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 ...
May 04, 2022•24 min•Ep. 289
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”...
Apr 27, 2022•10 min•Ep. 288
Have you ever gotten to the last meeting with a potential client only to lose the deal and wonder what went wrong? One of the common problems is not in your last meeting but how you set up the dynamics with your client in your first meeting. During this episode, I share how to position yourself with your potential client by asking the correct questions to demonstrate that you are here to solve their current problems, not just to sell. By focusing on the results, you can establish a genuine conne...
Apr 20, 2022•8 min•Ep. 287
Want to know the biggest thing that drains your resources from your business? When you are trying to sell your solution to a client and they just stick with the status quo. Sticking with the status quo is when your client reaches the conclusion that staying with what they were already doing (or doing nothing) is better than doing business with you. In today's episode, Ian discusses how to avoid selling to clients who aren’t deeply invested in solving their problems and focus on the clients who a...
Apr 13, 2022•8 min•Ep. 286
Have you ever had a horrible client interaction where you are trying to rack your brain on how to recover? In sales, there are a myriad of different issues you can face which is why it is important to know how to handle these situations. In this episode, Ian Altman discusses two important tips when dealing with botched client interactions that will help you avoid future issues or losing your client’s trust. Quotes: “So, what I want you to consider is this, is that next time something doesn't go ...
Apr 06, 2022•6 min•Season 12Ep. 285
This new virtual world has been in the making for quite some time, but the global pandemic sure sped things up. So, how do we pivot to this virtual business environment? Ian Altman is joined by Adrian Salisbury to discuss how you can improve the quality of your Zoom meetings, and avoid looking like an amateur when it matters most.
Mar 04, 2022•32 min•Ep. 284
While it may initially seem like a great opportunity when a potential client asks for a proposal, this type of request can trap us into an endless cycle of following-up and "checking in". Learn how to respond in an efficient way that will be more likely to lead to success, and a good long-term client relationship.
Feb 25, 2022•8 min•Ep. 283
A lot of people believe that in order to be a successful salesperson you must be endlessly optimistic. Ian Altman challenges this belief and explains why the top sellers benefit from being quite skeptical.
Feb 18, 2022•8 min•Ep. 282
Ian Altman is joined by newly published author and business owner, Raman Seghal. Raman has credited much of his success to Same Side Selling and today he's sharing some of his best tips for starting your business.
Feb 11, 2022•33 min•Ep. 281
A common sales tactic is to ask for the "decision maker" when speaking to potential new clients. This can (and often does) backfire in multiple ways ultimately leading to a loss of a sale. Ian Altman explains why you should avoid this line of questioning and how to instead get you and your customer on the same side.
Feb 04, 2022•8 min•Ep. 280
Ian Altman is joined by author and marketing expert Gair Maxwell to discuss some of the biggest mistakes that businesses make when it comes to their marketing and branding. They then dive into helpful tips you can utilize to avoid these blind spots.
Jan 28, 2022•33 min•Ep. 279
What does it mean to sell with integrity? It means that you're putting your client's results ahead of your own desire to make a sale. Ian Altman shares some real-life experience on why selling with integrity matters.
Jan 21, 2022•10 min•Ep. 278
As salespeople, we get really excited when we have evidence of how well our product or service solves a problem. But often, our clients don't buy into our facts as we expect. Ian Altman explains a much more effective tactic you can use to connect with your clients and enrich the sales process.
Jan 14, 2022•7 min•Ep. 277
When it comes to big client meetings, sometimes we tend to over-prepare in the wrong area, or under-prepare all together. This tends to lead to frustrating (or embarrassing) results. On this episode of The Same Side Selling Podcast, Ian Altman discusses the best way to prepare for those important client meetings and a few key areas that people often overlook.
Jan 07, 2022•8 min•Ep. 276
Happy Holidays! Bringing you a special bonus today in the form of one of our most listened-to episodes: This is Marketing featuring Seth Godin 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 wi...
Dec 31, 2021•36 min
Happy Holidays! Bringing you a special bonus today in the form of one of our most listened-to episodes: Fixed vs. Hourly Billing. Over the last dozen years, Ian Altman has had the pleasure of working with many companies who sell services to their clients. Most of them have historically priced their services by the hour. Ian suggests why that might not be a great idea for you or your clients. This concept may make you feel a little uncomfortable, but take a listen and you'll see how a change in a...
Dec 24, 2021•6 min
On today's episode of the Same Side Selling Podcast, Ian Altman addresses the frequently asked question: why do enthusiastic customers sometimes completely disappear when it's time to close the sale? Ian shares his thoughts on the "Why" and also offers some guidance on what you can do to get a much better outcome going forward.
Dec 17, 2021•8 min•Ep. 275
On this episode of the Same Side Selling Podcast, Ian Altman is joined by Matt Certo, author of Formulaic: How Thriving Companies Market From the Core and host of The Brand Narrative Podcast. Ian and Matt discuss how you can truly set yourself apart from your competitors and in turn, see more success in your sales.
Dec 10, 2021•27 min•Ep. 274
On today's episode, Ian Altman is joined by the host of the Revenue Throughput Podcast, Jose Palomino. As we approach the end of 2021, many businesses are looking to finish the quarter strong and set themselves up for success moving into the new year. Jose and Ian discuss how to avoid common traps in your sales tactics, and where to focus your energy for the best results.
Dec 04, 2021•26 min•Ep. 273
On today's episode of the Same Side Selling Podcast, Ian Altman discusses one of the most common questions he receives: Why am I losing deals? Why do I struggle to close deals that I've worked on for a long time? Learn what mistakes you may be making early in the sales process that lead to this frustrating conclusion and how you can set yourself up for success.
Nov 27, 2021•10 min•Ep. 272
On today's episode, Ian Altman speaks with the author of Find Your Red Thread, Tamsen Webster. They discuss how exactly you can craft your message to reach the correct clients, and how to avoid the mistake of attempting to sell the right thing to the wrong person.
Nov 20, 2021•29 min•Ep. 271
On today's episode, Ian discusses cold outreach and the differences exhibited between organizations that are able to succeed in the area, and the ones that fail miserably. Don't miss the Cold Outreach Playbook Program on November 16th, which will walk you through all the steps required to be successful in cold outreach. https://samesidesellingacademy.com/cold-outreach-playbook/
Nov 13, 2021•10 min•Ep. 270
On today's episode, Ian Altman is joined by Mareo McCracken to discuss how you can be more successful by showing your prospective clients that you truly care about the problem they are trying to solve.
Nov 06, 2021•27 min•Ep. 269
Ian Altman is joined by Claudia Williams, an executive leadership coach, to discuss positive intelligence and how it relates to leadership.
Oct 16, 2021•22 min•Ep. 268
Today's episode covers what separates the top performers from the people who just skate by. Ian discusses the importance of practice, not just whether you do it or not, but rather, what type of practice generates the greatest results
Oct 09, 2021•11 min•Ep. 267
Today's episode is what makes a good or not good internal sales meeting. This is something that happens routinely in businesses around the world. They gather their sales reps together, either in the same meeting room or in a Zoom room, or in a team's room, and they go through the different opportunities that each rep is facing. And there are good ways to do this, and not so good ways.
Oct 02, 2021•8 min•Ep. 266
On today's episode, Ian Altman welcomes guest Jason Lapp from Beautiful.AI to discuss the biggest presentation mistakes you might be making.
Sep 18, 2021•30 min•Ep. 265
Today's episode covers hourly billing versus fixed price billing. Which one is right for your business? Ian Altman discusses the hidden traps that accompany hourly billing.
Sep 11, 2021•10 min•Ep. 264
Today's episode topic is why making more cold calls probably is not the answer to your problems. Instead, Ian Altman offers advice on how you can reach the right people that will get you more business.
Sep 04, 2021•10 min•Ep. 263
It can be tricky to navigate connecting with potential clients on LinkedIn. On today's episode of The Same Side Selling Podcast, Ian Altman and Meridith Elliott Powell discuss the do's and don'ts of reaching out on LinkedIn.
Aug 28, 2021•10 min•Ep. 262
