Podcast appearances and mentions of ian altman

Ian Altman discusses the common oversights in channel sales teams, emphasizing that top performers excel in sales skills rather than product knowledge. He suggests that product launches should focus on market demand, problem-solving, and customer needs rather than just features. Altman recommends gathering feedback on sales challenges, preparing responses to objections like price, and using role-play scenarios to enhance sales techniques. He also stresses the importance of ongoing education and connectivity through platforms like Zoom or Google Meet to reinforce learning and maintain team engagement.Biggest MistakesSpending too much time talking about features and benefits of new productsFocusing solely on product knowledge instead of sales skillsNot explaining the demand in the marketplace that prompted the creation of new productsWhat can the company do to reduce friction and make it easier to do business with compared to other brands?Best PracticesFocus on solving client problems rather than extensive product knowledgeHave product managers explain why the product was introduced and what problem it solvesDiscuss how new products make customers' lives better and reduce risksSolicit information from attendees about where deals are getting stuckCreate role-play scenarios to model great conversations and outreach techniquesEnsure attendees leave with actionable plans and set up mechanisms for ongoing engagement

Ian Altman discusses the biggest blind spot in sales meetings: lack of preparation. He emphasizes the importance of setting realistic goals aligned with the client's needs rather than unrealistic expectations. Altman advises salespeople to identify what clients need to believe to achieve their goals and to prepare for different meeting scenarios (the good, the bad, and the ugly). Role-playing these scenarios with different team members helps salespeople practice and improve their ability to handle various outcomes effectively. He concludes that thorough planning and realistic expectations lead to better client meeting outcomes.Biggest MistakesNot having any planning whatsoever for the meeting.Having unrealistic expectations for the meeting outcome.Not thinking through the logistics of the meeting from the client's perspective.Coming to a meeting with no expectations.Best PracticesSet realistic expectations for the meeting that focus on solving the client's needs.Determine what the client needs to believe for the desired outcome to happen.Prepare questions to ask the client to confirm if they believe what you need them to believe.Plan for three possible scenarios: good, bad, and ugly.Role-play each scenario with a team (salesperson, customer, and observer).

Ian Altman discusses strategies for expanding existing accounts without appearing pushy. He criticizes common sales tactics like offering capabilities briefings, which customers often find unappealing. Altman introduces the concept of the "client vision pyramid," which categorizes client needs into effective, enhanced, and engaged levels. He advises salespeople to highlight unique services they offer to their best clients and to take responsibility for not discussing these before. This approach can lead to more effective sales, larger deal sizes, and stronger client relationships. Altman also mentions research indicating that many clients believe their current vendor can provide additional services but are unaware of them.Biggest MistakesIan Altman introduces the topic of expanding existing accounts without pushing, a common challenge faced by many organizations.He criticizes typical sales approaches that sound pushy and unappealing to customers, such as offering briefings on new capabilities or producIan emphasizes the need for a better approach that piques the customer's interest by highlighting unique value propositions.He introduces the concept of "Access displacement disorder," where salespeople mistakenly believe the world revolves around them.Best PracticesIan Altman suggests framing the conversation around the client's problems and how the salesperson's additional services can solve them.He recommends not fishing for business but rather offering to discuss additional services if they are relevant to the client's needs.Ian highlights the importance of showing up as someone who solves problems, not just someone trying to sell.He shares research indicating that many clients believe their existing vendor can deliver additional services but are unaware of them.

Ian Altman discusses the difference between real and wishful sales forecasts on the Same Side Selling podcast. He emphasizes that salespeople are optimistic by nature and often provide unrealistic forecasts, especially when deals are forecasted to close at the end of the month, which frequently get pushed to the next month. Altman advises sales managers to ask more probing questions to uncover the true status of deals, such as understanding the client's motivations and alternatives. By focusing on meaningful questions, managers can identify real deals faster and improve sales accuracy.Biggest MistakesIan elaborates on the issue of salespeople providing optimistic forecasts, often citing vague dates like the end of the month, which are more hopeful than realistic.He points out that salespeople may delay providing specific dates to maximize the time available to close a deal, which can lead to unrealistic expectations.Ian advises sales managers to question the rationale behind forecasted dates, especially if they are the last day of the month, to uncover whether the date is truly constrained by the client's schedule or merely a hopeful estimate.He suggests that managers should probe deeper into the reasons behind the client's decision-making process to understand their motivations and alternatives, which can help in distinguishing between real and wishful forecasts.Best PracticesIan recommends asking more meaningful questions during sales meetings to uncover the true status and likelihood of deals, such as what would happen if the client did not choose the salesperson's company, and why the client might choose an alternative.He emphasizes the importance of understanding the client's motivations and the significance of specific dates, as this can provide insights into the client's decision-making process and the likelihood of closing the deal.Ian advises sales managers to encourage their teams to think from the client's perspective, focusing on what the client needs to believe in order to make a decision, rather than just relying on optimistic forecasts.He suggests that by consistently asking these types of questions, salespeople will be better prepared and more likely to identify and pursue real deals, leading to faster and more successful outcomes.

Ian Altman discusses the pros and cons of using AI in sales. He emphasizes that AI should be used as a tool to assist, not replace human efforts. Poor use includes AI-generated emails sent without editing, which often fail to engage customers. Effective use includes leveraging AI for drafting and summarizing tasks, such as using Otter.ai for meeting transcriptions and show notes. Altman advises against using AI for outreach or intake, citing examples of AI mishandling scheduling. He concludes that AI, when used intelligently, can enhance engagement, efficiency, and client connection, ultimately improving sales outcomes.Biggest MistakesIan discusses common mistakes people make when using AI to create emails or letters for prospects.He explains that while AI can draft messages, they often fail to resonate with the customer's perspective.Ian shares an example of an AI-generated email that passed the "smell test" but would not have been effective.He emphasizes the need to put oneself in the customer's shoes to ensure the message is genuinely engaging.Best PracticesIan shares how his team uses Otter.ai to record and summarize meetings, saving time on transcription and note-taking.He explains that Otter.ai's AI tool generates show notes with minimal editing required, enhancing efficiency.Ian mentions that AI tools like Otter.ai can help in analyzing speech and summarizing conversations accurately.He discusses the potential of AI to improve over time, such as using it for role-playing to better engage with customers.

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 people give for not embracing role play, such as being better in person with clients. Ian argues that people who feel they perform better in person are kidding themselves and need to embrace role play for improvement. He stresses the importance of getting feedback during role play to avoid making costly mistakes in real client interactions. Ian suggests role-playing different scenarios to prepare for various client situations, reducing pressure and improving confidence. He addresses complaints about repetitive role-playing by introducing the concept of secret cards to add variety and realism. Ian compares the practice habits of top performers in various fields, such as athletes and musicians, to sales professionals. He argues that consistent practice leads to better performance and results in sales. Ian shares success stories from members of his Same Side Selling Academy who practice role play weekly and achieve record results. He encourages listeners to adopt a weekly role-playing routine to see similar improvements in their sales performance.Biggest MistakesBelieving that you perform better in real situations than in role-play.Not practicing and making costly mistakes with real clients.Always role-playing with the same person, leading to repetitive scenarios.Providing unhelpful feedback, either overly positive or overly critical.Not practicing regularly or consistently.Best PracticesPractice role-playing for at least one hour per week, with top performers doing 90 minutes to two hours weekly.Use a “secret card” system to introduce variety in role-playing scenarios.Implement a structured feedback system after each role-play session.Focus on one key improvement area at a time during feedback.Role-play consistently every week throughout the year.

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 proverbs, such as "Change isn't just an action, it's a reaction" and "Identity is the greatest influencer," to help salespeople build long-term buy-in. They also discuss the pitfalls of challenging deeply held beliefs and the value of validating clients' initial choices to ensure lasting commitment.Best PracticesUse clients' existing beliefs in your favor rather than challenging them.Focus on long-term, sustained changes in thinking or behavior rather than quick action.Give clients all the pieces of the story they need to tell themselves why your solution makes sense.Articulate your approach in a way that feels universally true to the client.Leverage the client's experience and what they know to be true to explain why your product works.Best PracticesGoing straight to what we think will be remarkable or sticky without ensuring relevance.Focusing on quick action rather than long-term, sustained changes in thinking or behavior.Jumping to the solution without understanding why the problem is important to the client.Trying to change deeply held beliefs instead of finding stronger, aligned beliefs.Making clients feel bad about their past decisions or current vendors.

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 advocates for a consultative approach, where the salesperson aims to solve the client's problems rather than just presenting their products or services. He highlights the importance of shifting the focus from price to results to achieve better outcomesBiggest MistakesWalking into a meeting with no expectations set in advance.Giving a presentation that focuses on your company, products, and services rather than the client's needs.Including irrelevant information like pictures of your building or number of employees.Leaving the PowerPoint presentation up the entire time, encouraging the client to lose focus.Best PracticesSet expectations before the meeting, explaining that you'll spend time asking questions to learn about their situation.Use a “Jeopardy board” approach with PowerPoint, only showing relevant slides when topics come up.Focus on the client's problems and how you can solve them, rather than talking about your company.Show up as someone who is there to solve, not sell.

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 MistakesTrying to do too much, too quickly, which is like trying to boil the ocean.Attempting to change every behavior, focus on every nuance, and change the entire process from beginning to end.Taking a generalist approach and casting a wide net, which captures a lot of junk along the way.Overwhelming salespeople by asking them to apply new approaches in every scenario and situation.Best PracticesFocus narrowly on specific areas that will move the needle the most, rather than trying to change everything at once.Identify the three biggest areas where the team is getting stuck and focus on fixing those.Determine which specific types of opportunities will drive the most growth.Ask each salesperson to identify two opportunities per week that fit into the target category and practice the new approach before contacting clients.Start with a hyper-specific approach and then gradually expand its application to other scenarios.Focus on the problems that you solve for specific types of clients or industries.Practice and refine the new approach regularly to build confidence and muscle memory.

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 prioritizing the attendees' problems, organizations can achieve better results from trade shows.Action ItemsUpdate booth design and messaging to focus on top problems solvedReach out in advance to known attendees to discuss trendsSchedule follow-up calls with interested prospects to qualify for fitAnalyze leads captured to prioritize the subset of folks for in-depth discussionsNext stepsSet up a time to meet with interested attendees after the trade show.Schedule a call the week after the trade show with attendees who expressed interest.No specific individuals were assigned responsibility for follow-ups.OutlineFocus on specific objectives and goals for trade shows to ensure the best results.Engage prospects with industry trends and initiatives to build meaningful connections.Focus booth design and messaging on problems solved, not products offered.Ask attendees what inspired them to stop by, then tailor the demo to their needs.Ian Altman: Focus on solving problems, not selling products.Identify ideal clients, gauge interest, and schedule follow-up.Avoid demos and ask open-ended questions to understand problems.

Dr. Jay and Brad sit down with the sought-out B2B keynote speaker, strategic advisor, and founder of the Same Side Selling Academy, Ian Altman. Organizations call on Ian Altman to inspire audiences with a modern approach to business growth, based on integrity.  Ian started, sold, and grew his prior companies from zero to over one billion dollars in value. Recognized perennially as one of the world's top 30 experts on sales, he has spent years researching how leaders make and approve decisions. He shares case studies of how this modern approach has been instrumental in helping many businesses turn marginal growth into explosive profits and market dominance-thriving when their competitors struggle to merely survive. He's a co-author of the bestseller, Same Side Selling, now in its second edition. You can read hundreds of his articles on Forbes and Inc. Ian is the founder of the Same Side Selling Academy rated one of the top 5 Sales Development Programs globally. Through his energetic, humorous, and interactive talks, Ian engages executives, subject matter experts, marketing and sales professionals alike. He shares proven methods to help modernize sales and marketing to align with today's customers. A bestselling author, Ian's Same Side Selling Academy is recognized as one of the top 5 sales development platforms globally. Discover more about Ian Altman as a keynote speaker and how he helps his clients achieve remarkable results. Connect with Ian: www.SameSideSelling.com https://www.instagram.com/ian.altman/ https://www.facebook.com/GrowMyRevenue https://twitter.com/IanAltman https://www.linkedin.com/in/ianaltman/ https://samesidesellingacademy.com/podcast/how-this-company-grew-dramatically-in-just-one-year/

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 of attempts at alternative solutions and convincing the client or prospect of the urgency and importance of solving the problem.

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 & RisksCommoditized market with many competitors.Staff didn't see themselves as part of the sales team.Difficulty training staff in sales and marketing.Next stepsContinue using Same Side Selling Academy.Provide staff with Same Side Selling books.Conduct regular sales training for all staff.Roleplay sales scenarios.Submit emails and materials for review.Reach out with questions in the Monthly Coach's Corner in the Same Side Selling Academy.Questions discussedHow are you different from competitors?How do you explain your service levels?What results have you seen from Same Side Selling?How easy was Same Side Selling to implement?What feedback have you received?What's the biggest takeaway from Same Side Selling?OutlineAdopting Same Side Selling in a physical therapy practice with 6 facilities in Alabama.Ethan White, CEO of EW Motion Therapy, shares their experience adopting Same Side Selling for over a year, growing from 2 small rooms to 6 facilities in Alabama.Ethan explains how the company's focus on quality care and reputation has led to a mindset shift in their sales approach, aligning with their values of teaching, empowering, and transforming their people.The company's reliance on referrals from physicians and athletic facilities created a challenge in aligning their sales process with their values, but the "Same Side Selling" approach has helped to address this issue.Differentiation in physical therapy market.Ethan highlights the challenge of differentiation in a commoditized market, emphasizing the importance of a clear message to convey to referral sources and patients.Ethan shares how the "Client Vision Pyramid" has been a valuable tool in explaining the difference between their practice and others in the market, particularly when conversing with physicians.Effective care teams with physical therapists and orthopedic groups can yield great results.Implementing Same Side Selling in a physical therapy business.Ethan describes seeing a 34% growth in referrals and a target of 30+% this year since implementing Same Side Selling.Ethan highlights the importance of aligning marketing and sales with physical therapy practice, citing a 24-year history of engagement with patients.Ethan emphasizes the importance of seeing oneself as a salesperson, not just a healthcare professional, to effectively serve clients and build long-term relationships.Ian Altman asks Ethan about the adoption and feedback from their team on the Same Side Selling method, with a focus on the client vision pyramid and concise business case.Ethan explains that while the training and roleplaying process can be challenging, investing time and discipline in it has led to better results and a more cohesive approach to sales.Sales growth and professional development in a healthcare company.Ian Altman highlights the importance of asking questions and seeking feedback to improve sales performance.Ethan emphasizes the value of...

In this episode of the Duct Tape Marketing Podcast, I interviewed Ian Altman, renowned sales expert and author of "Same Side Selling." Ian grew his prior businesses from zero to over one billion dollars in value. He has since built a reputation for helping others build a culture of growth achieving remarkable results. For 5 years in a row, he has been recognized as one of the world's top 30 Experts on Sales, and his Same Side Selling Academy is repeatedly rated one of the top 5 Sales Development Programs globally. Ian hosts the popular Same Side Selling Podcast and you can read hundreds of his articles in Forbes and Inc. In this episode, Ian shares invaluable insights into the essential components of a winning sales process. Key Takeaways With an emphasis on consistency, alignment between sales and marketing, and the wise utilization of technology, Ian Altman underscores the importance of a well-defined sales process. By implementing a common process and language, businesses can navigate meetings effectively, overcome common obstacles, and shift the focus from price to value. Collaboration between sales and marketing teams ensure a cohesive approach that attracts and engages ideal clients, while leveraging technology enhances efficiency without sacrificing the personal touch. With these strategies in place, businesses can achieve remarkable sales results consistently, driving growth and success in today's competitive market. More About Ian Altman: Connect with Ian on LinkedIn - linkedin.com/in/ianaltman/ Visit his Website - ianaltman.com/ Grab a copy of Same Side Selling - amazon.com/Same-Side-Selling-Approach-Barriers-Integrity/dp/1940858895   Rate, Review, & Follow on Apple Podcasts If you liked this episode please consider rating and reviewing the show. Click here - https://podcasts.apple.com/us/podcast/the-duct-tape-marketing-podcast/id78797836 scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode. Connect with John Jantsch on LinkedIn - linkedin.com/in/ducttapemarketing/ Stuck trying to figure out your marketing strategy? Get Your Free AI Prompts To Build A Marketing Strategy HERE - dtm.world/freeprompts Learn more about your ad choices. Visit megaphone.fm/adchoices

Learn the secrets of Same Side Selling as told by Ian Altman.

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. Give an intriguing response that prompts further questions. Ex: "We help law firms keep more of their money." Focus on problems you solve. Don't just state what you do. Talk about common struggles you help clients overcome.Use the "Uber for X" framework. Describe yourself as the "Uber for [your field]." This simplifies what you do.Follow the "entice, disarm, discover" model from Same Side Selling. Share results, deflate sales concerns, and learn about their needs.Present yourself as a problem solver, not a salesperson. This builds trust and transparency.Key Quote: "See, when you meet somebody, you can either show up as someone who's there to sell something, or someone who is there to solve something. We always want to make sure we're showing up as someone who's there to solve something."

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 differentiation rather than price alone; and the consistent practice of an intentional, structured selling methodology that sets apart top sales performers - committing to skills practice for an hour each week is key for salespeople to achieve greater success through polished and disciplined selling techniques.-------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: LinkedinX/TwitterWebsiteEmail : ian@ianaltman.com

Today, we welcome a legend in the sales and marketing world: Ian Altman. Ian Altman is the bestselling co-author of book, Same Side Selling, and is perennially recognized as one of the world's top 30 Sales Experts. He grew his prior business from zero to over $1 billion in value with a tremendous level of integrity. Today, Ian travels the world sharing how to accelerate revenue growth with a modern to sales and marketing aligned with how buyers make decisions.  As a special thank you for listening to today's episode, Ian is offering free access to a portion of the Same Side Selling Academy. You can connect with Ian Altman directly on his LinkedIn profile and be sure to mention Jose Palomino.  

In this episode of Pit Stops to Podium, we're excited to introduce Ian Altman, Founder at Same Side Selling Academy, a distinguished keynote speaker and author specializing in integrity-based business growth. Ian is renowned as a sales and marketing modernization consultant for B2B business leaders, boasting an illustrious career as a professional speaker, podcast host, and contributor to prestigious platforms such as Forbes and Inc. Today's episode revolves around overcoming sales traps and embracing value. Ian will delve into the differentiators between top-performing teams and the average, shedding light on the common adversarial traps that sellers encounter. Furthermore, he'll discuss the vital shift from a focus on price to emphasizing value, providing valuable insights for our audience. Chapters: 00:00 - Intro 00:54 - Ian's Journey with Same Side Selling Academy 03:24 - Same-Side Selling Approach Explained 04:32 - Who's Ian Outside Work 07:29 - Embracing Value Shift in Sales Traps 11:37 - Adversarial Traps in Pricing for Sellers and Buyers 16:55 - Closing the Gap in Seller-Buyer Conversations 20:21 - Characteristics of High-Performing Teams 27:12 - Engage with Ian //ENGAGE WITH IAN Same Side Selling Website Ian's LinkedIn //MENTIONS Jack Quarles Keenan //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community!   //STAY AWESOME &  DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts

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 matters to your clients using the Same Side Quadrants methodology. Tune in for essential insights that can revolutionize your B2B sales strategy. Don't miss this episode – it's your key to building stronger client relationships and boosting your 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 you can become the "Old Faithful" in your industry and provide the reliability your clients truly value. Tune in now for insightful lessons from nature that can transform your business approach.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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, disarming your approach, and empowering the recipient to decide the next steps. If you're looking to enhance your cold outreach game and achieve better results, this episode is a must-listen. Don't forget to like, share, and subscribe for more invaluable sales strategies. Tune in and revolutionize your approach to B2B cold outreach. -------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 using these meetings solely for product announcements and explains how involving your sales force can lead to better results.Tune in now to revolutionize your sales kickoff meetings and set your team on the path to unparalleled success! Subscribe, share, and look forward to our next episode for more expert guidance.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

In this episode of the Centricity podcast, our host Sean Doyle sits down with Ian Altman, author of Same Side Selling, to talk through the three most damaging sales tactics. Tune in to hear the importance of understanding and solving the buyer's problems, focusing on results, and building buyer trust through tactful language.   Focusing on Features and Benefits   Lead with exploring the “symptoms” the buyer may be dealing with rather than trying to solve a problem they don't know they have.   Focus on meeting your client's goals and how your product will deliver those results.   BANT (Budget, Authority, Need, Time Sensitivity)   Focusing on these types of questions creates a “salesy” atmosphere and puts the client in an adversarial position, which causes sellers to lose buyer trust.   It's okay to discuss needs and time sensitivity, but if you start with budget and authority, you've already put your buyer on the defensive.   If you want to talk about budget, instead, try bringing up the costs of NOT addressing the issues your product will solve.    Forgetting the Buyer   Know what problem you solve and present that to your contact at whatever level they're at in the industry.   Align with marketing to understand your buyer and their needs better. If marketing tools aren't useful, let the marketing team know so they can help you!   Resources: http://ianaltman.com   http://samesideselling.com   Pick up Ian's book, Same Side Selling: A Radical Approach to Break Through Sales Barriers, on Amazon!  

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 client is a right fit for your solutions. He also shares the Same Side Quadrants framework for understanding client needs, helping you shift from selling to problem-solving. Tune in to learn how to properly qualify leads to avoid feelings of rejection, build meaningful client relationships, and increase your sales revenue. -------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 avoid and the tactics to embrace. Learn how to shift from selling to solving, master the art of subject lines, and create emails that not only get opened but also spark meaningful conversations. Tune in now to supercharge your outreach game!-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 their offering's value and the buyer's belief in their team's ability to implement the solution. Ian unravels how addressing these beliefs bridges the gap between buyers and sellers, fostering a common ground for effective B2B sales. Tune in to discover an insightful approach and techniques for successful B2B selling. Subscribe, share, and join us next week for more insights on the Same Side Selling podcast.

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 drastically reducing sales cycles. Gain insights into how their innovative approach has not only boosted revenue but also redefined client interactions. Tune in for invaluable insights on transforming sales practices for lasting 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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, while discovering the transformative power of team culture vs company culture. Tune in for a thought-provoking conversation that will reshape your approach to team dynamics and supercharge your organization's performance.Grab your copy of Best Team Ever HEREOne of the world's leading business thinkers, Dr. David Burkus' forward-thinking ideas and bestselling books are helping leaders build their best team ever. He is the bestselling author of five books about business and leadership. His books have won multiple awards and have been translated into dozens of languages. Since 2017, Burkus has been ranked multiple times as one of the world's top business thought leaders. His insights on leadership and teamwork have been featured in the Wall Street Journal, Harvard Business Review, USAToday, Fast Company, the Financial Times, Bloomberg BusinessWeek, CNN, the BBC, NPR, and CBS This Morning. -------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 with a consistent process and playbook to handle common obstacles, all while receiving regular coaching and mentoring. Tune in to explore how even the most technical and introverted individuals can become top-performing sales professionals by focusing on helping others succeed.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 overcome these obstacles, Ian shows listeners how to turn cross-selling into cross-solving and achieve remarkable success in expanding their offerings while strengthening client relationships. Don't miss this valuable episode on effective cross-selling techniques.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 tips for navigating the ups and downs of working relationships, emphasizing the importance of proactive communication and understanding. Don't miss this engaging conversation on building successful connections in the professional world. Michael Bungay Stanier helps people know they're awesome and they're doing great. He's best known for The Coaching Habit, the best-selling coaching book of the century and recognized as a classic. His most recent book, How to Work with (Almost) Anyone, shows how to build the Best Possible Relationship with the key people at work. Michael was a Rhodes Scholar. He's Australian, and lives in Toronto, Canada. Learn more at www.MBS.works.Grab your copy of How To Work With (Almost) Anyone HERE-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 seller wants to sell. He introduces the Same Side pitch, client vision pyramid, and Same Side Quadrants as powerful tools for effective qualification. Tune in to discover how proper qualification can transform your sales approach and lead to shorter cycles, increased focus on results, and improved margins.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 to be asking your team and your clients to maximize your sales potential and achieve remarkable results. Tune in now or essential sales strategies to grow your business.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 environment, don't miss this latest episode of the Same Side Selling podcast. Tune in now to gain invaluable insights from Joey Coleman's groundbreaking new book!Joey Coleman, with nearly two decades of expertise, has helped organizations retain customers and employees through captivating keynotes, workshops, and consulting projects. As an award-winning speaker and bestselling author of "Never Lose a Customer Again" and "Never Lose an Employee Again," he empowers businesses with strategies for lasting success.Grab a copy of Joey Colemans book, "Never Lose An Employee Again" HERE-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 accelerated success. Prepare to be empowered with actionable insights that can revolutionize your own business and pave the way for remarkable growth. -------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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, while subject matter experts focus on the outcome. Ian shares insights on how to take a modern integrity-based approach to sales to achieve remarkable growth and help customers achieve their goals. Tune in to learn how to engage your subject matter experts and achieve greater success in your business.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 capture the attention of the right prospects while preserving your integrity. Tune in and learn how to avoid these detrimental cold outreach traps.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 team and scaling the business. Tune in now to gain invaluable insights on fostering autonomy, establishing a consistent sales process, and achieving extraordinary growth through the transformative power of Same Side Selling.

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 customers. By understanding the problems that you solve for your clients and asking the right questions, you can build trust and establish long-lasting relationships with potential clients. If you're ready to take your sales game to the next level, tune in to this episode of the Same Side Selling podcast for expert advice and cutting-edge strategies.-------Join Ian in this episode to learn how salespeople can overcome the perception that they are only there to sell and instead build trust and long term relationships. 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 problems and delivering results. Tune in now and discover the game-changing strategies that will elevate your sales game to new heights. -------Join Ian in this episode to learn how salespeople can overcome the perception that they are only there to sell and instead build trust and long term relationships. 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Ian Altman is one of the world's top expert on sales, with his Same Side Academy rated as one of the top 5 Sales Development programs globally.But instead of focusing on sales, we talked about how he has used the book he co-authored, Same Side Selling, to attract clients to his business.We also touched on having a podcast and everything else with the same name as the book, producing an accompanying book workbook, updating a book five years after its release and so much more.Only listen to this if you want to make money from your book!Want my authority-building secrets every week? Grab 'em at www.authoritysecrets.club.

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 consistent, integrity-based methodology. With engaging roleplay exercises and valuable feedback loops, you'll gain the tools to transform your team into top performers and drive remarkable business growth. Don't miss out on these game-changing insights to help achieve unprecedented success.-------Join Ian in this episode to learn how salespeople can overcome the perception that they are only there to sell and instead build trust and long term relationships. 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.co

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. Don't miss out on the valuable lessons from this episode that show it's not about the tortoise and the hare but about planning for success.-------Join Ian in this episode to learn how salespeople can overcome the perception that they are only there to sell and instead build trust and long term relationships. 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.co

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 salespeople can overcome the perception that they are only there to sell and instead build trust and long term relationships. 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.co

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 audience and achieve success. From building an author platform to leveraging social media, Anna's expert insights will give you the tools you need to succeed in the competitive world of publishing. Whether you're a seasoned writer or just starting out, this episode is packed with actionable tips and strategies to help you establish authority through your writing. So tune in now to learn from Anna David and take your writing career to the next level!Check out Anna David's new book, On Good Authority HERELooking 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 importance of sharing valuable insights for sales roles, fostering open discussions, and encouraging team collaboration. This way, the team can identify areas that require improvement and implement structured processes that drive sales results. Join Ian in this episode to learn how to turn your sales kickoff meetings for information driven to results driven. 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 outreach.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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 friction in making the switch, while presenting a compelling alternative to their current vendor. Don't miss out on this episode if you want to learn how to overcome the status quo and increase your business 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com