Do you have a sense of purpose or do you just show up to sell stuff? Lisa Earle McLeod is an expert in motivating and leading organizations. She helps organizations accelerate revenue growth, increase competitive differentiation and ignite emotional engagement with a customer-driven methodology called Noble Purpose. Research shows that organizations with a noble purpose bigger than money outperformed the market by over 350%. In fact, salespeople who sell with a noble purpose, whose intention is ...
Jul 06, 2019•31 min
Welcome to the 200th episode of the Same Side Selling podcast! Traditionally businesses and salespeople take an always be closing approach to sales. This idea that you should constantly push for a sale. On the other hand, leading organizations achieving remarkable growth and success with their clients take a very different approach. They know how to sell like an expert and not like a salesperson. Instead of focusing on always trying to make the sale and pushing for a close in every situation, su...
Jun 21, 2019•9 min
So often, especially people in sales leadership roles, think that their job is to monitor the performance of others. When in fact the most successful, top performing leaders are the people who constantly coach and mentor their team members, not just monitor their progress. In this episode, Halelly Azulay shares the best way to build and cultivate leaders for your sales organization. Halelly founded TalentGrow LLC, a consulting company focused on developing leaders and teams, especially for enter...
Jun 15, 2019•26 min
Tom Pisello, also known as the ROI Guy, is the chief evangelist at Mediafly. In the episode, Tom & I discuss the impending death of the B2B sales rep. Tom shares what types of attributes are necessary for B2B sales reps to survive and thrive in this day. We also explore how to add value to your clients in a proactive rather than a responsive way. Tom is a successful serial entrepreneur, popular speaker, and author. He has great research and insight for those in the world of B2B Sales. You’re...
Jun 08, 2019•30 min
Influence is not something you can turn on or turn off during high stakes moments. Instead, it comes down to constant practice. Stacey Hanke is the author of the book: Influence Redefined - Be the leader you were meant to be Monday to Monday. Stacey shares everything you need to successfully build trust and influence others to take action. You’re going to learn a ton from Stacey Hanke! Listen and Discover > Three key elements that can really enhance your ability to influence others. > Ways...
Jun 01, 2019•31 min
Every interaction you have is a performance, whether you’re speaking up in a meeting, pitching a client, or walking into a job interview. Your day is full of moments when you must persuade, inform, and motivate others effectively. Each of those moments requires you to play a role, to heighten the impact of your words —if you want to ‘steal the show’, as Michael Port calls it. Michael Port is a seven-time best selling author and co-founder of Heroic Public Speaking. Micheals shares a methodology ...
May 25, 2019•40 min
Our professional relationships are the most important asset we have when it comes to growing our careers and our businesses. Most people think of this as “networking.” But in today’s hyperconnected market, the most cost-effective and high-return route to new, repeat, and referral business is through our existing networks, not through adding more social media “friends” and “connections.” In this episode, relationship marketing expert Zvi Band shows you how to deepen your personal connections to a...
May 19, 2019•27 min
The founder and president of M3 Learning, Skip Miller, is on a mission to destroy the term decision maker because he believes, there are really two, not just a single decision maker. According to Skip, you have people above the line and below the line. Skip joins us to talk about some of the great misconceptions related to decision making in the sales process and the difference between above the line and below the line buyers. Skip shows us how to specifically navigate above and below the line t...
May 11, 2019•27 min
Best-selling author, Liane Davey, joins us to discuss her latest book, The Good Fight: Use Productive Conflict to Get Your Team and Organization Back on Track. Liane shares so much great information about why we need to change the image we have in our heads about what conflict can and should look like. Conflict is not only inevitable, it is actually necessary for business. According to Liane, if there isn't a conflict in your organization, you'd actually be worse off rather than better. On this ...
May 05, 2019•29 min
Over the last five years, we've had the good fortune to work with many amazing companies achieve some pretty extraordinary results. We've watched companies grow from $14 million to over $100 million. Other companies who have doubled and tripled in size in a matter of a year or two. And seeing companies go from 20% to 90% of their team hitting their numbers in less than a year. Many organizations have been able to measure tangible impact into the hundreds of millions of dollars for their customer...
Apr 27, 2019•10 min
191 | Where Science Meets Marketing, Dan Russell by Ian Altman
Apr 21, 2019•23 min
Oscar Trimboli says the difference between a world-class seller and a recreational seller comes down to listening. Oscar is obsessed with the commercial cost of listening. Through his work with Chairs, Boards of Directors and Executive teams, Oscar has experienced the transformational impact leaders and organizations can have when they listen beyond the words. In this episode, we discuss how to use deep listening in the workplace to get to the truth faster, and how with your clients and prospect...
Apr 14, 2019•31 min
Are you really building credible relationships with your clients and prospects or are you just showing up to sell them something and then move on? Larry Levine the author of Selling From The Heart joins us to talk about how your authentic self sells you. We discuss how relationships are what will fuel your sales funnel and allow you to reach your sales goals. Listen and Discover > Strategies to help build credible relationships with your clients and your prospects. > How to avoid dehumaniz...
Apr 06, 2019•29 min
We all know that word of mouth is the key to growing just about any business. In fact, you can spend a small fortune trying to get people to find you. When one of the best things you can do is get referrals from existing customers who have had a great experience working with you. So how do you get those referrals from your clients? On this episode, I give you specific steps to follow and a proven formula to help earn referrals. Listen and Discover > Steps you should take to earn referrals. &g...
Mar 30, 2019•9 min
Did you know that video content in 2019 is exactly where we were in 1996 with harnessing email as a sales tool? Those that do not get on board with video as an essential sales tool are going to be left behind. On this episode, Marcus Sheridan shares how to create video content that can help drive revenue. He also explains why video needs to be used primarily as a sales tool, not a marketing play. Marcus Sheridan leads one of the most successful digital sales and marketing agencies in the country...
Mar 23, 2019•33 min
We're joined this week by my good friend Bob London of Chief Listening Officers. Bob is a frequent guest on our podcast sharing amazing insights into how to uncover the truth about what your client is thinking, wishing for and even complaining about. On this episode, we focus our discussion on customer intimacy. Intimacy is having close proximity to deeply understanding your customers' perspective, priorities, and challenges. Bob shares techniques to help your organization dramatically improve y...
Mar 17, 2019•28 min
Jason Bay is the founder of Blissful Prospecting. He has mastered the art of effective prospecting and capturing the attention of ideal customers. If you struggle to get your foot in the door with the right opportunities or find that your current methods more often repel than attract customers; don’t miss this stimulating conversation with Jason. We discuss specific strategies for effective prospecting to help you achieve greater results and grow your business. Listen and Discover > How to cu...
Mar 09, 2019•33 min
Christopher Penn is an authority on digital marketing and marketing technology. He is a 2019 IBM Champion in IBM Analytics, co-founder of the groundbreaking PodCamp Conference, and co-host of the Marketing Over Coffee marketing podcast. In this episode, Chris shares his expertise when it comes to artificial intelligence for marketers. We explore the different ways of dealing with artificial intelligence and embracing it in your business. And how you can use artificial intelligence today to make ...
Mar 02, 2019•30 min
Jeffrey Shaw shares a glimpse into his proven 5-Step Secret Language Strategy that helped his business to go from being overlooked to being overbooked in less than one year. Jeffrey explains how to make your business irresistible to your ideal customers by showing them that you get them. With his game-changing insights, practical action steps, and relatable examples, you are going to learn a ton from Jeffrey Shaw. Listen and Discover > The 5-Step Secret Language Strategy. > How LINGO as a ...
Feb 23, 2019•34 min
Laura Gassner Otting is the brilliantly talented author of the new book Limitless. Laura inspires people to push past the doubt and indecision that keep great ideas in limbo. She dares us to find our voice, and generate the confidence needed to tackle larger-than-life challenges. In this interview with Laura, we talk about the greatest misconception people have about defining your purpose or calling in life, how that can apply to not only you but people with whom you work and then how we develop...
Feb 16, 2019•31 min
Lee Salz is the author of the new book Sales Differentiation. In this episode, Lee gives us a glimpse into his nineteen sales differentiation strategies meant to help salespeople win deals while protecting margins. Lee's concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." We discuss ways to stand out, not only in terms of your products and services but as a sales professional and for people on your tea...
Feb 10, 2019•27 min
Todd Herman as a high-performance coach for top athletes, entrepreneurs, and companies around the world. His programs have been twice recognized as being the world's top leadership and skill development program by the Stevie awards. In this episode, Todd discusses his new book, The Alter Ego Effect - The Power of Secret Identities to Transform Your Life. Truthfully when I hear about Todd’s new book, I was a little bit skeptical. My first thought was people are going to pretend to be somebody bas...
Feb 02, 2019•36 min
This Same Side Selling podcast episode features David Campbell, the Chief Operating Officer at Optimal Networks, an IT services company that helps their clients achieve remarkable results. I've worked with David and his team over the years to integrate Same Side Selling into their business processes. In this episode, David shares how Optimal Networks successfully engaged non-salespeople to grow revenue and built an amazing culture within their organization around growth. You're going to learn a ...
Jan 26, 2019•28 min
My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sales force management and performance. In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with competition, selling value versus price and opportunity ID and conversion. These two episodes with Anthony are packed for of valuable insight and knowl...
Jan 20, 2019•29 min
My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sales force management and performance. In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with competition, selling value versus price and opportunity ID and conversion. These two episodes with Anthony are packed full of valuable insight and know...
Jan 20, 2019•28 min
On this Same Side Selling episode, Chris Yoko the CEO of Yoko Co joins us to share what helped his business grow by 40% this past year alone. Chris and his team have been big advocates of Same Side Selling in their business. You'll hear how Chris's team shifted the focus from price to results with their customers and specific things you can do to make it clear to your customers that you really care about them versus just about making money. You’re going to learn a ton on this episode with Chris ...
Jan 12, 2019•27 min
Giving your potential client an About Us explanation in a presentation or sales call ultimately hurts you more than it helps. Nobody cares about your background if they don't first, see how whatever you do might apply to their own situation. In the research I've conducted on how executives make and approve decisions, there are two critical questions people ask before approving a purchase. On this Same Side Selling episode, I share insight to help you effectively overcome one of the biggest mista...
Jan 06, 2019•12 min
On this week's episode I'm joined by Linda Quarles, Director of strategy and organizational design at Frog Design. Linda has spent decades leading organizational transformations at companies like Microsoft, Owens Corning, BAE Systems, and Cigna. She brings deep expertise in how to understand human behavior from a customer perspective. Linda shares insight into how to really uncover your clients' underlying challenge, why innovative initiatives fail, and what to recognize when trying to convince ...
Dec 31, 2018•35 min
On this week's episode, Wes Schaeffer, a marketing strategist that is best known as The Sales Whisperer joins us. Wes is a sales trainer, inbound marketing strategist, HubSpot partner, and Infusionsoft's Partner of the Year. Wes and I talk about all areas of sales; from the mistakes that you could be making, to the qualities you may be lacking, what you should be implementing, and how you can ultimately pivot your business to generate better results. You're going to learn a ton on this episode w...
Dec 23, 2018•25 min
No matter what your product or service, Seth Godin has tremendous insight on reframing your sales and marketing approach to grow your business. As an Entrepreneur, best-selling author, and speaker, Seth focuses on everything from effective marketing and leadership, to the spread of ideas and changing everything. You're gonna learn a ton on this episode with Seth Godin. Listen to this episode and discover: > Biggest mistakes people make in the world of marketing and business growth. > How t...
Dec 16, 2018•38 min
