Blog

July 30, 2020
10 minutes
News Flash!!! The New Normal Has Nothing To Do With COVID-19

It has become more than a cliche to hear everyone from consumers to parents, governments to corporations to talk about the “the new normal,” how life has changed as a result of COVID-19.

photo of people looking on laptop
July 13, 2020
12 minutes
What are the 7 Steps in the Sales Process?

The 7 step sales process is a series of well-defined stages that sales reps complete to convert potential customers from initial interest into paying customers.

Is it better to adjust the strategic “goalposts” or to accept the setback and stay the course?
May 6, 2020
6 minutes
Is it better to adjust the strategic “goalposts” or to accept the setback and stay the course?

True to form, in the midst of the US lockdown, Jon Anderson, Founder and CEO of Sidehill Group, took to the digital airwaves as a Featured Guest on “Intent Topics” hosted by Logan Kelly to share his insights and conjecture for driving strategic initiatives during life after COVID-19.

Sales Expectations and Strategy
February 29, 2020
Clear Sales Expectations Get You to the Playoffs

Search the phrase “quotes for expectations” and a variety of results appear with a common message: do not expect anything and avoid disappointment. Search the phrase “quotes for expectations in business” and the exact opposite message appears: expect greatly to achieve goals. How can two simple words, “in business,” added to the end of a […]

The Three R’s for the New Year: Real Resolution Results!
February 29, 2020
The Three R’s for the New Year: Real Resolution Results!

Alas for the ill-fated New Year’s Resolution! Too often, these high and noble aims end up at the bottom of our ‘to be filed’ pile – right about now. The intention is real and the need is crystal clear when we set these at the beginning of the year – so what happens to them? […]

Sales Infrastructure: Why sales training alone is not the road to revenue
February 29, 2020
Sales Infrastructure: Why sales training alone is not the road to revenue

As the business climate improves, the associated increase in competitive and pricing pressures, and increasing cost, such as delivering more personalized service have many business leaders looking up from the bottom line and seeking improvement in their torpid top line. Driving an increase in revenue means improving sales team productivity, so the clear route is […]

5 Signs of Sales Leadership Driving New Revenue
February 29, 2020
5 Signs of Sales Leadership Driving New Revenue

The top line feeds everything else your organization does. If you need to grow your business, you need to grow the top line. If new revenue is not coming in consistently, sales leadership maybe just getting lucky in good months rather than driving results with some key new revenue creation practices. Some of these include: […]

Sales Hiring and Motivation in the Summertime
February 29, 2020
Sales Hiring and Motivation in the Summertime

Summertime. Long, hot days, warm nights, friends & family around the BBQ. Who wants to drive sales out of the ballpark when all you want is to be out at the ballpark? I mean, everyone is on vacation anyway, right? So why not ease up a little on the sales and hiring motivation? ***Warning!! The mid-summer attitude is […]