on relationships?

Each person that we come in contact with has influence over 100 to 150 other people. That’s right when we have conversations, meetings, etc. we are affecting how we are talked about to other people. If we have a bad interaction with a customer, guess what can happen? They can tell everyone they know in a quick post on social media, tweets, live videos, etc.

We have to be at the top of our game when we engage people each and every day because their friends and family that they interact with will also know how we treated them. People no longer step in to help stop fights, they instead pull out their phones and hit record. I guess it’s easier…?

Having relationships with others is how we get things done. We have influence with those people and that influence carries over to all the people they too influence. If we have bad experiences with a sales professional, we will let everyone know. If we have a great experience, what do we do? We rave about the experience and why others need to do it to.

Putting on our sales hat when we engage others is how we start to set the stage in the correct order. It is almost an art form watching an old sales professional work the personal relationship and send birthday cards for the customer’s family, as well as celebrating wins that the customer has had. Meetings on the golf course have transacted in large business deals that cannot be instantaneously measured. Looking back on the sales process and building relationships will allow your business to grow with your customers. The transactions do happen, but after work on the personal side. People will not buy from you if they do not know, like, and trust you.

I encourage you to leverage the personal side of business along with the professional side. If learning about people was not important than why do Amazon, Facebook, and your smart phones listen in on your conversations as well as track your searches? Statistics have shown that when there is a relationship in place between organizations a great deal of growth has happened as well.

Send a card for your customer’s birthdays, kids’ birthdays, weddings, anniversaries, etc. It is a great feeling to celebrate with your customers and form lasting relationships.

Remember the first buying decision a potential customer makes is the us.

Grow that relationship!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet