Stretching Your Sales Relationships

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

Unlocking Profit Growth

October 5, 2024

In the dynamic landscape of business, profit growth stands as the cornerstone of success. Every organization, regardless of its size or sector, aims to achieve sustainable growth in its bottom line. However, achieving this goal isn't merely about increasing sales or cutting costs; it requires a multifaceted approach that addresses various aspects of the business ecosystem.

Striking A Balance

At the heart of profit growth lies the delicate balance between costs and sales prices. While reducing costs can directly impact profitability, it's crucial not to compromise on the quality or value offered to customers. Instead, businesses should focus on optimizing operational efficiency, streamlining processes, and embracing technology to reduce overheads without sacrificing product or service excellence.

Equally important is setting strategic pricing that reflects the value proposition while remaining competitive in the market. Pricing strategies should consider factors such as production costs, market demand, competitor pricing, and perceived value. By finding the sweet spot between cost-effectiveness and pricing strategy, businesses can maximize profitability without alienating their customer base.

The Foundation of Sustainable Growth

Trust serves as the cornerstone of every successful organization. Internally, fostering a culture of transparency, accountability, and mutual respect cultivates trust among employees, driving productivity, innovation, and employee retention. When employees trust their organization, they're more likely to go the extra mile, leading to improved operational efficiency and ultimately, higher profitability.

Externally, building trust with customers is paramount. In an era where consumers have myriad options at their fingertips, trust can be a key differentiator. Businesses can earn customer trust by consistently delivering on promises, providing exceptional customer service, and prioritizing ethical practices. Transparent communication, honest dealings, and a commitment to customer satisfaction build lasting relationships that translate into customer loyalty and repeat business.

Making the Customer a Hero of Their Story

In the narrative of business, customers aren't merely passive participants; they are the lifeblood of success. Recognizing and embracing this perspective can revolutionize the way businesses approach customer engagement and satisfaction. Instead of focusing solely on selling products or services, businesses should strive to empower customers, making them the heroes of their own stories.

This entails understanding customer needs, pain points, and aspirations on a deeper level. By offering tailored solutions, personalized experiences, and ongoing support, businesses can position themselves as trusted allies in their customers' journeys. Celebrating customer successes, soliciting feedback, and continuously refining offerings based on customer insights further solidify the bond between businesses and their clientele.

Profit growth isn't a singular pursuit; it's a multifaceted journey that encompasses various dimensions of business operations and customer interactions. By striking the right balance between costs and pricing, fostering trust internally and externally, and placing customers at the center of the narrative, businesses can unlock sustainable growth and establish themselves as industry leaders.

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

Strategies for Driving Growth and Success With Your Sales Team

September 28, 2024

In the fast-paced world of sales, effective management is key to driving growth and achieving success. Yet, traditional management approaches often fall short when it comes to inspiring and motivating sales teams to reach their full potential. To truly unlock growth in sales, managers must adopt a leadership mindset, invest in their teams, maintain regular communication, and empower sales professionals to become the heroes of their own success stories. In this post, we'll explore these strategies and how they can lead to transformative results for sales teams.

Lead, Don't Manage

Effective sales leadership goes beyond simply managing tasks and quotas; it involves inspiring and guiding sales professionals to excel. Rather than micromanaging every aspect of their team's activities, sales managers should focus on leading by example, providing mentorship, and empowering their teams to take ownership of their success. By fostering a culture of leadership and accountability, managers can cultivate a high-performing sales team that is driven to achieve and exceed its goals.

Invest in Your Team

Investing in the development and growth of sales team members is crucial for long-term success. This investment can take many forms, including providing training and professional development opportunities, offering coaching and feedback, and providing resources and support to help sales professionals excel in their roles. By investing in their team's success, managers demonstrate their commitment to their employees' growth and development, fostering loyalty, motivation, and a sense of belonging within the team.

Check In Regularly

Regular communication and feedback are essential for ensuring that sales teams stay on track and aligned with organizational goals. Rather than waiting for quarterly or annual reviews, managers should make it a priority to check in regularly with their team members to provide guidance, support, and feedback. These check-ins offer opportunities to celebrate successes, address challenges, and course-correct as needed, keeping the team focused and motivated to achieve their objectives.

Make Them the Hero of Their Own Story

Sales professionals are driven by a desire to succeed and make a meaningful impact in their roles. The managers of the sales team need to find ways to support and equip their members to become successes to help keep motivation going. Without helping the sales professionals to become “Heros Of Their Story,” the managers are failing to support the team effectively. Just like we make the customers heros, we need to make sure our team members are the hero in their stories.

Successfully managing a sales team for growth requires more than just overseeing day-to-day activities; it involves leading by example, investing in team development, maintaining regular communication, and empowering sales professionals to become the heroes of their own success stories. By adopting these strategies, sales managers can drive growth, inspire excellence, and create a culture of success within their teams.

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

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 Is My Business Doing?

July 13, 2024

Running a successful business requires an understanding of financial metrics, and one that often takes center stage is the gross profit margin. While it's an important indicator, solely relying on this metric may present an incomplete picture of your business's overall health. In this post, we'll explore what gross profit margin is, the costs associated with it, and why it shouldn't be the sole gauge for assessing your business's performance.

What is Gross Profit Margin?

Gross profit margin is a financial metric that represents the percentage of revenue retained after deducting the cost of goods sold. It's calculated by dividing the gross profit by total revenue and multiplying by 100 if you want a percentage. Forget that last step if you are just focused on the dollar figure.

This is the direct cost of producing goods or services sold by a company is broken into three main areas. The first one is the material cost of the goods and services, the logistical costs to move these items around and then variable costs like that of the sales teams and labor to manufacture the goods and services.

Why Gross Profit Margin Should Not Be The Only Valuable Metric

While a healthy gross profit margin is desirable, it doesn't provide a complete picture of a company's overall profitability. Gross profit margin doesn't account for fixed costs, such as rent, salaries, and utilities. Net profit, deducts all expenses and provides a more comprehensive view. These costs are essential for maintaining the day-to-day operations and need to be considered when assessing overall profitability.

Gross profit margin also doesn't consider market conditions, competition, or external factors that could impact business performance. Adapting to these variables is crucial for long-term sustainability.

To truly gauge how well your business is running, it's essential to adopt a more comprehensive approach. Consider metrics like net profit margin to figure out how strong your profits are. Evaluate customer satisfaction, employee engagement, and innovation as these factors contribute to sustainable growth. A well-rounded understanding of various financial and operational indicators will guide more informed decisions, ensuring your business thrives in the long run.

Make sure you know if you are running a successful business and if you need help reach out below!

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

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

Am I Making Profits?

April 13, 2024

In the intricate world of business, mastering profit margins is the compass that guides your organization to financial success. However, understanding the nuances between gross profit, net profit, and EBIT (Earnings Before Interest and Taxes) is the secret sauce that separates the savvy entrepreneurs from the rest. In this blog post, we're peeling back the layers to reveal the essence of each, empowering you to navigate the complexities of profit margins with confidence.

Gross Profit

At its core, gross profit represents the money your business retains after deducting the cost of goods sold from your revenue. By breaking down the cost of producing or acquiring your goods or services. This includes raw materials, direct labor, and manufacturing costs. Your gross profit is the reward for your operational efforts, signaling your ability to generate revenue above production costs. This is the first level in understanding if you are making money with what you sell to customers.

Net Profit

While gross profit sets the stage, net profit steals the spotlight by subtracting all operating expenses, taxes, and interest from gross profit. It's the bottom line, reflecting the actual profit your business pockets after all is said and done. The operating expenses are the nitty-gritty of your day-to-day business costs. This includes rent, utilities, salaries, marketing, and other overhead expenses. This can be bundled into a cost and applied to every product sold to understand all of your total costs.

EBIT (Earnings Before Interest and Taxes)

EBIT is another term thrown around by financial people to justify profitability and it is basically earnings before accounting for interest expenses (if you have loans, mortgages, etc) and taxes. It offers a middle ground between gross profit and net profit, providing insights into your operational efficiency and profitability.

EBIT excludes interest and taxes, allowing you to assess your business's core profitability without the influence of financial obligations. It's a powerful metric for evaluating your ability to generate revenue from operations alone. This is a gauge you can use if you choose to help you understand if your organization is operating efficiently or not.

In the realm of profit margins, understanding the differences between gross profit, net profit, and EBIT is the key to financial mastery. Your journey begins with gross profit, the foundation of your financial strength. From there, navigate through the intricacies of operating expenses, taxes, and interest to unveil your net profit. EBIT, straddling the line between gross and net, offers a unique perspective into your operational efficiency.

Armed with this knowledge, you'll be better equipped to make strategic decisions, optimize your profit margins, and pave the way for sustained success in the ever-evolving landscape of business.

Have a great day!

“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 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

90 Days After The Sale Is Sooooo Important

March 2, 2024

In the narrative of customer success, the customer should emerge as the hero of their own story. This involves going beyond the initial transaction and actively helping customers realize the full potential of their purchase. Whether it's guiding them through product features, offering additional resources, or addressing post-purchase concerns, businesses have an opportunity to empower customers to be the heroes of their own success stories.

By ensuring that customers feel supported and equipped to overcome challenges, businesses create a narrative where the customer is the protagonist, showcasing the positive impact their product or service has on their journey. This approach not only enhances the customer experience but also fosters a sense of loyalty and appreciation.

Trust is the cornerstone of any enduring customer relationship. The 90-day period after the sale is a critical window where customers assess the level of support and commitment from the business. Actively engaging with customers during this time, providing timely assistance, and addressing any concerns that may arise showcases a commitment to their success beyond the initial transaction.

This sustained support builds trust by demonstrating that the business is genuinely invested in the customer's satisfaction and ongoing success. Trust is not only earned through the quality of the product or service but also through the reliability and accessibility of the support provided.

In the age of social media and online reviews, satisfied customers can be powerful advocates. Making customers heroes of their own stories creates a ripple effect where they are more likely to share their positive experiences with others. This word-of-mouth marketing is a potent tool for influencing potential customers and shaping the overall reputation of a business.

Businesses that actively support customers beyond the sale not only create satisfied customers but also foster a community of advocates who willingly share their success stories. This influence extends far beyond the 90-day mark, contributing to long-term brand loyalty and attracting new customers based on the positive experiences of existing ones.

Beyond the initial transaction, businesses have the opportunity to contribute to the narrative of their customers' success stories. In doing so, they not only build trust but also wield a powerful influence that extends far beyond individual transactions, shaping the perception of their brand in the eyes of both current and prospective customers.

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

3 Questions To Answer For Others

February 24, 2024

In the realm of professional relationships and leadership, building influence is an art that revolves around understanding and responding to three fundamental questions: Do I like you? Do I trust you? And, how can you help me? In this blog post, we delve into the significance of these questions and how answering them strategically can pave the way for impactful influence.

At the heart of building influence is the human element. People are more likely to be influenced by those they genuinely like. Establishing a personal connection goes beyond shared interests or affable conversations; it's about empathy, understanding, and authenticity.

Answering the "Do I like you?" question involves showcasing your genuine self, actively listening, and finding common ground. Authenticity builds bridges, fosters rapport, and lays the foundation for a positive and lasting connection. Whether through shared experiences, where we meet with others, humor, or simply being approachable, making an effort to be likable is a crucial step in building influence.

Trust is the bedrock of influence. Without trust, any attempt to influence others is likely to fall flat. Answering the "Do I trust you?" question involves consistently demonstrating reliability, honesty, and integrity.

Leaders who prioritize transparency, deliver on promises, and admit to mistakes when they occur earn the trust of their colleagues. Trust is a delicate commodity that takes time to build and can be shattered in an instant. Therefore, leaders must be intentional about cultivating trust through their actions, decisions, and communication.

In the professional realm, influence is often intertwined with the value one brings to the table. Answering the "How can you help me?" question involves showcasing your skills, expertise, and the tangible benefits you can offer to others.

This is not about self-promotion but about understanding the needs and aspirations of those around you. By actively seeking opportunities to contribute, solve problems, and support others in their endeavors, you position yourself as a valuable resource. Influence is a reciprocal exchange, and by consistently demonstrating your ability to contribute, you solidify your position as someone worth listening to.

Building influence is a nuanced process that requires a thoughtful approach to interpersonal dynamics. By proactively answering the three key questions – Do I like you? Do I trust you? How can you help me? – individuals can cultivate meaningful connections, establish credibility, and position themselves as influential leaders.

Remember, influence is not about manipulation but about creating a positive impact. Whether you're a leader, a team member, or sales professional, taking the time to genuinely connect with others, build trust through your actions, and consistently provide value will set you on the path to becoming a person of influence in your professional sphere.

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

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

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

How To Build Customer Relationships

November 4, 2023

In today's competitive business landscape, building and nurturing strong customer relationships is more important than ever. While closing a sale may bring immediate gratification, establishing a long-term connection with customers requires a strategic approach and a genuine commitment to their success. To build lasting customer relationships, it is essential to focus on supporting customers, understanding their business, and aligning with their goals. In this blog post, we will explore these key principles and provide actionable insights for cultivating enduring customer relationships.

First we should state that building trust with customers is not a sprint, it is in fact a marathon. We need to continually focus on supporting our customers in all aspects of our organization. It encompasses creating a positive experience throughout the customer journey. Show genuine care and attention, promptly responding to queries and concerns. Be proactive in anticipating their needs and offer personalized assistance. By providing exceptional support, you build trust and foster loyalty, setting the foundation for a long-term relationship.

To truly connect with your customers, it is crucial to understand their business and their particular industry. We need to invest time in research, gather insights, and gain a deep understanding of the customer’s pain points, challenges, and opportunities. By acquiring this knowledge, you can position yourself as a strategic partner, offering tailored solutions that address their specific needs. Aligning your products or services with their goals demonstrates your commitment to their success.

Every customer has unique goals and objectives as well. Take the time to engage in meaningful conversations to understand their vision and aspirations. By actively listening and asking thoughtful questions, you can uncover valuable insights that will enable you to provide solutions aligned with their goals. Tailor your offerings to help them achieve their desired outcomes, and continuously reassess their evolving needs to stay ahead of the curve.

Clear and effective communication is the cornerstone of any successful relationship. Regularly update customers on relevant industry trends, product updates, and opportunities for growth. Be proactive in addressing any concerns or challenges they may encounter. Foster an open and transparent line of communication, encouraging feedback and actively seeking ways to improve your offerings. By being attentive and responsive, you demonstrate that their opinions matter, building trust and loyalty.

Building enduring customer relationships requires consistency in both actions and values. Be reliable in delivering on promises, meeting deadlines, and maintaining high-quality standards. Consistency creates a sense of dependability and reliability, fostering a strong foundation for trust which is something I have written about in the trust equation. By consistently providing exceptional experiences, you differentiate yourself from competitors and become the go-to partner for your customers' needs.

In the fast-paced business world, it is important to recognize that building customer relationships is a marathon, not a sprint. By focusing on supporting customers, understanding their business, and aligning with their goals, you can create long-lasting connections that go beyond individual transactions. Remember, nurturing customer relationships requires ongoing effort, active listening, and consistent communication. By becoming a trusted partner, you will foster loyalty, increase customer satisfaction, and position your business for long-term 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

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

How To Make A Profit In Business

September 9, 2023

In business, the pursuit of profitability remains a primary goal for entrepreneurs and organizations alike. To achieve sustainable success, it is crucial to adopt strategies that focus on optimizing profits. In this blog post, we will explore three fundamental factors that contribute to maximizing profits: understanding the sales price minus costs equation, conducting thorough market research, and scaling the workforce strategically. By implementing these strategies, you can pave the way for increased profitability and long-term growth.

1. Sales Price Minus Costs: One of the fundamental principles of profit maximization is the calculation of the sales price minus costs. To determine profitability, it is essential to analyze the revenue generated from sales and subtract the costs associated with producing or delivering the product or service. By understanding and carefully monitoring this equation, you can identify areas where costs can be minimized without compromising the quality or value of your offering. Regularly review your expenses, negotiate with suppliers, and explore more efficient processes to optimize your profit margins and you will succeed at managing good profits so you can invest back into your organization.

2. Doing Homework on the Market Place: Market research is the backbone of any successful business. Understanding your target market, customer preferences, and competitive landscape allows you to position your product or service effectively and identify opportunities for growth. Conducting thorough market research enables you to identify the pricing sweet spot—finding the balance between competitive pricing and maintaining healthy profit margins. Analyze market trends, consumer behavior, and competitor strategies to gain insights that will inform your pricing decisions and allow you to maximize profitability.

3. Scaling Workforce Strategically: While expanding your workforce may be necessary to accommodate business growth, it is essential to approach it strategically to avoid unnecessary costs that may eat into your profits. Rapidly scaling your team without careful consideration can lead to bloated overheads, inefficiencies, and potential cash flow challenges. Instead, evaluate your business needs and growth projections, and scale your workforce accordingly. Consider outsourcing certain functions or leveraging technology to automate tasks and streamline operations. By scaling strategically, you can strike a balance between productivity, cost-effectiveness, and profitability.

Maximizing profits in business requires a strategic approach that encompasses several key factors. Understanding the sales price minus costs equation enables you to optimize your profit margins by minimizing expenses while maintaining the value of your offering. Thorough market research helps you position your product or service effectively, identify competitive pricing, and identify opportunities for growth. Scaling your workforce strategically ensures that your business remains agile, efficient, and cost-effective. By implementing these strategies and continuously evaluating your business model, you can pave the way for sustainable profitability and long-term success. Remember, profitability is not just about revenue generation; it's about creating a solid foundation that supports growth, innovation, and a thriving bottom line.

“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

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

Seven Tips For Business Networking For New Entrepreneurs

August 12, 2023

As a new entrepreneur, building a strong network is essential to help your business grow and achieve its goals. However, networking can be intimidating, especially when you're starting out. Here are some tips to help you network effectively:

1. Attend industry events: Look for events related to your industry and attend them. These events provide an excellent opportunity to meet other professionals and exchange ideas. They can also help you stay updated on new trends and developments in your field.

2. Come prepared: Before attending a networking event, prepare yourself. Get your energy levels up especially if you are an introvert. Be ready to engage in conversations and follow up with people afterward. A great tool that you can use for capturing leads is mobile card. I gave up handing out business cards and worrying if they would end up in bathroom stalls or trash cans…. Make sure you are not being superficial and speed dating when meeting new prospects.

3. Join networking groups: Joining networking groups is a great way to meet new people and build relationships. These groups can provide opportunities to connect with other like-minded entrepreneurs and professionals in your industry. The University of Toledo has the Family Business Center which is a great resource for business leaders. I am sure other Universities have this as well near you.

4. Build authentic relationships: Focus on building genuine relationships. Take the time to get to know people on a personal level, find common interests, and build trust. This approach will make people more likely to want to do business with you in the future.

5. Follow up: After meeting someone at a networking event, make sure to follow up with them. Send them an email or connect with them on social media. Take the time to personalize your message and show that you are genuinely interested in building a relationship. A great resource I talked about earlier is Mobilo.

6. Give before you receive: Networking is not just about what you can get from others. Look for opportunities to serve others in your network. This could be as simple as sharing information or resources, making introductions, or providing support.

7. Be consistent: Building relationships takes time and effort, so be patient and persistent. Attend events regularly, follow up with people, and stay engaged.

Networking is an essential aspect of building a successful business. By attending events, joining networking groups, building authentic relationships, following up, giving before receiving, and being consistent, you can build a strong network that will help your business grow and achieve its objectives.

“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

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

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!”

www.kevinsidebottom.com

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

The Sales Process Uncovered Membership Page

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

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!”

www.kevinsidebottom.com

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

The Sales Process Uncovered Membership Page