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Same Side Selling Podcast

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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 succes… Continue Reading >>
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 success and grow revenue with integrity.

Tune-in for inspiration, entertainment, and especially actionable takeaway messages that can drive remarkable results.

Discover more at http://www.IanAltman.com << Show Less
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How To Build The Best Customer Experience with David Avrin The customer experience has changed over the past few years. The expectations for access, immediacy, flexibility and convenience as customers have shifted and we must learn how to differentiate ourselves from competitors. In this week’s episode, Ian is joined by David Avrin. David is one of the most in-demand Customer Experience speakers and consultants in the world today. David Avrin, CSP, Global Speaking Fellow, has shared his content-rich, entertaining and actionable presentations with enthusiastic audiences across North America and in 24 countries around the world. David helps organizations better understand and connect with their changing customers and clients to help future-proof their businesses.David's insights have been featured on thousands of media outlets around the world. He is also the author of five books including the acclaimed: It's Not Who You Know, It's Who Knows You!, Why Customers Leave (and How to Win Them Back) and his newest book: The Morning Huddle -- Powerful Customer Experience Conversations to Wake You Up, Shake You Up, and Win More Business. Join David and Ian as they discuss exactly how you can differentiate yourself and better your customer experience. Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : ian@ianaltman.com
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How To Build The Best Customer Experience with David Avrin The customer experience has changed over the past few years. The expectations for access, immediacy, flexibility and convenience as customers have shifted and we must learn how to differentiate ourselves from competitors. In this week’s episode, Ian is joined by David Avrin. David is one of the most in-demand Customer Experience speakers and consultants in the world today. David Avrin, CSP, Global Speaking Fellow, has shared his content-rich, entertaining and actionable presentations with enthusiastic audiences across North America and in 24 countries around the world. David helps organizations better understand and connect with their changing customers and clients to help future-proof their businesses.David's insights have been featured on thousands of media outlets around the world. He is also the author of five books including the acclaimed: It's Not Who You Know, It's Who Knows You!, Why Customers Leave (and How to Win Them Back) and his newest book: The Morning Huddle -- Powerful Customer Experience Conversations to Wake You Up, Shake You Up, and Win More Business. Join David and Ian as they discuss exactly how you can differentiate yourself and better your customer experience. Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : ian@ianaltman.com
Why Product Demos Are A Trap For Sellers Scheduling a demo shouldn’t be your goal, piquing the interest of executives with the problems you solve should be your biggest priority. To successfully generate sales after demos, you want to focus on piquing interest, determine if you are a good fit and deliver evidence that you can provide results. In this week’s episode, I share how you can shorten sales cycles and have clients less concerned about price by using the Same Side Selling approach.Quotes: “Instead of focusing on what it is that you're selling, which nobody cares about, you need to look at it through the lens of your customer.”“Make sure the executives first get those early adopters in there who understand what the underlying process is, how people are going to make decisions and whether or not the right messaging is correct.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : ian@ianaltman.com
The Recipe for Launching New Products or Services A common mistake executives make after coming up with a new product or service offering is trying to hire a sales team before knowing exactly how or why your customer would buy the offering. How can you hire any sales team before understanding what moves the needle for your potential client? In this week’s episode, I share with you a formula to follow that allows you to understand your potential client’s problems and messaging as well as how to hire a team and develop processes for success. Quotes: “Instead of focusing on what it is that you're selling, which nobody cares about, you need to look at it through the lens of your customer.”“Make sure the executives first get those early adopters in there who understand what the underlying process is, how people are going to make decisions and whether or not the right messaging is correct.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : ian@ianaltman.com
Asking Negative vs Positive Question to Uncover Your Clients Problems When asking your clients questions, are you framing your questions to elicit the response you want to hear or to get the truth? One common trap that people fall into is trying to get people to agree with us. However, if you ask your clients questions with more skepticism, you can begin to uncover the truth. In this episode, I share how pivoting the way you ask your client’s questions can help gain transparency, build trust and increase your success. Quotes: “Effective sales is not about persuasion, or coercion. It's about getting to the truth as quickly as possible.”“If we ask questions in a challenging way, if we ask questions, actually, in a negative tone, instead of in a positive tone, we will actually elicit a positive response.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : ian@ianaltman.com
Biggest SEO Mistakes with Eli Schwartz Are you aware of what the potential is for SEO for your business? Are you currently using SEO but making one of these common mistakes? In today’s episode, Eli Schwartz, previous leader of SEO at Survey Monkey and author of Product Lead SEO, shares how you can properly use SEO for your B2B company. Eli discusses what exactly product lead SEO is, what types of businesses shouldn’t use SEO, how to properly implement SEO to increase sales revenue. Quotes: “When I think about SEO, and the potential for SEO, it is so first of all, not not enough people are aware of what that potential is. And it's literally uncapped.”“I think that is the absolute biggest mistake people make, which is not recognizing the potential from this channel, and how to optimize for the channel, not how to optimize SEO but optimized for the channel with how you structure who you hire and how you invest into it.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : ian@ianaltman.com
Avoid Tragic Linkedin Marketing Automations LinkedIn is a useful platform for reaching potential clients but are you making this common mistake? When reaching out to potential clients, you want to make sure you are not only making a genuine connection but have also properly done the research just as you would before hopping on a sales call. In this week’s episode, I share how you can use LinkedIn to build your connections and reputation rather than destroy it with terrible automated messaging. Quotes: “use LinkedIn as a platform to build your reputation rather than destroy it.”“Take the time to do a little bit of research. Take the time to authentically connect with them. Figure out areas where you can add value. And then when it becomes an opportunity for you to talk about what it is that you do. Don't talk about what you sell. Talk about the types of problems that you solve, the types of clients that you work with.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : ian@ianaltman.com
How To Adjust Cold Outreach Post-Pandemic Are your old sales approaches for reaching out to prospects not working anymore post pandemic? Since we can no longer rely on showing up at someone's office, facility or factory and use our charisma or personality to quickly connect with our potential clients, we must change our approach. In today's episode, I share how you can pivot your approach by showing up to solve your client’s problems, not just sell. By using the Same Side Selling principles, you can disarm the notion that you are only there to sell and capture the attention and interest of your potential clients. Quotes: “We have to show up as someone who's there to solve, not someone who's there just to sell. And it's a challenging concept for people to get because you might think to yourself, I'm in sales. Of course, as a salesperson, I'm there to sell things. Actually, I would argue that you're not, you're there to solve things for clients.”“If you can come across as someone with expertise, if you can come across as somebody who has their finger on the pulse of the trends in the industry, if you're someone who can actually connect with them about things that are relevant to them and if you can disarm the notion that you're just there to sell something by acknowledging that not everyone is a good fit for you.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : ian@ianaltman.com
From $100 million to $600 million in Six Years with Rob Lynch Have you hit a plateau in sales and find yourself struggling to expand your business? In this week’s episode, learn how Rob Lynch, CEO of Dome Construction, was able to grow their business from $100 million to $600 million in six years by adopting Same Side Selling across the company. Rob shares how his team focused on what they were best at, the value they bring and how to differentiate themselves from their competition while delivering the best results for their clients. Dome Construction not only overcame their plateau and 6x their results but also has even more room now for continued expansion. Get this… 95% of their projects are repeat clients who are so happy with their results, that they come back to Dome Construction for more. Quotes: “When we came across (Same Side Selling Academy) and started learning about some of your techniques and your approaches, it helped us become really clear about what we were good at, what differentiates us and how we bring value to our business partners. So once we became really clear on that, that really allowed us to focus on the right business partners, and the right opportunities for us where we could deliver that value, and have it be appreciated.”“In these six years, we've certainly broken through that $100 million, we're up to around $600 million now and have the growth to go with it. All while reinforcing our culture, building our brand, and most importantly, really delivering the results for our business partners that they need and they desire.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : ian@ianaltman.com
Biggest Mistake in Sales Management What are the key mistakes made when managing a sales team? In this episode, I share how you can approach your team as a sales mentor, not just a manager. As a sales manager, it is important to not just track activity but to mentor and provide guidance to help your team accomplish the best results. By pivoting your approach, you can help your sales team increase productivity, ask the right questions and generate more results.Quotes: “So when we lose a deal in the 11th hour when you “lose a deal” in that last meeting, recognize it's probably not the last meeting, it was probably the first meeting that set you up as someone to sell and not solve.”“Don't use your sales organization as a data entry vehicle. In fact, the more information you ask them to collect, the less likely they are to be compliant with your CRM or Salesforce automation tool. So instead, make sure you're collecting the information that's important for them and for the organization.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : ian@ianaltman.com
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