))
B2B selling expert, Ian Altman hosts the Same Side Selling podcast. Organizations rely on Ian to modernize their sales approach to achieve business growth. Ian draws on his experience as a former CEO of two decades to help people and organizations dramatically grow revenue. The Same Side Selling podcast features sales and business topics, as well as insight from industry leaders with proven success. Ian interviews some of the brightest minds who share proven methods to help YOU achieve succe ...
…
continue reading
1
The Connection Between Role Play and Success in Sales
8:49
8:49
Spill senere
Spill senere
Lister
Lik
Likt
8:49
Ian Altman introduces the connection between high-performing sales professionals and role play. Top performers practice role playing for at least one hour per week, with some dedicating 90 minutes to two hours weekly. Ian explains that regular practice leads to better productivity and performance in sales interactions. He highlights common excuses …
…
continue reading
1
Tamsen Webster Say What They Can't Unhear
36:17
36:17
Spill senere
Spill senere
Lister
Lik
Likt
36:17
Ian Altman and Tamsen Webster discuss her new book, "Say What They Can't Unhear," which focuses on creating messages that stick and lead to sustained action. Tamsen emphasizes the importance of aligning sales messaging with existing client beliefs and leveraging their desire to be seen as smart, capable, and good. She introduces nine persuasion pro…
…
continue reading
Ian Altman discusses common mistakes in sales presentations, emphasizing that clients often view them as a time to rest rather than a valuable interaction. He suggests setting expectations in advance, focusing on understanding the client’s needs, and using a “Jeopardy board” approach to tailor the presentation to their specific issues. Altman advoc…
…
continue reading
Ian Altman emphasizes the importance of identifying and addressing the top obstacles to sales performance, prioritizing opportunities for growth. He advocates for a tailored approach, focusing on specific problems and scenarios, building muscle memory, and developing targeted skills that can be applied broadly across the organization. Biggest Mista…
…
continue reading
Ian Altman shares strategies for optimizing trade show experiences. He emphasizes setting objectives, identifying key attendees, and tailoring booth design and messaging to address attendees' problems. Altman advises against collecting numerous business cards and instead, engaging in meaningful conversations that address the attendees' needs. By pr…
…
continue reading
Ian Altman emphasizes the importance of understanding why a client's interest in a solution may have waned, and encourages sales professionals to ask the right questions to determine if a problem is significant enough to warrant a solution. He highlights the need to build a business case for investment in a project or solution, providing evidence o…
…
continue reading
1
How This Company Grew Dramatically In Just One Year
23:14
23:14
Spill senere
Spill senere
Lister
Lik
Likt
23:14
How EW Motion Therapy Adopted Same Side Selling. Saw alignment with company values. Differentiation was a big challenge. Client Vision Pyramid helped explain service levels. Referrals grew 34% year over year. Aiming for 30% referral growth this year. Issues & Risks Commoditized market with many competitors. Staff didn't see themselves as part of th…
…
continue reading
1
Magical Email Subject Lines to Increase Open Rates
6:38
6:38
Spill senere
Spill senere
Lister
Lik
Likt
6:38
Which subject lines might your audience open in their inbox? How to come across as subject matter experts, not stereotypical sellers What is the goal of your cold outreach? Are you trying to get too much, initially? Where do LinkedIn Polls come into play when it comes to Cold Outreach? What should be your goal of the discovery meeting? Hint: It's n…
…
continue reading
1
The correct way to follow up after a break
5:29
5:29
Spill senere
Spill senere
Lister
Lik
Likt
5:29
Topics covered: - Effective follow up after a break like the holidays or when it's been a while since contacting someone - Two scenarios: after a break, or when they've gone "dark" - The key is to "disarm" and not make it about selling - Focus on understanding what issues they wanted to solve originally - Acknowledge that priorities may have change…
…
continue reading
1
The best way to answer "What do you do for a living?"
5:46
5:46
Spill senere
Spill senere
Lister
Lik
Likt
5:46
Answering "What Do You Do?" In this episode, Ian Altman discusses effective strategies for answering the common question "What do you do?" in networking and sales situations. Key takeaways: Get context first. Before answering, ask a bit about the other person's role or industry. This allows you to frame your answer relevance to them. Spark interest…
…
continue reading
1
Pricing pressure? How top performers maintain profit margin.
6:07
6:07
Spill senere
Spill senere
Lister
Lik
Likt
6:07
In this week's Same Side Selling podcast, host Ian Altman discusses three important topics: the common trap of ineffective prospect messaging that focuses too much on the seller's perspective rather than solving customer problems; dealing with increased pricing pressure in the current economic climate by keeping conversations focused on results and…
…
continue reading
1
Stop Asking About Budget And Other Bad B2B Sales Questions
7:40
7:40
Spill senere
Spill senere
Lister
Lik
Likt
7:40
Have you been making the mistake of asking your customers about budget or who the decision maker is? In this episode, Ian Altman reveals the secrets to successful B2B selling. Discover why asking about budget, decision-makers, and offering the cheapest option can backfire. Ian shares a game-changing approach that focuses on uncovering what truly ma…
…
continue reading
1
What Yellowstone Teaches Us About Selling
6:45
6:45
Spill senere
Spill senere
Lister
Lik
Likt
6:45
In this captivating episode, Ian Altman draws intriguing parallels between the reliability of Yellowstone's Old Faithful geyser and the key qualities clients seek in business partnerships. Ian explores how predictability, consistency, and a commitment to delivering desired outcomes can make a significant impact on client relationships. Discover how…
…
continue reading
1
Has Cold Outreach Gotten Harder in B2B Selling?
6:34
6:34
Spill senere
Spill senere
Lister
Lik
Likt
6:34
Are you finding cold outreach more and more difficult? In this episode, Ian Altman tackles the evolving landscape of B2B cold calling. He dives into why it's becoming increasingly challenging to reach potential clients and offers practical insights into overcoming these obstacles. Ian emphasizes the importance of crafting compelling messages, disar…
…
continue reading
1
3 Biggest Fails In Sales Kickoff Meetings
5:45
5:45
Spill senere
Spill senere
Lister
Lik
Likt
5:45
In this episode of the Same Side Selling podcast, Ian Altman reveals the three biggest blunders that can sink your sales kickoff meetings. Drawing from his wealth of experience with B2B companies, Ian discusses the importance of starting by asking your team where they're struggling, offering practical solutions. He also highlights the pitfalls of u…
…
continue reading
Have you struggled with facing rejection in your sales position? In today's episode, Ian addresses the fear of rejection in B2B sales. He introduces the concept of finding the right fit with clients, much like matching puzzle pieces. Ian emphasizes the importance of focusing on solving client problems rather than pushing products since not every cl…
…
continue reading
1
The Most Overlooked Obvious Mistake In Email Outreach
9:51
9:51
Spill senere
Spill senere
Lister
Lik
Likt
9:51
Discover the secrets to effective email outreach on this week's episode of the Same Side Selling podcast. In this episode, Ian Altman uncovers the most common mistakes that businesses make when reaching out via email. Are your messages getting lost in spam folders? Are your carefully crafted campaigns falling flat? Ian dives deep into the traps to …
…
continue reading
There are three essential beliefs crucial for success in B2B sales and in this episode Ian Altman reveals some unexpected perspectives. While the first belief centers on the customer's conviction that your product or service warrants a change, the subsequent two beliefs are equally pivotal. Ian shares the importance of the seller's confidence in th…
…
continue reading
1
How This Team Built A Culture Of Growth
34:17
34:17
Spill senere
Spill senere
Lister
Lik
Likt
34:17
Are you looking to build a culture of growth in your organization with a proven sales strategy? In this episode, Ian Altman is joined by Kevin Bock and Eric Keebler of Precision Air Convey to share their transformative journey. These industry experts discuss their transformative sales approach to fostering growth, refining lead qualification, and d…
…
continue reading
1
How To Build The Best Team Ever with David Burkus
34:45
34:45
Spill senere
Spill senere
Lister
Lik
Likt
34:45
Looking for tips on how to build the ultimate team in your business? In this episode, Ian Altman is joined by with organizational psychologist and author of Best Team Ever, David Burkus where David dives deep into the art of crafting unbeatable teams. Explore groundbreaking insights that debunk common myths about success and talent acquisition, whi…
…
continue reading
1
Build A Culture Of Growth With Non-Salespeople
6:41
6:41
Spill senere
Spill senere
Lister
Lik
Likt
6:41
Join host Ian Altman on this week's Same Side Selling podcast as he uncovers the secret to building a culture of growth for non-salespeople. Discover how to transform your team's mindset, moving away from the conventional sales approach towards a foundation of integrity, trust, and results. Learn the power of showing up as problem solvers, equipped…
…
continue reading
1
Why Cross Selling Your Other Products Could Be Failing
7:14
7:14
Spill senere
Spill senere
Lister
Lik
Likt
7:14
In this episode of the Same Side Selling podcast, host Ian Altman discusses the challenges businesses face when cross-selling their new products or services to existing clients. He highlights two common traps: transitioning from a free offering to a paid one and focusing on features instead of client problems. By offering actionable strategies to o…
…
continue reading
1
How To Work With Almost Anyone with Michael Bungay Stanier
26:47
26:47
Spill senere
Spill senere
Lister
Lik
Likt
26:47
Do you find it challenging to work with difficult people, whether it's coworkers or customers? In this episode, Ian Altman sits down with Michael Bungay Stanier, author of "How To Work With Almost Anyone," to discuss the art of cultivating strong relationships with coworkers and customers in sales. Michael shares practical insights and actionable t…
…
continue reading
1
Optimism, Persistence and Qualification in Professional Selling
8:32
8:32
Spill senere
Spill senere
Lister
Lik
Likt
8:32
Welcome to the Same Side Selling podcast and the 350th episode! In this episode, Ian Altman dives into the the importance of optimism, persistence, and effective qualification in professional selling. Ian highlights the pitfalls of solely relying on persistence and emphasizes the need to qualify based on the client's needs, rather than what the sel…
…
continue reading
Do you find yourself constantly asking your team about the status of deals during pipeline reviews? Are you falling into common traps? In this episode, Ian Altman uncovers the three most common traps in pipeline reviews and how to pivot your approach to use your reviews to increase sales success. Discover the three most important questions you need…
…
continue reading
