Leading Through Questions: A Parable on Unlocking Engagement
A farmer once had two fields.
In the first field, he gave his workers strict instructions every morning. “Did you water this row? Did you remove those weeds? Did you finish by noon?” The workers followed the orders, but their energy was low. They did just enough to avoid being scolded. The harvest was small.
In the second field, the farmer tried something different. Instead of barking tasks, he asked:
· “What support do you need to succeed today?”
· “What do you see that could help this field grow stronger?”
· “What’s one improvement we could make together?”
The workers lit up. They shared ideas he never would have thought of like adjusting irrigation, rotating crops, even creating new planting methods. Because the farmer asked, they owned the field’s success. That harvest was abundant.
Command-and-control questions shut people down. Supportive questions open them up. When leaders shift from inspection to empowerment, employees stop working out of fear and start working out of commitment. Energy goes up as well as speed. That means that things happen faster, and people start winning with more abundance. Employees actually look forward to coming back the next day.
Just as the farmer discovered unseen problems in the soil, leaders uncover hidden challenges when they ask curious questions. Employees often know what slows progress, but they won’t share it unless asked. Leadership curiosity makes it safe and employees are willing to share solutions.
Workers in the second field also weren’t told what to do, they were invited to think. Questions that inspire ownership spark creativity, innovation, and accountability. That’s how teams grow into contribution instead of just showing up. They feel like they are part of a solution and that ownership allows them freedom to do more.
Leadership isn’t about having all the answers. It’s about asking the right questions.
Like the farmer, you can choose what kind of field you lead: one where people do the bare minimum, or one where engagement, ownership, and ideas flourish.
Ask better questions. Reap a larger harvest.
The Sales Professional’s Shift That Builds Real Influence
Too many “sales professionals” get so amped up for a customer meeting after months of prospecting, curating, and getting the date scheduled. They show up the day of the meeting with their slide decks memorized and ready to dazzle the customer with their brilliance.
They show up to the meeting get the pleasantries completed, business cards passed out, and they are on their way of bullet point after bullet point about how great their solutions are for the customer. The next thing they know is that 50 minutes have gone by and the customer says something to the effect of that’s great and don’t call us we will call you.
The sales professional feels like they did a great job and when they don’t hear anything after a while, they start reaching out to find that the customer is ghosting them. That’s right, no answer to emails, phone messages, DM’s on Instagram, nothing….
The problem is that the sales person assumed they knew all that the customer was going through and missed the mark. When I teach the tie-back questions portion of “The Sales Process Uncovered,” the participants typically have the understanding why they are not hearing back from the prospects.
This is where we start learning questions like below to start the meetings with the customers:
· “What would success look like for your team six months from now?”
· “What’s been the most frustrating part of your current setup?”
· “Can you give me an example?”
Customers do not want to be pitched to, or hear how great you or your product offering is. What they want to know is how will this solution make “THEM” the hero of their story. They need to feel known and heard, not pitched to. Nothing erodes trust faster than some slick sales person pretending to know all of their problems.
Customers are all unique and have small twists to the issues sales professionals might think they are solving. By missing the twist the sales professional misses the sale. Sales professionals using their generic script will gloss over these twists and then the customer will start losing trust, interest, and patients. Now most are polite, but I have seen some customers call for an end to the meeting and walk out. Where do you think I learned this lesson from?
To help customers feel like they are being heard and are known the sales professional has to make sure they are asking the best questions and learning about the situation before they start presenting the solutions. I wrote about this in a previous blog post about how Curiosity can be your superpower.
All the top performers use curiosity to start the process off and move forward with the customer as a guide to help them in their quest to be a hero of their story. Sales Professionals need to stop selling and start asking if they are going to be top perfomers as well.
From Selling to Solving: How the Right Questions Build Trust
In sales and in leadership the fastest way to lose trust is to start talking before you start listening. The best advice I had with this concept was that we have two ears and one mouth, so we should be listening twice as much as we talk. The best leaders and sales professionals lead with questions, not answers.
Asking the right questions changes everything. It shifts the dynamic to solving. Instead of pushing an agenda, you’re pulling out insights. Instead of assuming, you’re learning. Instead of talking at people, you’re building with them.
Here’s why questions are the ultimate trust-builder:
Questions demonstrate curiosity and respect—not assumption.
When you lead with statements, you risk signaling: I already know what’s best for you. But when you lead with questions, you communicate something far more powerful: I respect you enough to learn from your perspective and to know you.
Curiosity disarms people. It lowers resistance. Imagine sitting across from a customer who expects you to pitch—but instead, you ask, “What’s the biggest obstacle holding your team back right now?” Suddenly, they’re not being sold to; they’re being heard.
In leadership, the same principle applies. Asking an employee, “What do you need from me to do your best work?” shows more respect than assuming you know their answer. Questions create a culture where people feel seen, heard, and not just another number.
The right questions reveal hidden challenges.
Customers rarely lay their toughest problems on the table right away. Employees won’t always speak up about what frustrates them. That’s why the right questions act like keys to unlock what’s really going on.
Surface-level conversations give you surface-level insights. But when you ask deeper, questions like “What’s the part of this process that takes the most time?” or “What’s something that would make your workday easier?” we start getting beyond polite answers.
This is where real trust starts to build. Because when you uncover the hidden challenge, you can address the issue that truly matters. And when people feel understood at that level, they’re far more likely to trust your solutions.
Asking builds credibility.
It may feel counterintuitive, but the less you talk early on, the more credible you appear later. Why? Because people trust those who listen before prescribing.
Think of a doctor who listens carefully to your symptoms before diagnosing. You’d never trust a doctor who interrupts you after one sentence with, “I know exactly what’s wrong.” Customers and employees feel the same way. By asking questions first, you prove you’re not pushing a one-size-fits-all answer—you’re tailoring a solution to their reality.
Every question is a credibility deposit. Over time, those deposits accumulate into authority, influence, and trust. And once you have trust, your recommendations carry far more weight.
The next time you walk into a meeting, conversation, or sales call, don’t lead with your solution, but with curiosity. Because when you ask the right questions, you stop being just another voice trying to push something. You become the trusted partner who helps solve what really matters.
Make Them The Hero!
Two weeks ago in the post about how consistency builds trust with the customers I referenced this week’s title. This is a crucial secret of all for becoming a successful sales professional. That is: Sales isn’t about you. It’s about the customer.
I know some of you did a “wait, what?”
That’s right making a sale is not about selling a product or service to a customer. It’s about helping them to be a hero of their story.
Why Customers Need to Be the Hero
Too many salespeople want to be the center of the story—the one with the slick pitch, the clever answers, the grand solution. But customers don’t buy to make us look good. They buy because it makes them look feel like they are winning in their story.
· 74% of buyers choose the sales rep who first adds value and insight to their journey (Demand Gen Report).
· Buyers who feel understood are 3x more likely to purchase (Forrester).
Customers want someone that will be in their corner to help them succeed in their endeavors, not to say, “Kevin was such a great sales professional, I just had to buy from him.” They are not looking for the best skilled sales professional to shine the spotlight on, they want to show the world how great of a deal maker they are, how awesome of a purchase they made, how they have just leveled up to take on the world.
How to Make Customers the Hero
1. Frame solutions around them – Instead of “Here’s what we do,” shift to “Here’s how this helps you reach your goals.” Focus on them in the language.
2. Connect them to resources – Sometimes value isn’t selling your product, it’s introducing them to someone who can solve another problem. I call this being the bridge and it has netted me future sales because the customer could not help but recommend me to friends and family.
3. Celebrate their wins – When they succeed, shine the spotlight on them, not yourself. Let them know they are valued and that you support them and are glad you could be a part of their journey.
Think of yourself as the guide in the customer’s story—like Mickey to Rocky Balboa You’re not the main character; you’re the one who equips the customer to win their fight, hopefully with a knock out in the first round!
We still need to focus on the process, but if we put the customer’s needs first we will be able to be a part of their success story and others will start coming to us for requests instead of us having to hunt for more business.
Have a great week!
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the magnetic force that attracts top performers and your best customers?
I’m Kevin Sidebottom—keynote speaker, sales trainer, and author—and I help organizations unlock the power of influence to achieve breakthrough results.
In this blog, I reveal why influence is the ultimate currency in business and leadership—and how you can use it to:
✅ Motivate customers to stay loyal and buy again
✅ Build trust and engagement with your team
✅ Transform your leadership approach to inspire stronger performance
With decades of experience studying why people buy and how leaders earn loyalty, I equip sales professionals and executives to deliver lasting value, strengthen customer relationships, and drive higher revenue.
👉 Featured Resources to Grow Your Influence:
· Email: kevin@kevinsidebottom.com
· The Sales Process Uncovered Membership
· The Sales Process Uncovered (Book on Amazon)
If you’re serious about elevating your sales process, leadership impact, and team performance, this blog will show you the path.
The Hidden Power of Reviewing Every Call
Here’s a secret most salespeople ignore:
The call doesn’t end when you hang up the phone.
That’s right, most sales people walk out of a customer, hang up the phone, read the email and think they are done and on to the next customer. Fun fact, when I was learning how to waterski, it took me something like five years to get up on two skies. I also drank a lot of lake water in the process. Each time I failed I had to figure out what went wrong and how I could improve. When something happened well I quickly thought about it to figure out what the heck I just did.
Sales is the same. If we are not figuring out where we went wrong, or how we did something well, how are we going to repeatably win? As discussed last week consistency is key so we need to figure out what we can improve on and how we can execute well.
This takes reflection.
Why Reflection Matters
Research shows only 21% of salespeople consistently analyze their calls (CSO Insights). This is why the rate of success is around 29%. Without consistent improvement how will things get better? Knowing that most professionals are not doing this can be our super hero advantage to help the customer and win more sales.
What to Review After Every Call
1. What worked well? – Identify the questions that opened the conversation or the moments when the customer leaned in. What topics were discussed that the customer really was interested in.
2. Where did I lose influence? – Notice points where the buyer hesitated, disengaged, or changed tone. Where did the customer start interrupting your presentation to learn about a topic more? Where did they say stop…I have heard enough and we are going to move in a different direction. Yes that has happened to me before.
3. What will I do differently next time? – One small adjustment compounds into massive improvement over time. One percent improvement each day for a year nets a large return on investment. That means we will improve our presentation skills, improve our aim to hit the mark, build a resiliency muscle, and win more sales.
It doesn’t have to take long—5 minutes after every call can transform your trajectory. Focus on reviewing the “game film” for those athletes (I was not). Learn and get better each day and you will have a successful career in sales.
Have a great week!
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the magnetic force that attracts top performers and your best customers?
I’m Kevin Sidebottom—keynote speaker, sales trainer, and author—and I help organizations unlock the power of influence to achieve breakthrough results.
In this blog, I reveal why influence is the ultimate currency in business and leadership—and how you can use it to:
✅ Motivate customers to stay loyal and buy again
✅ Build trust and engagement with your team
✅ Transform your leadership approach to inspire stronger performance
With decades of experience studying why people buy and how leaders earn loyalty, I equip sales professionals and executives to deliver lasting value, strengthen customer relationships, and drive higher revenue.
👉 Featured Resources to Grow Your Influence:
· Email: kevin@kevinsidebottom.com
· The Sales Process Uncovered Membership
· The Sales Process Uncovered (Book on Amazon)
If you’re serious about elevating your sales process, leadership impact, and team performance, this blog will show you the path.
The Power of Consistency in Building Trust
Last week we started talking about why sales professionals do not win every sale. This week lets shift the focus on how we can start to increase the likelihood that we will win more sales as well as increasing profits.
Today’s discussion will focus around trust and how we built that trust.
Trust is the real currency of sales. And trust isn’t built in one meeting, it’s built over time, and through consistency. Fun fact: it takes on average 8-12 touches to secure an initial meeting according to the Rain Group in 2023 and 80% of sales people quit after the first attempt according to salesforce.
That means there needs to be more attempts consistently in order to move the needle with customers. The dream of the homerun after the first at bat is just that a dream. Sometimes they happen, sometimes people actually reach out to me for events. That is not the normal though and those that sit and wait for the phone to ring are the ones that are typically looking for a new job when times get tough.
Top salespeople know: the more consistent they are, the more reliable they appear. Reliability builds trust, and trust opens doors.
Consistency doesn’t happen by accident. It happens when we commit to a process.
Below are three ways that top performers build in success:
1. They Follow a cadence – Calls, emails, and touches are scheduled, not sporadic.
2. They Deliver value each time – Not every outreach is a pitch. Sometimes it’s sharing an insight, making an introduction, or sending a relevant resource.
3. They Show up the consistently – Whether it’s the first call or the tenth, they bring the same energy, curiosity, and preparation.
Why Does This Matter?
In today’s economy, buyers are more skeptical than ever. A Gartner study showed that 77% of B2B buyers say their last purchase was “very complex or difficult.” Customers aren’t looking for a salesperson to pressure them, they’re looking for someone they can trust to guide them (more on that in a couple weeks). Customer’s being more informed also makes trust crucial especially if they are informed with incorrect information from the internet (just because it is on the internet does not make it truth).
We need to be the go-to person to help our customers if we are going to have a successful career in sales. That means building trust, and consistency is crucial for this. It’s like trying to build a house. We need to make a foundation, then build walls, then a roof. Get them out of order and the whole thing collapses.
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the magnetic force that attracts top performers and your best customers?
I’m Kevin Sidebottom—keynote speaker, sales trainer, and author—and I help organizations unlock the power of influence to achieve breakthrough results.
In this blog, I reveal why influence is the ultimate currency in business and leadership—and how you can use it to:
✅ Motivate customers to stay loyal and buy again
✅ Build trust and engagement with your team
✅ Transform your leadership approach to inspire stronger performance
With decades of experience studying why people buy and how leaders earn loyalty, I equip sales professionals and executives to deliver lasting value, strengthen customer relationships, and drive higher revenue.
👉 Featured Resources to Grow Your Influence:
· Email: kevin@kevinsidebottom.com
· The Sales Process Uncovered Membership
· The Sales Process Uncovered (Book on Amazon)
If you’re serious about elevating your sales process, leadership impact, and team performance, this blog will show you the path.
Winning Every Sale Isn’t the Goal
Most salespeople start their careers believing one thing: success means winning every deal. But the reality is, even the best salespeople lose far more often than they win. That’s right we don’t win every sale. I know, I know you hear it all the time from “Sales Guru’s” that say they are amazing and they win every sale. That is not the case unfortunately…
The Trap of “Always Be Closing”
Sales culture often glorifies closing as the ultimate measure of success. The average close rate across industries is 29% according to (HubSpot, 2024) report. That is a low percentage of success per sale. This means that there is a great opportunity, but let’s get into the “close” that I take issue with.
I won’t say hate, but I firmly dislike “closing” because closing is coming to an end. We don’t want to come to an end in the relationship with the customer. We want them coming back to us again and again for more business. So how can we reframe this notion that we should be closing… I tend to think of the end of this sale as in a dating relationship with someone. We don’t close unless we want that one night stand. If we value the other person, we focus on generating a relationship.
When speaking on stage or training sales team, I often walk people through the fact that each customer has an acquisitional cost to add them to our database and manage through the sales process. That means if we only make one sale to a customer and have to chase another customer our costs are increasing. Having customers coming back again and again means we have lower costs and make more profit.
Don’t focus on the close, but focus how you can go through the file cabinet of opportunities that lie in with the customer and how you can support them not just in one sale, but in becoming a consultive advisor to help them grow their business. The by-product will be more and more sales.
By not focusing on how we can get a quick close today with a product / service and think about how we can become a trusted advisor to the customer, we will see a better future.
And just because you hear a “no” today , does not mean you won’t hear a “yes” in six months—if you’ve built the right relationship with that customer. Some of my best customers were the hardest to secure at the beginning, but I kept showing up, and kept adding value which in turn made me the go to person when they needed help. This is when I also made more profits as well.
Have a great week!
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the magnetic force that attracts top performers and your best customers?
I’m Kevin Sidebottom—keynote speaker, sales trainer, and author—and I help organizations unlock the power of influence to achieve breakthrough results.
In this blog, I reveal why influence is the ultimate currency in business and leadership—and how you can use it to:
✅ Motivate customers to stay loyal and buy again
✅ Build trust and engagement with your team
✅ Transform your leadership approach to inspire stronger performance
With decades of experience studying why people buy and how leaders earn loyalty, I equip sales professionals and executives to deliver lasting value, strengthen customer relationships, and drive higher revenue.
👉 Featured Resources to Grow Your Influence:
· Email: kevin@kevinsidebottom.com
· The Sales Process Uncovered Membership
· The Sales Process Uncovered (Book on Amazon)
If you’re serious about elevating your sales process, leadership impact, and team performance, this blog will show you the path.
The Engagement Power of Trust and Autonomy
There is nothing worse than being micromanaged by someone. This is an energy and effort drain to constantly having to look over our shoulders to see if we are making a manager, or leader happy. Constantly having to report out on my effort and to be told I should change this to make the impact was frustrating. I had a new manager that was also a friend one time and it was hard to manage the relationship.
I thought I could, but when the manager would constantly tell me how to do things, change the report to this view, put in these bullet points, it caused me to stop and say, why do you have me doing this? I can be kind of blunt so I’m sure when the manager heard this their blood pressure skyrocketed as well.
It took many discussions to figure out the relationship because I had a friendship, but think about how many people report to micromanagers that are not friends with them. I shared a few weeks ago that engagement globally fell to 21% in 2024. Now there are various reasons why, but one can be attributed to leaders and managers that are micromanaging their teams.
Involve, Don’t Dictate
As a high driver, it is sometimes hard for me to let my son do things his way when I have had the experience. Sometimes I am even surprised by the fact that it worked out even when not doing it my way. Yes, I have a lot to learn about parenting, but the same is true for leadership and management. They need to let the employees develop their own way of doing things and not be told exactly how to do everything. By dictating to people we are in essence training robots. Sometimes we can be surprised at the outcome being better or more efficient than our ways.
Autonomy Is Key
We can have Key Performance Indicators (KPI’s) about the position and show the employees how to perform certain tasks, but then leaders and managers need to step away and let the employees take ownership of the operation so they feel like they are apart of the decision and outcome. If we direct every movement when things go wrong, the employee will just throw up their hands and say it’s not their fault. By giving autonomy, the employee will take ownership on how the task / operation is done and want to improve and make better the outcome. They will want to keep showing up and improving to become more efficient.
Tell the Truth
The best leaders take ownership of the outcome when things fail and give credit to the team when missions succeed. They also tell the truth. We are not talking about my bluntness here. We are talking about when the leader makes a mistake they don’t brush it under the rug, they acknowledge it and own the mistake. Transparency and ownership of the issue allows the employees to see the value that the organization has and they will start taking more ownership and communicate better as well.
The employees are looking at the leadership to see how they are to engage in the environment so it is up to leadership teams to make sure they are doing thing well as a guide to what success looks like. They need to sometimes show, then step away to let the employees lead themselves on the task. Being truthful and transparent will also carry the weight of the mission with the employees allowing them to take more ownership and become more engaged as well.
Hope this helps and here’s to your success Cheers!
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
How Recognition and Feedback Boosts Engagement
Last week I shared the numbers from Gallups report that 21% of the workforce globally is engaged and how it cost in the Billions in revenue lost. I also shared why leaders need to help employees see the purpose. If you missed that post check it out. This week I want to further the engagement discussion with one more step that leaders and managers are missing the mark on.
It’s recognition. That’s right something as simple as recognition can help the employees feel so valued and known that they are willing to go the extra mile to move the needle for the organization and customers.
Employees think ping pong tables are novel, but what they want more is to know that they are valued and seen, Without this they have no idea (until the annual review) how well they are doing. Too often when I ask leaders and managers how their employees are doing, they say great, no problems….When I talk to the employees however, they give me this look of lost hope and wishing for something better to come along and make their lives better.
This is a huge disconnect between the leaders and the employees. The answer is simple. There is a lack of feedback to understand how things are going. There are a few ways that this can be accomplished to really fire up the team.
Celebrate the Small Stuff
Leaders and managers can really start the uplift for the employees quickly by celebrating the small stuff. And no, I am not talking about participation trophies here. I am talking about celebrating the fact that someone went the extra mile to do something to help another employee, customer, or department. I hand out coins when I see people at our church doing something like this and you would be amazed at how uplifting that makes the volunteers. I’ve heard people do kudos notes that anyone can write on to give to the person as well. People need to feel seen for the value that they bring.
Make Feedback Real-Time and Real
Employees need more than just an annual check in with leadership. They need regularly checking in and providing feedback as well as not a fake interaction. I have heard guidance from people to do the sandwich effect when giving correction where you give a good compliment, then an area to improve, followed by a good compliment. Employees can smell this coming a mile away and will immediately shut down and feel like the leader is just trying to correct them. This drives engagement into the garbage which is where that management critique sandwich needs to go.
Set up regular check ins with the employee to see how things are going and hear of their wins. Also focus on learning one new thing about the employee each time and build that CRM so leaders can really know the employee. Don’t treat the employees like a cog in a machine.
Acknowledge Effort over results
We have implemented this at home with our kids as well. I am a high driver and remember being scolded whey I did not have all A’s on a report card. It made me feel small and unvalued. Sometimes we don’t get the results we had hoped for even though we put in so much effort.
By focusing on the effort that someone put in, they know that just because a metric may have been missed, they are still valued and seen for the effort that they put forth and are willing to do it again in the future to help the organization hit the goals. If we only focus on the results and not the massive effort employees will stop trying hard and check out.
Leaders can really move the needle with engagement by focusing on these three simple ways. And no you don’t have to master all three at once. Try one at a time and over time leaders and managers will grow the engagement from the team.
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
Leaders Need to Communicate Purpose to Jumpstart Engagement
Gallup provided their state of the business report for 2025 and engagement in the workplace worldwide fell for the fifth straight year to 21% costing businesses a total of $438 Billion in lost revenue. Managers feel less equipped than ever before, and let’s sit on the fact for a second that only 21% of the workforce is actually fully engaged. This is being measured in the Billions of dollars.
This is not to be blamed on the employees, or because they are lazy. It is because they don’t feel a sense of purpose when they show up to work. Granted a teller at a bank may not think that they do as much as a first responder, but it is the leaders and managers JOB to equip the employees to know what value they are bringing to the customers and the organization.
If they don’t, well you see the numbers above…
Employees need to feel the sense of purpose of why showing up day in and day out matters. If they don’t, then they will not do the tough things and just mail in their effort dreaming about what the weekend will hold.
Leaders and managers need to define the what the organization is doing for the customers. Especially now that the Millennials and the GenZ’s are in the workforce. They have a greater value on purpose and impact. If they don’t feel it and understand why they are showing up, they will find something else to fill that void. They need meaning, not just tasks.
When I first started in sales and was frustrated because I was not making end roads. That is when my mentor stepped in and let me know why we do what we do. It is to support small businesses that are working hard with products and services that will enable them to be better and work more efficient. That is such a better vision than sell more stuff right!
Leaders and the managers need to also connect the dots to how each role serves the mission that the organization is on. That may mean reviewing the duties and the roles to see how they help other functions of the business and then ask the employees what they like about the position and why. That is right, this is not just a one-way street, this is a collaboration.
I know it may seem daunting with all of the other duties that leaders and managers have, but if the teams are functioning well and working hard without having to motivate them don’t you think your future will get better? I have witnessed organizations that thrive no matter the environment and it is electric. You can feel the energy and why people are working so hard for the mission.
It all stops with the leaders and managers casting the vision and showing each employee why they matter to the mission and hopefully the mission is not just to make numbers for the quarter and make shareholders happy. The mission needs to be greater!
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
Five Limiting Blind Spots Sales Professionals Have
Sales professionals like many other professions suffer from blind spots. We are familiar with blind spots while driving our vehicles. The same is said for blind spots in ourselves. Everyone has a blind spot or two. Today we will talk about five blind spots that plague sales professionals.
Lack of Personal Development
This one is high on just about anyone’s list. But especially for sales professionals, personal development is crucial. If sales professionals are not improving their skills, their presence, competitive marketplace landscape, or their mindset, they will fall by the side of those that are developing their craft. Many different professionals can hide behind a title, but sales is all about performance. There is no excuses when the sales person is not succeeding.
Not Adapting to the Buyer’s Style
Buyers come in all shapes and sizes, backgrounds, and presentation styles. When I first stepped into sales, I was told to memorize the DISC personalities and be able to quickly diagnose the different styles so that I could present to the buyer in the way they like to be presented to. I have since taken and understood more assessments like predictive index and Myers-Briggs. To understand the other person is crucial to help them find their communication style so there is no miscommunication. I large deal can be lost because someone did not understand the value.
Thinking it’s a Numbers game
Too many people in sales start out thinking it is just a numbers game. Smile and dials, cold calls, running the phone, all different names for it. What I found is that the more influence I had with customers the more they helped me sell my products and services. This meant selling actually got easier. Now I will say the numbers approach does mean we have to build the relationship so that takes time and relationship, so showing up multiple times is required.
Not Building Relationships
Long-term success is about influence, not transactions. As mentioned above it’s all about relationships and influence than about selling a product / service. When perform my “Sales Titans” keynote help the audience with refocusing on how to make the customer a hero of their story. As with any relationship, if we are only self-focused then the relationship fails to thrive. The same is said for sales. We need relationships if we are going to succeed in sales.
Misaligned Motivation
Ever seen a broke sales person? They are almost hanging on the customer’s leg as the customer races to the door as to say, “please don’t go, I need this sale.” Customers can sense when they are being manipulated and they don’t like it. Would you? We need to stop chasing sales targets and making sure that we are putting the customer in a light so they can win. When we do that sales actually take off. No this is not a quick fix kind of strategy, it is a long-term sales future. I have been in sales for over two decades and it’s because I don’t manipulate, or am self-motivated in the relationship.
These are the top blind spots that sales professionals have when approaching sales, but the cure is making sure after every sales call we review how it went and where we may have missed the mark so we can learn, grow, and make more sales for a successful career.
Have a great week!
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
Top Five Ways Sale People Fail to Execute
The sales industry has made it almost impossible for the customer to trust sales professionals.
Sales is tough and it only seems tougher as the noise around us continues to increase in volume. The noise of constant email drips to us with sales pitches even though we have unsubscribed multiple times. Spam calls coming in even though we have spam blockers on our cell phones. That’s right it is hard to win sales when we are competing with the others in our industry trying to sell to the same people that we are. This is making the customer apprehensive to engage with even the best intentions from a sales professional.
Today let’s talk about the top five reasons why sales professionals are losing before they even begin the sale’s process.
Talking Too Much, Listening Too Little
There was a saying when I first started in sales that stuck with me ever since. We have two ears and one mouth so we need to be listening twice as much as we talk with the customer. Far too often sales professionals jump right into their pitch about how great the product or service is for the customer without knowing enough about the customer and their needs. Sales professionals pitch before they understand the customer. If sales professionals want to quickly end the sales cycle, this is by far the quickest end it.
Focusing on the Product, Not the Problem
I started in sales like most people rattling off how great my product offering was and I had the opportunity from one individual to stop me and say the following…”That’s great, but how does it help me?” Insert the gut punch. Until the sales professional knows what is keeping the customer up at night and what is causing the customer to wonder if they will move forward with their organization, the sales person is going to lose the sale. We cannot sell our product or service before we understand what is going on and how our product will support the customer to achieve their goals.
Skipping Discovery
I know this goes along with the item above, but far too often the sales professional has not asked enough questions to get to the root of the issues that the customer is having. If the customer is trying to figure out why they are having an issue and we jump in and say that our product will fix it, how do we think that customer is going to respond. It’s like going on a date with someone and asking them to marry them on the first date. Huge red flags if we are not understanding the other person in the conversation first.
No Clear Value Proposition
I did this when I first started in sales and yes, I own that. I just said my product will fix your issue and solve your efficiency issue because of this feature and this feature and this feature…The customer must have been saying to themselves how is this going to solve my problem because this product is shiny, or red, or have these cool things on it. When we present the solution, we need to make sure that the customer is understanding the value, not the sales price. If we are not selling value, we are going to turn into a commodity that will have us in a race to reducing profits against the competition.
Failing to Handle Objections
No one really enjoys objections. We in sales want everyone to say yes and thank us for saving their lives. When sales professionals hear an objection, instead of understanding that this objection is a map to help find the sale, most sales professionals instead, pack up and leave. Objections are like guardrails on the expressway helping us stay on track so we can get to the destination. Objections are great because they help us refocus and make sure we have discovered the largest issues the customer is facing. When we face objections and calibrate to align with the customer, we start building trust. If we are going to go anywhere with customers, we have to have trust.
That is why I have written, “The Sales Process Uncovered,” and created the online training to help sales professionals succeed in their careers by making the customers a hero of their story. The more we avoid these top five areas of failure the quicker we will win more sales with higher profits.
Hope this helps and have a great week!
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
Influence is Great, But Does It Impact The Bottom Line?
When I am speaking on stage, or performing trainings on influence, I am often asked a question along the lines of “ How does influence impact my bottom line?”
I usually ask the question to the individual to ask them if they know their costs to recruit new talent to replace someone that has left the organization. Often they are shocked with I let them know it is roughly 200% of an impact to replace someone. This is rolled up in the cost of onboarding, training, recruiting, and placing the new person in the seat. This does not include the fact that progress with moving projects forward is slowed to a crawl for the first 6 months, or the impact that the new person has to build all new relationships.
Often the response is, “Oh….ooooohhhhh!”
Increased Speed
Yes that is right when we have influence over those that report to us and trust levels are high, guess what, the second guessing and slow processes fade making our teams function at a high rate of speed. Things get done, people are not worried about making the wrong decision, and things happen. This means costs decrease. That means more profits.
External Influence
When we have influence with our customers and they know that we are not some snake oil salesperson they will buy more regularly from us. Each new customer we have has an added cost to them to input them into the system, get set up to procure, and train them on our systems. When we have customers that are returning to buy more and more from us, that means we get more turns on the inventory with lower costs. This means more profits as well that we can invest into the organization for more impact.
Influence Attracts Top Talent
Ramsey’s Solutions is an organization that thrives with attracting top talent that are on mission to overcome challenges and drive results. When we have influence with our high performer employees, they tell their friends and family about how awesome it is to work for us and they actively recruit for us. We have a roster of individuals that are willing to come on mission with us that we don’t have to pay extra costs for recruiting. That saves our organizations time and money. See the first paragraph of this blog for more information When we have more top performers, guess what, we make more profits.
Yes I say profits. I have seen a lot of companies go bankrupt that had high revenues, but unfortunately their costs were higher. When we have high profits, we can make change in the environment we are working in and drive increases impact.
People like great paychecks, but they crave making an impact more.
Next time the topic comes up about does focusing on influence really matter, the answer is a resounding “YES!”
For more information check out the links below.
Have a great week!
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
Trust Is Grown, Not Given So Earn It Every Day
When I talk about Influence with others I often help people visualize it by thinking of influence as a bank account and trust is the currency that builds up that bank account of influence.
In our daily lives we interact with others unless we are a hobbit living in a remote village without any sort of communication besides smoke signals. Okay back on track here. When we are engaging with others their brains are trying to figure out in nanoseconds how much value they want to place on the relationship and the person in front of them.
Trust is that enabler for others to want to lean in and engage with us. Without trust, there is no moving forward together. We can not go far without others. We need a team to accomplish any major goal.
So how to we build high levels of trust?
There are three easy ways we can do this in theory, sometimes its harder for people to practice.
Keep Your Word
That’s right it may seem really simple, but how many times have we had good intentions to do something for someone else and ultimately forget, or get too busy to do the thing we said we would do. When we do what we say we will do we build consistency with others and without consistency there is no trust. We need to make every effort to do something if we say we will do it.
Own Your Mistakes And Quickly
I know I am not the only one that has said I would do something for someone and forgot or gotten tied down with another project that did not allow me to follow through. I pride myself on doing what I said I was going to do. Unfortunately, there are times when I do not and even though I feel awful about it, if I don’t apologize and try my best to get working on it at that moment and follow through, trust is going to dwindle like a candle that has been burning for a long time. We need to own the mistake and do our best to not let it happen again, or make it right. Some of my best relationships and trust has come when I have made a mistake and came back with an over promise to rectify the situation.
Be the Same Person Everywhere
I heard a quote a long time ago that said Be careful of meeting your idol because you may be disappointed. I was at an event once and I was in total “fan boy” mode when I saw a celebrity that I had watched for decades only to be snubbed by the celebrity when they walked by and to find out that they were much shorter in real life. That is something we can all learn from. We need to be our authentic selves no matter where we are. Because over time if we deviate from our online personas the word will get out and kill our influence with others.
If we want to have influence with others we need to make daily deposits in the account and make sure we are the same person day in and day out while making things right when we can. If we don’t we will lose trust and influence over time making us unimpactful to what we need to do and leading to our bank balances zero.
I have posted more blogs on trust so check out my blog page at www.kevinsidebottom.com/blog for more if you liked this one.
Have a great week.
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
Influnence That Makes People Feel Known
Did you know that your job as a leader is not to just direct, but to build influence with others? That’s right as John Maxwell has stated in many books, keynotes, and interviews…”Leadership is influence.” Without influence we have no leadership. That is why as a leader we need to focus on how to build influence each day.
That starts with taking the focus off our agendas 100 percent of the time and put focus on others around us to make connection. Not just connections on social media, but true connections with these individuals that we interact with on a daily basis.
While I was traveling in Spain from the US I was first taken back by the fact that their culture shuts down from 2 p.m. – 5 p.m. for siesta. I did not understand this as in the US we are always go, move, accomplish. What I learned was that the Spanish culture not just during siesta, but all meals, parties, everywhere is about connection and acts of service to each other. When you are at a party and your drink is low, or your plate is empty, someone is offering you more.
They take time to learn about each other, laugh, cry, serve each other. It was a culture shock for me, but one that left a lasting impact on me that we don’t need to be so focused on goals that we forget how we accomplish these goals. It’s together.
When working with others we need to make sure we are taking time to help others feel known instead of cogs in a machine. They want to know that they matter and that they are making an impact. They also need to be noticed.
Practice Noticing People
Do you know how much impact a simple card when it is someone’s birthday does for that person? They feel like they matter and that others see them. They feel valued and appreciated. Their body language changes where they sit up a little straighter, lean in, and smile.
Practice “Micro-acknowledgement”
Ever been in a meeting and had a leader acknowledge your effort on a tough project? That moment when everyone in the room looks at you and you feel like the one who was just knighted. We may even want to jump up and say that was me, in our minds. It feels great. What about giving kudos to a team member for something they did to help us? A simple thank you goes a long way to the other person feeling known and valued.
Let Curiosity Lead
Far to often we are asking questions to we can push the conversation into one that we win our view point. We want others to jump on our direction and just get things done. When we stop and lean in to curiosity to who people are, why they have a particular view point, we can actually avoid obstacles. I have had many times where I have stumbled because I was so focused on driving forward with my own idea. Being curious about others allows them to feel like they are adding value and that they matter.
When we take time to make sure that others feel known and appreciated, we end up with a strong connection and influence that allows the others to want to go the extra mile with us to achieve the wins we need. When we do this, speed goes up and costs go down. That means more profits for our teams and when that happens everyone wins!
Have a great week!
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
The Top 3 Things You Can Do to Truly Learn About Others
Last week we talked about being curious about others and how that can actually benefit ourselves. Not for the fact of using people, but the byproduct of being curious in general.
We live in a world where we’re constantly surrounded by people, coworkers, family, friends, even strangers. But how many of us truly take the time to learn about the people we interact with? To understand their values, experiences, and motivations?
Learning about others is more than just making small talk. It’s about building meaningful connections, fostering empathy, and becoming more insightful in your personal and professional life. If you're looking to form deeper relationships or just want to understand those around you better, here are the top three things you can do to learn about others.
Ask Thoughtful Questions
The most straightforward way to learn about someone is to ask them the right questions. But don’t just ask surface-level, “How’s your day?” or “What do you do?” questions—dig deeper to understand their values, aspirations, and experiences.
Think about asking questions like:
“What’s something you’re passionate about?”
“What’s been the biggest challenge in your life right now holding you back?”
“What’s one thing you’ve learned recently that surprised you?”
“What do you value most in your relationships with others?”
These kinds of questions invite the other person to share more than just a quick response. They encourage reflection and lead to genuine conversations that can reveal insights about their personality, experiences, and worldview. Plus, active listening is just as important as asking—when you listen attentively, you send the message that you genuinely care about their thoughts and feelings.
By showing curiosity about the person’s experiences and interests, you also create a space where they feel heard and valued, which fosters trust and connection.
Pay Attention to Body Language
Sometimes, you can learn a lot about someone without them saying a word. Non-verbal communication, body language, facial expressions, and posture, can give you deep insights into how someone feels or what they truly think. Hostage negotiators and interrogators watch body language when questioning suspects to learn if they are being lied to, or if they are on the correct path.
Pay attention to:
Facial expressions: A smile, raised eyebrows, or a furrowed brow can tell you if someone is comfortable, happy, or confused.
Posture: Leaning in can indicate interest or engagement, while crossed arms might suggest defensiveness or discomfort.
Eye contact: Are they making eye contact or avoiding it? It can indicate trust, confidence, or a lack of interest.
Gestures: Subtle movements like tapping feet, fiddling with an object, or using hands while speaking can reveal nervousness or excitement.
By tuning into these cues, you can better understand someone’s emotional state and what they might be trying to communicate, even if they’re not using words. It’s a powerful way to read between the lines and deepen your understanding of others.
Observe Their Actions and Behavior
Sometimes, you can learn a lot about someone simply by observing how they act and interact with the world around them. People’s behaviors often provide more insight into their character than anything they could tell you.
How do they treat others? Notice how they interact with strangers, employees, or people they don’t know very well. This can reveal their values, such as kindness, respect, or humility.
What do they prioritize? Observe how they spend their time—whether they’re dedicated to their family, career, or personal hobbies. What someone prioritizes often speaks volumes about what they value most.
How do they handle stress or conflict? Pay attention to how they behave in stressful situations. Are they calm under pressure, or do they react impulsively? This can teach you about their emotional intelligence and coping mechanisms.
By observing someone’s actions and behavior, you learn about their true nature, often in ways that words can’t express. People often act in alignment with their core beliefs and principles, and these actions can teach you more than any conversation ever could.
Learning about others isn’t just about gathering information, it’s about building meaningful relationships, increasing understanding, and cultivating empathy. Whether you’re looking to improve your personal relationships, become a better leader, or simply connect on a deeper level with those around you, these three practices, asking thoughtful questions, observing body language, and watching behaviors,will get you closer to truly understanding others.
If you approach every interaction with an open mind, a curious heart, and the willingness to listen, you’ll unlock the power of human connection in ways that can positively impact your life and the lives of others.
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
Why Being Curious About Others Is Your Secret Weapon for Success
Curiosity is often seen as something children are naturally good at, but in reality, it’s a superpower that adults should harness, especially when it comes to personal and professional growth. The simple act of being curious about others can open doors, build connections, and enrich your life in ways you never expected.
Curiosity isn't just about asking questions, it's about being genuinely interested in the people around you, understanding their perspectives, and valuing their experiences. Here’s why being curious about others is a game-changer, and how it can work in your favor.
Build Stronger Relationships
At the core of every meaningful relationship, whether personal or professional requires communication. But effective communication goes beyond talking; it’s about listening and showing genuine interest in others. When you’re curious about someone, you’re demonstrating that their thoughts, feelings, and experiences matter to you.
People love to feel heard and understood in which curiosity allows you to show that. Whether you're asking about someone's hobbies, interests, or challenges, the simple act of asking the right questions shows that you value their perspective. This deepens your connection, which naturally builds trust.
In the workplace, trust is crucial. People who show curiosity toward their colleagues foster a more collaborative environment, making teamwork smoother and more effective. According to Harvard Business Review, leaders who demonstrate curiosity are more likely to inspire loyalty and creativity in their teams.
It Expands Your Perspective and Knowledge
When you’re curious about others, you're actively seeking to learn and grow. You might find yourself exposed to new ideas, different worldviews, and diverse experiences that you wouldn’t have encountered otherwise.
Imagine asking a colleague about their background and discovering insights into a culture or philosophy you weren’t familiar with. Or perhaps you're intrigued by a peer’s unique approach to problem-solving and you end up incorporating some of their techniques into your own work.
The more you’re curious about others, the more you expand your mental horizons. Curiosity is a way to learn about the world and the people in it, and it can significantly enhance your adaptability in an ever-changing environment.
It Creates Opportunities for Growth and Networking
Curiosity leads to deeper conversations, which, in turn, can create opportunities. Networking isn’t just about collecting business cards or handing out your resume, it’s about connecting with people on a personal level. When you're genuinely curious about someone, you create authentic bonds that often lead to professional opportunities down the line.
Think about it: people are more likely to remember you if you've made them feel heard and valued. In fact, a study from LinkedIn found that 85% of jobs are filled via networking, and people with strong, meaningful connections tend to get hired faster. When you're curious about others, you naturally foster those kinds of connections.
Furthermore, curiosity can help you stay relevant in your industry. By learning from others' experiences, successes, and mistakes, you stay in the loop on new trends and techniques that can boost your personal and professional growth.
It Helps You Become a Better Problem Solver
Curiosity encourages a mindset of inquiry, always asking "Why?" and "How?" This kind of thinking is essential for tackling complex problems and finding innovative solutions.
When you're curious about the way others approach challenges, you start to build a toolkit of strategies and perspectives that you can apply to your own problems. It’s like having a mini "think tank" inside your network.
Consider a manager who's curious about the struggles their team faces. By asking the right questions and listening attentively, they might discover ways to make workflows more efficient or improve team morale. By genuinely seeking to understand, they’re actively creating better solutions for everyone involved.
Being curious about others isn’t just a trait, it’s a tool for success. Whether it’s forging strong relationships, gaining fresh perspectives, or discovering opportunities, curiosity can work in your favor in ways that are hard to measure but easy to feel.
So, if you want to elevate your career, enrich your personal life, and become a more effective communicator by embracing curiosity.
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
Why People Working a 9-to-5 Should Think About a Side Hustle
And How It Can Change Your Life
We all know the drill: you clock in, you grind through the workday, and then you clock out. Rinse, repeat. But let’s be honest, this traditional 9-to-5 hustle doesn’t always check the boxes. The paycheck? Sure, it’s there. But is it enough to meet your dreams, secure your future, or even give you the freedom you crave?
For many, the answer is no. That’s where the side hustle comes in. It’s not just about making extra money but about gaining control over your life. Here’s why working a 9-to-5 should be the catalyst for thinking about your side hustle, not an excuse to settle for less.
Multiple Income Streams = Financial Security
The world is uncertain. Economic instability, job layoffs, inflation, these are just some of the risks we face every day. But a side hustle? That’s your financial safety net.
According to a 2023 survey by Bankrate, 45% of Americans say they have side hustles to supplement their main income. It’s a smart move. Having an extra source of income cushions you from unexpected expenses and gives you financial flexibility.
And it’s not just about emergencies. A side hustle could enable you to hit financial milestones faster, whether that’s saving for a down payment on a home, paying off debt, building your emergency fund, or simply padding your retirement account.
A traditional 9-to-5 paycheck may be enough to get by, but it’s unlikely to build the kind of wealth you dream about. According to a report from Credit Suisse, the top 1% of wealthiest Americans own 40% of the nation’s wealth, and they didn’t get there just by sticking to their 9-5 day jobs.
Side hustles give you an opportunity to diversify your wealth-building strategies, whether it’s through real estate, stocks, or launching an online business. Multiple streams of income are a cornerstone of building wealth. A side hustle is an investment in your future.
Unlock Your Passion and Potential
How many times have you daydreamed about something other than your 9-to-5 job? Maybe it's photography, graphic design, writing, or teaching. A side hustle allows you to explore your passions without quitting your main gig.
A side hustle can also help you develop new skills that can improve your current job performance, or a new passion. You might discover that your hobby is actually an untapped talent that can take you far beyond your 9-to-5. Maybe you want to work from home or spend more time traveling, the beauty of a side hustle is that you get to control the hours, location, and pace.
Starting a side hustle isn’t just about making more money, it’s also about pushing yourself out of your comfort zone. It requires you to develop new skills, take risks, and learn the ins and outs of running a business. Whether it’s learning about digital marketing, customer service, or time management, a side hustle forces you to grow.
Think about it: you’re no longer just following a set of instructions you are actually creating something. You’re learning by doing. This process not only builds your confidence but opens doors to new opportunities in your career and beyond.
It’s time to stop thinking of a side hustle as an afterthought. It’s your opportunity to start building the life you truly want, on your terms. If you’re still on the fence, consider this: start small. Whether it’s selling a few products online, freelancing in your area of expertise, or launching a service, the journey to financial freedom and personal growth begins the moment you take action.
So, what’s your side hustle going to be?
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
The Power of Small Businesses: Driving the Job Market in Today’s Economy
Small businesses are often seen as the backbone of the economy, but their true impact is more profound than we might realize. In 2024, small businesses employ nearly half of the workforce in the United States, with over 60 million Americans working for businesses with fewer than 500 employees. These businesses are not just small players, they are the lifeblood of job creation and economic growth.
As large corporations scale back and automation continues to rise, small businesses are taking up a bigger portion of the labor market. Let’s break down why small businesses matter more than ever and how they are driving job creation.
Over the last decade, the role of small businesses in the job market has expanded rapidly, especially in response to major economic shifts. According to a 2019 survey by the National Federation of Independent Business (NFIB), nearly 90% of small business owners reported that they were actively hiring or planned to hire within the next six months. This trend has only grown, especially as businesses increasingly focus on resilience, innovation, and agility in the face of challenges.
The COVID-19 pandemic accelerated these trends, pushing many people toward entrepreneurship or remote work. Small businesses were pivotal in the recovery of the labor market, with an estimated 1.4 million new businesses being created in the U.S. alone in 2020. This number was a 24% increase from the previous year, proving that when larger businesses faltered, small businesses rose to fill the gap. A great deal of this happened from individuals staring their side hustles that have flourished into full time small businesses.
Small Businesses as the Engine of Innovation
Small businesses often drive innovation in ways that large corporations can’t. Without the red tape and corporate structure, small businesses are able to pivot quickly, try new things, and take risks that lead to new jobs and new industries. A study by McKinsey & Company found that small businesses are more likely to innovate than larger companies, particularly in sectors like technology and creative industries.
This spirit of innovation not only leads to new products and services but also creates jobs that didn’t exist before. Think about the rise of remote work tools or e-commerce platforms—many of these innovations came from small businesses seeking to fill a gap in the market. As these innovations grow, so too do the opportunities for employment.
Small Businesses Are Bigger Than Ever
From providing the bulk of new job opportunities to driving local economic growth and innovation, small businesses are not just surviving they are thriving and expanding their role in the job market. Whether you’re an entrepreneur, a job seeker, or someone looking to make an impact, small businesses offer opportunities that larger corporations simply can’t match.
According to the U.S. Small Business Administration (SBA), small businesses are responsible for 66% of all new jobs in the private sector. In fact, the number of small businesses continues to rise, with over 30 million small businesses operating in the U.S. today. This includes everything from mom-and-pop shops to tech startups, restaurants, and family-owned enterprises.
The diversity of industries in which small businesses operate means that they are constantly creating new opportunities across the board. They don’t just create jobs, they create opportunities for growth, innovation, and a wide range of specialized positions. There are businesses that pick up dog poop and clean garbage cans in my neighborhood. The possibilities are endless at this point.
The job market is no longer dominated by just a few large corporations. Small businesses are the true job creators, and they’re changing the face of work as we know it.
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book
The Truth About Passive Income
Yes, It Takes Work (And Here's the Data to Prove It)
Ever heard these statements on social media with the promise to make life easier?
“Make money while you sleep.”
“Earn six figures from your laptop on a beach.”
Sounds great, right? Who wouldn’t want passive income? The promise of earning money without working for it every single hour is tantalizing. But here’s the reality: passive income requires work. A lot of work.
Statistics show that, while passive income can eventually bring in cash with minimal effort, it takes a significant amount of initial effort and time to set up. Let’s understand a few facts:
Passive Is Front-Loaded
The biggest myth is that passive income requires no effort. In reality, it's front-loaded work that eventually pays off.
A study from The American Institute of CPAs (AICPA) found that 65% of people who invested in rental properties had to spend more than 10 hours per week in the first year just to manage their properties effectively. That’s not passive. That’s commitment. Those shows that take only a half hour to do a complete flip. Yeah those ones.
Even digital products like online courses require significant upfront effort. According to Teachable, a platform for creators, it takes an average of 3–6 months to create and launch a successful online course. And that doesn’t include the time spent refining and marketing it afterward. Only about 5% of course creators report making enough money to replace their full-time income, according to DataCamp.
Passive income may pay off later, but only after you’ve put in the the great amounts of sweat equity up front.
Systems Don’t Build Themselves
Systems are a key part of building any passive income stream, and they don’t come easy. 95% of small businesses fail within the first five years due to a lack of proper systems and strategies according to the U.S. Bureau of Labor Statistics. Whether it’s affiliate marketing, an online store, or a blog generating passive revenue, the systems behind them require continuous effort—especially at the beginning.
For example, Shopify reports that over 1 million businesses use its platform, but 75% of new stores fail within the first year because owners don’t dedicate enough time to systematize processes like inventory management, customer service, and marketing. That means the give up.
Even after systems are in place, there’s no such thing as “set it and forget it.” A study from MarketingProfs reveals that 49% of marketers still need to spend an average of 12 hours per week on their content strategy, even for blogs or websites that generate passive income. The effort to optimize systems never truly ends.
I have been running my blog for multiple years and I am not supporting myself just on these writings.
Passive Income Is Still a Business
While it’s tempting to think passive income means you can completely step away, the truth is—it’s still a business. You still need to monitor, manage, and maintain. You still need someone to help you crash through the ceiling to hit the next level of success.
According to The Motley Fool, 90% of investors report that generating passive income through dividend-paying stocks still requires ongoing monitoring and strategy adjustments. You have to consistently reassess your portfolio to ensure it’s delivering the right returns—meaning passive income is only passive when you’ve actively managed it for years.
A statistical analysis from Forbes also shows that 85% of successful side hustlers spend at least 10 hours per week working on their business. That means that simply working from the beach means you are still working from the beach.
Final Word: Build It Now, Reap It Later
The key takeaway? Passive income isn’t “easy money.” It’s earned income—just earned over a longer period of time.
57% of millionaires in the U.S. report that they have multiple income streams, but these income streams didn’t materialize without substantial upfront work and sacrifice according to Charles Schwab’s 2022 Modern Wealth Survey.
While the work is challenging in the beginning, once the systems are set up and automated, passive income becomes more predictable. So if you're feeling discouraged by the initial grind, just know: you’re on the right path. Grit will help you achieve success that you can some day leave the day to day grind and work for yourselves, but you will still need to work at it.
Master the Art of Influence: Build Trust, Drive Sales, and Lead Effectively
Are you ready to become the brand of choice for top customers and employees? Kevin Sidebottom—keynote speaker, trainer, and author—shares proven strategies to elevate your sales success and leadership impact.
In this blog, Kevin reveals why influence is the ultimate currency in building lasting relationships. Learn how to:
✅ Motivate customers to stay loyal to your brand
✅ Build trust and engagement with your team
✅ Transform your approach to leadership and sales
With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.
Featured Links to Grow Your Influence:
Winning With Others: https://www.kevinsidebottom.com/stopgambling
Kevin’s website: https://www.kevinsidebottom.com
Kevin’s email: kevin@kevinsidebottom.com
The Sales Process Uncovered Membership Page
https://www.kevinsidebottom.com/pricing-page
The Sales Process Uncovered Book