On this week's episode of the Same Side Selling podcast, Ian is joined by Joey Coleman, bestselling author of "Never Lose An Employee Again." In this episode, Joey reveals a simple yet powerful path to finding and retaining top talent while driving business profits. Learn from Joey's expertise as he shares practical strategies for keeping employees engaged and happy, avoiding common employment mistakes. If you're eager to capture the attention of the right employees and create a thriving work en...
Jun 28, 2023•31 min•Season 21Ep. 348
Want to know the secret formula this CEO used to grow his company 10 fold? In this episode, Ian is joined by the founder and CEO of ramarketing, Raman Sehgal. Discover the precise strategies that propelled Raman's business to astonishing heights, with a staggering tenfold growth rate. Unveiling the biggest misconceptions surrounding business growth, Raman shares the invaluable lessons learned and unveils the specific tactics employed by his team to identify and prioritize the right clients for a...
Jun 21, 2023•36 min•Season 21Ep. 347
Why is it that subject matter experts hate being involved in the sales process and how can we engage them? While research shows that only 1 in 10 individuals in an organization has a job title associated with sales, the most successful organizations build a culture of growth, engaging people who don't even have the title of sales. But why do subject matter experts resist? In this episode, Ian shares how the answer lies in the sales expert's reputation. Most people in sales focus on the sale, whi...
Jun 14, 2023•8 min•Season 21Ep. 346
Are you tired of your cold outreach efforts falling flat? In this episode, Ian shares three common cold outreach mistakes that can undermine your sales endeavors. From starting with disingenuous apologies to seeking the decision maker without considering the customer's needs, Ian shares insights and alternative approaches that can drive better results for your business. By focusing on creating value, disarming the notion of just selling, and qualifying based on the problems you solve, you can ca...
Jun 07, 2023•7 min•Season 21Ep. 345
In this episode of the Same Side Selling podcast, Ian Altman is joined by Sean Farrell, CEO of QDS, who reveals how he doubled his revenue by implementing Same Side Selling techniques. Discover the power of QDS's client-centric culture and their unwavering focus on achieving customer success. Sean shares how their systematic approach, driven by role-playing, Coach's Corner participation, and continuous improvement, allowed him to transition from heavily involvement in deals to empowering his tea...
May 31, 2023•23 min•Season 21Ep. 344
Are you tired of old school sales techniques that just don't seem to work anymore? In this episode, Ian Altman reveals the three biggest mistakes that sellers often make and what alternative approaches can be used for better success. Ian identifies the three biggest mistakes that sellers make and provides actionable steps to pivot your approach for better success. Altman emphasizes the importance of shifting away from old school methods and instead focusing on what really matters to your custome...
May 24, 2023•6 min•Season 21Ep. 343
How can you slash sales cycles, overcome pricing pressures, and achieve extraordinary success? In this week's episode, Ian Altman shares the secrets behind revolutionizing client relationships, maximizing business growth, and unleashing the power of Same Side Selling. Dive into success stories where sales cycles went from months to weeks, and average sales skyrocketed from $300,000 to multimillion-dollar deals. Learn how to shift the conversation from selling to solving, focusing on client probl...
May 17, 2023•8 min•Season 21Ep. 342
Are you looking for proven strategies to turn your new sales representatives into high achieving performers? In this episode, Ian dives deep into the traps and pitfalls of onboarding new reps and reveals the proven strategies that have elevated members of the Same Side Selling Academy and his clients to extraordinary success. Discover why some new sellers excel while others struggle and learn how to harness the power of subject matter expertise, focusing on client problems, and following a consi...
May 10, 2023•10 min•Season 21Ep. 341
Discover the surprising truth about the sales numbers game in the latest episode of the Same Side Selling podcast with host Ian Altman. Whether you're in a transactional mass market or a more nuanced field, a targeted approach is crucial for sales success. In this episode, Altman shares his expertise on how to build a pragmatic and realistic plan to achieve your sales goals. Learn how to become hyper-focused on the right conversations and the specific building blocks needed to achieve success. D...
May 03, 2023•6 min•Season 21Ep. 340
In this episode of the Same Side Selling podcast, Ian Altman shares how salespeople can shift their focus from selling products or services to solving their customers' problems. Ian discusses the three personas in the sales world : order taker, sales person and subject matter experts. Ian provides practical advice on how to establish oneself as a subject matter expert, including reaching out to potential clients and building long-term relationships. Join Ian in this episode to learn how salespeo...
Apr 26, 2023•7 min•Season 21Ep. 339
Are you an aspiring author looking to establish credibility and authority in your field? On this episode, Ian is joined by New York Times bestselling author and three times TEDx speaker, Anna David, who will share her top strategies on how to gain credibility through your writing. Anna will reveal common mistakes to avoid when writing a book, provide tips on how to develop your unique writing voice, and guide you through the step-by-step process of promoting your book to effectively serve your a...
Apr 19, 2023•34 min•Season 21Ep. 338
In this episode of the Same Side Selling Podcast, Ian Altman delves into the common pitfalls of sales kickoff meetings and shares strategies for making them more effective. Sales kickoff meetings are often perceived as one-way information sessions where different departments present their systems, competitors, and other company details. However, this approach often falls short in terms of team building and creating opportunities for knowledge sharing and problem-solving. Ian emphasizes the impor...
Apr 12, 2023•7 min•Season 21Ep. 337
Are you struggling with success when doing cold outreach? In this episode, Ian Altman discusses the reasons why most cold outreach efforts fail and different strategies to use to improve your success. Ian shares the importance of looking at your outreach from the customer's perspective and sharing subject matter expertise to improve the effectiveness of your outreach. By using these strategies and showing up to solve and not sell, salespeople can achieve much greater success with their cold outr...
Apr 05, 2023•6 min•Season 21Ep. 336
As a salesperson, it can be frustrating when potential clients are hesitant to make a change from their existing vendors. In this episode of the Same Side Selling podcast, host Ian Altman provides invaluable insights into understanding and overcoming this common challenge. Ian delves into the reasons behind client loyalty to their current providers, such as the fear of admitting a mistake or the comfort of the status quo. He also shares practical strategies for minimizing perceived risk and fric...
Mar 29, 2023•7 min•Season 21Ep. 335
Why do clients always seem to be focused on price? In this episode, Ian sheds light on how the seller's mindset plays a crucial role in the clients buying perspective. Ian shares valuable insights on how sellers can shift the conversation towards value by focusing on the results and problems they solve for their clients. Tune in now and discover how to move beyond the price-focused mindset and demonstrate the true value of your products or services. Looking for more guidance and support on handl...
Mar 22, 2023•9 min•Season 21Ep. 334
Are you feeling stuck in achieving your sales goals? In this episode, Ian is joined by Cara Brookins, author of "Unstuck: End Procrastination Using the Ancient Psychology Behind How-to Videos." Cara shares her powerful insights and practical tips on how to transform your mindset and take action towards achieving your goals. With a focus on visualizing your end goal, identifying the first few steps, and setting specific goals, Cara shows us how to open up endless possibilities for growth and deve...
Mar 15, 2023•27 min•Season 21Ep. 333
Join Ian Altman on this episode as he challenges the traditional notion of marketing's role in generating leads and passing them off to the sales team. Instead, discover how marketing can play a pivotal role in equipping sales teams with the necessary tools to address client concerns and solve their problems throughout the entire sales process. Through a strategic and collaborative approach, marketing can create valuable content that educates and builds trust with clients, ultimately leading to ...
Mar 08, 2023•8 min•Season 21Ep. 332
In this episode, we're diving into a question that's been debated for years: is it easier to sell products or services? While selling products may seem straightforward, the real challenge lies in standing out from competitors who offer the same thing at a lower price. But when it comes to selling services, the game changes entirely. Services aren't commodities – they're tailored to each unique individual, which means you can't be compared apples to apples with another provider. However, many peo...
Mar 01, 2023•10 min•Season 21Ep. 331
Sales can be a tricky business, and rejection is a part of it. No matter how good you are at selling, you're bound to face a "no" from time to time. But the good news is that a "no" isn't the end of the road for your sales process. In fact, it can be an opportunity to determine best fit clients and also build stronger relationships with potential customers. In this episode, Andrea Waltz and Richard Fenton join Ian to discuss how to handle no and the next steps you can take to turn a "no" into a ...
Feb 22, 2023•28 min•Season 21Ep. 330
In this episode, Ian discusses the importance of having a specific plan in place to achieve sales goals. Simply setting a goal is not enough; it's crucial to identify the clients and industries that will contribute to the goal and create a strategy for reaching them. Top performers develop a clear plan with contingencies and solutions for potential roadblocks. Without a specific plan, blaming external factors for not reaching sales goals is just an excuse. Join Ian in this episode to learn how t...
Feb 15, 2023•7 min•Season 21Ep. 329
Do you struggle to keep people engaged during a live event? In this episode, Ian is joined by Founder and CEO of Go West Creative, David Fishchette. David shares his insights and tips on creating live events that captivate and engage audiences. David believes in the power of authenticity and shares his secrets on how to infuse that into your events. David also delves into the importance of having clear themes throughout your event and delivering key takeaways that your attendees will remember lo...
Feb 08, 2023•30 min•Season 21Ep. 328
When gifting a client, the gift should signify the value you place on the relationship. In this episode, John Ruhlin from Giftology joins Ian to delve into the world of gifting in sales and how it can be used to cut through the noise, drive referrals and increase top of mind awareness. We cover the reasons why gifting is an effective strategy in sales, the importance of focusing on the recipient, and the different types of gifts to stand out. Additionally, we discuss the timing of gifting and ho...
Feb 01, 2023•29 min•Season 21Ep. 327
Although AI is a fast growing and useful tool when it comes to marketing and sales strategies, you can still fall into a common trap. Whether using Artificial Intelligence or learned sales strategies, you must make sure you are asking the right questions. In this week's episode, I share with the key questions and strategies to uncover your client's true problems and provide the necessary solutions. AI is a powerful tool that can be very beneficial to business but if you don't know how to ask the...
Jan 25, 2023•6 min•Season 21Ep. 326
While battling addiction, Michael Brody-Waite found himself at rock bottom and as a last ditch effort he went to rehab. During rehab Michael learned three key principles for recovering addicts, rigorous authenticity, surrender the outcome and do uncomfortable work. Michael used these principles to grow a very successful CEO, leader and author. In this episode, Michael shares how the three key principles of rehab helped him become successful. Join Ian and Michael in this interview as Michael brea...
Jan 18, 2023•24 min•Season 21Ep. 325
Are you stuck with delayed deals? Do you clients lack a sense of urgency to solve their problem? This is a common problem salespeople deal with when trying to finish a deal. However, you may be falling into a common trap when qualifying your leads that ends in a delayed deal. In this week's episode, I share with you the strategy and questions to ask when qualifying leads to determine the clients problems and urgency. By asking the right questions and showing up to solve and not sell, you can fin...
Jan 11, 2023•7 min•Season 21Ep. 324
Why do customers buy from you? When trying to sell, you may be falling into the common trap of focusing on why your products or services are the best. No matter how good your product or services are, clients buy because of what problems they help solve for them. In this episode, I am joined by Karen Hayward, author of Stop Random Acts of Marketing. Karen shares her insights and tips as a sales and marketing consultant for mid-market CEOs. Join us in this episode as Karen shares how to tap into t...
Jan 04, 2023•26 min•Season 21Ep. 323
What can bad driving and bad selling possibly have in common? During this episode, I share how these two correlate and what lessons can be learned from each. Join me in this episode as I discuss the best practices to increase your business growth and sales success. 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 Twitter Website Email : ian@ianaltman...
Dec 30, 2022•5 min•Season 20Ep. 322
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. In this episode, I share a much more effective tactic you can use to connect with your clients and enrich the sales process. 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 Twi...
Dec 21, 2022•8 min•Season 20Ep. 321
Whether you are reselling someone else's products or services or you have independent reps who sell your products, there are key mistakes you want to make sure you avoid with channel partners. In this episode, I share with you the best strategies to use when selling with channel partners to work together and implement your sales processes. Channel Partners can be a great resource for your business to increase your sales and capitalize on existing relationships as long as you are able to avoid th...
Dec 14, 2022•7 min•Season 20Ep. 320
As the end of the year approaches, it is a time most sales people are trying to win year end deals. However, there are key mistakes salespeople make that end up adding a false sense of urgency and a need to discount their products or services. In this episode, I share the key steps to increase your success for year end deals by showing up the solve the clients problems instead of just selling. Quotes: "The biggest mistakes that I see people make those come down to creating a false sense of urgen...
Dec 07, 2022•7 min•Season 20Ep. 319
