Podcasts about same side selling

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.

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/

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 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!  

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.

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

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

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

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.

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

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

Ian Altman is an esteemed business coach and consultant with a proven track record of elevating companies to billion-dollar valuations. In today's episode of Centricity, our host Sean Doyle sits down with Ian Altman to discuss the fundamentals of Same Side Selling (SSS). SSS Basics Same Side Selling is a unique approach that prioritizes solving client issues instead of directly selling to them. Instead of your buyer viewing you as an adversary, the SSS approach positions you as being on the same side. This approach is effective because buyers are often apprehensive about trusting sellers who only look out for their own interests. However, they are more likely to trust individuals who genuinely help them to solve their problems. Building Trust To implement SSS, the first step is to understand your clients and their problems. This can be achieved by asking relevant questions to gather as much information as possible. Armed with this knowledge, you can then position yourself to provide the best solution to their problems. It is important to note that the focus should not solely be on the sale. Instead, the goal should be to assist your clients in finding a solution that is best suited to their needs.  To learn more about Same Side Selling or to connect with Ian Altman, you can visit his websites at www.samesideselling.com and www.ianaltman.com.

Episode 37 of the Tribesmen Podcast with my amazing friend Ian Altman!   Ian started, sold, and grew his prior companies from zero to over one billion dollars in value. He has since spent years researching how clients make decisions. His modern approach has been instrumental in helping many businesses turn marginal growth into explosive growth and to help them thrive when their competitors struggle to merely survive. He's a co-author of the bestseller, Same Side Selling, now in its second edition. 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.    As a business growth expert and bestselling author, Ian is recognized as one of the world's Top 30 Global Gurus on Sales, and his Same Side Selling Academy is ranked in the top 5 globally for Sales Development Programs.    In this episode, we talked about his business, how he started it, and the reason behind it.   He also shared how effective sales is not about persuasion or coercion; effective sales is about getting to the truth as quickly as possible.   ".. if your actions and your words are aligned, that's integrity, if you're if you're telling people what they want to hear, so that you get the sale, but you don't care about their outcome, then all of a sudden, you're not focused on the right things..."   "..one person's junk is someone else's treasure. So the idea is that it's more if I know that, that the customer needs these three capabilities..."   "..if you focus on what is it the client really needs, and you know that you're serving their needs, then you're never really selling anything, you're just solving someone's needs.."   Whether you work for sales or not, this episode is a must-listen!

Today's featured guest in our 2022 Recap is none other than marketing legend, Ian Altman. He is the co-offer of the best-selling book, "Same Side Selling" and he is perennially recognized as one of the world's top 30 sales experts. He grew his prior business from 0 to over a billion dollars in value with a tremendous level of integrity. Today, Ian travels the world sharing how to accelerate revenue growth with a modern sales and marketing approach that is aligned with how buyers make decisions. He sat down with us to talk about how the real finish line for businesses is client outcomes.

In this Pocket Sized Pep Talk, you'll learn:How you can cope with the pressure and anxiety that many have when speaking.Some powerful techniques to engage the audience. Adjustments that need to be made when speaking virtually.Two of the biggest mistakes amateurs make when making presentations.A couple of tricks of the trade picked up along the way.A couple of key mentors that influenced Ian's career... and life.Learn more about this guest at: Twitter: https://twitter.com/IanAltmanLinked: https://www.linkedin.com/in/IanAltman/IanAltman.comSameSideSelling.com 

On today's episode of Aligned, Sean and guest Donald Kelly, The Sales Evangelist discuss the importance of both private and public commitment in the marketing and sales process. When sales and marketing teams work together, your company will see a 36% higher customer retention rate and a 38% higher win rate. Businesses lose deals because they don't act: 40-60% out of 2.5 million recorded sales calls – both transactional and complex deals failed because they intended to act but didn't. Assessing pros and cons of moving forward with the deal. Science states that somebody will not take action until rough six months out. Prospects are looking forward. The “why” of private and public commitment: Always center your efforts on the buyer's needs in the beginning to raise consciousness.  Consciousness awareness is an effective tool early in the process. The needs of the buyers are different as they go through the sales process. Buyers need to make a personal commitment before they make a public commitment. Preparation is a cornerstone from which effective action is built. Takeaways for centricity: A good salesperson knows when to slow down. Need to acknowledge that people are the ones making the decisions. Always have tools that allow you to look forward. Your job is to help the prospect evaluate how your offering will serve them. Create a concise business case to confirm what the buyer's intent is. Resources: Changing For Good; Same Side Selling. Connect with Donald on LinkedIn or email him at donald@thesalesevangelist.com.  Submit inquiry at fitzmartin.com/contact and they'll be happy to answer any questions.

Ian Altman is a Founder at Same Side Selling Academy. In this episode, Ian talks about how to get on the same side as the buyer, getting to the truth faster, and asking better questions. Connect with Ian on LinkedIn here and Same Side Selling Academy here. Resources mentioned in the episode: Show Notes Page  Here are three more ways to get help with your prospecting: Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further. Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out. Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

On this Thanksgiving special, I take a look back at this year and share my gratitude for clients and lessons learned.Join me on this episode as I share some key sales tips of this year and how thankful I am for all of you in the Same Side Selling community.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 300th episode! I am thrilled on this episode to share with you some of the many success stories from the Same Side Selling Academy. I am not sharing with you the wins we have on our end but the wins our client's have had throughout their time learning and implementing the Same Side Selling techniques.  These success stories are from Academy members who show up consistently to learn, practice and follow a proven process to put the client's results first and show they are here to solve problems, not just to sell. Join me as I share some incredible wins and success stories with you to celebrate the 300th episode. Quotes:  “We asked how they did it, they said well, we just followed the process that we talked about every month in the Same Side Selling Academy. And we just stepped through with this client and the client basically sold us instead of us selling them, which is really what this whole methodology is about.” “If you put yourself in uncomfortable situations with your peers, so that you get better and improve your skills. That's what moves the needle.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: https://www.samesidesellingacademy.com (https://www.samesidesellingacademy.com) Email : ian@ianaltman.com

Have you ever forecasted a deal to happen and the clients seem excited to work with you and all the sudden they stop returning your calls or emails? Or maybe they do respond but they let you know they have to push the deal out 1,2 or 3 months? You were certain this deal was going to happen but now you are confused and wondering what caused this sudden delay.  In this week's episode, I share with you the approaches you can use to qualify your leads to uncover their level of urgency and commitment to solving their current problem. By asking the correct qualifying questions, you can gain more insight into how likely your potential client is to follow through with the deal. Join me on this week's episode to learn more Same Side Selling techniques.  Quotes:  “The fact that you spend a lot of time and you forecast this deal is not a good reason for your client to follow up with you.” “So when it comes to timing, if someone says, oh, yeah, we're really interested in your solution. Great. So what happens if you don't solve this?” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ Twitter: https://twitter.com/IanAltman Website: www.samesidesellingacademy.com Email : ian@ianaltman.com

There is a difference between the top sales performers and the people in the middle, effective training. There are three main components to a high performing sales training program and in this episode I share with you exactly how you can replicate that for your own business.    We are honored that the Same Side Selling Academy is ranked in the top five sales programs globally but with that did not come mistakes early on. In this episode, I will not only share the formula to an effective and high performing sales training program but also the mistakes we made early on to help you avoid the same. Join me in this week's episode to hear how you can use the Same Side Selling techniques to build a sales training program to help truly move the needle for your team.  Quotes:  “If you practice for just one hour a week, you'll outperform your peers. Because in doing this research with many, many different organizations, what I found is that less than 5% Practice at all. So if you carve out an hour a week to practice with your colleagues, you'll outperform your competition, head and shoulders.” “The other thing people say to me is, well, our team is already really good. If that's the case, then wouldn't Major League Baseball players not practice? Wouldn't top performing basketball players and hockey players not practice? Top musicians and performers wouldn't practice?” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: www.samesidesellingacademy.com Email : ian@ianaltman.com

You gather all this information from meetings for your pipeline reports, but do you keep falling into the trap of the client choosing another vendor, pricing difficulties or they ghost you? If so, you may be falling into these common pipeline traps that don't actually ask or measure the necessary information to move the needle.  In this week's episode, I share with you the exact questions you should be asking and the evaluations you should be making to increase the chance of a potential client choosing your business over another vendor. You want to make sure you are getting an honest evaluation of not only the client's problems but also the urgency at which they want to solve them. Join me in this week's episode to hear how you can use the Same Side Selling techniques to bring in a much higher percentage of opportunities.  Quotes:  “A pipeline should not be a pipe dream. A pipeline should be an honest assessment of the opportunities that you have that are likely to happen.” "We need to make sure that we're creating pipelines and forecasts that are accurate and reliable, not just some Wish List and fantasy” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: www.samesidesellingacademy.com Email : ian@ianaltman.com

Scheduling a demo shouldn't be your goal, piquing the interest of executives with the problems you solve should be your biggest priority. To successfully generate sales after demos, you want to focus on piquing interest, determine if you are a good fit and deliver evidence that you can provide results. In this week's episode, I share how you can shorten sales cycles and have clients less concerned about price by using the Same Side Selling approach. Quotes:  “Instead of focusing on what it is that you're selling, which nobody cares about, you need to look at it through the lens of your customer.” “Make sure the executives first get those early adopters in there who understand what the underlying process is, how people are going to make decisions and whether or not the right messaging is correct.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: www.samesidesellingacademy.com Email : ian@ianaltman.com

Are your old sales approaches for reaching out to prospects not working anymore post pandemic? Since we can no longer rely on showing up at someone's office, facility or factory and use our charisma or personality to quickly connect with our potential clients, we must change our approach. In today's episode, I share how you can pivot your approach by showing up to solve your client's problems, not just sell. By using the Same Side Selling principles, you can disarm the notion that you are only there to sell and capture the attention and interest of your potential clients.  Quotes:  “We have to show up as someone who's there to solve, not someone who's there just to sell. And it's a challenging concept for people to get because you might think to yourself, I'm in sales. Of course, as a salesperson, I'm there to sell things. Actually, I would argue that you're not, you're there to solve things for clients.” “If you can come across as someone with expertise, if you can come across as somebody who has their finger on the pulse of the trends in the industry, if you're someone who can actually connect with them about things that are relevant to them and if you can disarm the notion that you're just there to sell something by acknowledging that not everyone is a good fit for you.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: www.samesidesellingacademy.com Email : ian@ianaltman.com

Have you hit a plateau in sales and find yourself struggling to expand your business? In this week's episode, learn how Rob Lynch, CEO of Dome Construction, was able to grow their business from $100 million to $600 million in six years by adopting Same Side Selling across the company. Rob shares how his team focused on what they were best at, the value they bring and how to differentiate themselves from their competition while delivering the best results for their clients. Dome Construction not only overcame their plateau and 6x their results but also has even more room now for continued expansion. Get this… 95% of their projects are repeat clients who are so happy with their results,  that they come back to Dome Construction for more. Quotes:  “When we came across (Same Side Selling Academy) and started learning about some of your techniques and your approaches, it helped us become really clear about what we were good at, what differentiates us and how we bring value to our business partners. So once we became really clear on that, that really allowed us to focus on the right business partners, and the right opportunities for us where we could deliver that value, and have it be appreciated.” “In these six years, we've certainly broken through that $100 million, we're up to around $600 million now and have the growth to go with it. All while reinforcing our culture, building our brand, and most importantly, really delivering the results for our business partners that they need and they desire.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ Twitter: https://twitter.com/IanAltman Website: www.samesidesellingacademy.com Email : ian@ianaltman.com

On TechTalk today, Dr. Greenstein and Brad interview and discover more about Ian Altman as a keynote speaker and how he helps his clients achieve remarkable results. Ian inspire audiences with a modern approach to grow business with integrity. Ian started, sold, and grew his prior companies from zero to over one billion dollars in value. He has since spent years researching how clients make decisions. His modern approach has been instrumental in helping many businesses turn marginal growth into explosive growth and to help them thrive 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. As a business growth expert and bestselling author, Ian is recognized as one of the world's Top 30 Global Gurus on Sales, and his Same Side Selling Academy is ranked in the top 5 globally for Sales Development Programs.

In this episode of the Brand Narrative podcast, Ian Altman (author of Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers) joins us to share insights about the connection between brand marketing and sales. Links discussed in today's episode include: Ian Altman bio same Same Side Selling podcast episode with Matt Certo (Stand Out from the Competition) Same Side Selling Academy The Brand Narrative Podcast is produced by the team at Findsome & Winmore.

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.

How do you best convince sellers to evolve from price to value? How do you assure buyers trust in you and in the decision to be made? These are two key questions among others that we addressed and answered with practical advice and methods in this interview with author, podcaster and keynoter Ian Altman. Checkout his sales performance and value selling advice here - https://www.linkedin.com/in/ianaltman/ #salesenablement #digitalselling #valueselling

Greg concludes his chat with Ian Altman, the creator of the Same Side Selling methodology.  In part two, Ian talks about the question's companies must ask themselves when it comes to making a decision, why the term 'closing the sale' should be replaced by 'confirming the sale', and what kind of effect the pandemic has on B2B sales.

Sales integrity means aligning needs, not enforcing yours. “The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses.” - Ian Altman, Same Side SellingIn this week's podcast, George Leith hosts Amazon #1 best-selling author of Same Side Selling, Ian Altman. Ian highly values sales integrity and the effective communication needed in order to ensure both parties winning, or in some cases understanding that the buyer and seller aren't a good fit. We explore how to communicate effectively with buyers, how to show your buyer what they want to see when they want to see it, the integral part layout of a contract plays in decision making, the relationship of price and value for price-focused buyers, and integrity-based negotiations.Ian started, sold, and grew his prior companies from zero to over $1 Billion in value. He has since spent more than a decade helping others to achieve explosive growth based on his research on how clients make and approve decisions. He's helped companies to thrive when their competitors struggle to merely survive. He's co-author of the bestseller, Same Side Selling, now in its second edition (IdeaPress Publishing). You can read hundreds of his articles on Forbes and Inc. He is recognized as one of the 30 Global Gurus on Sales, and his Same Side Selling Academy is rated one of the top 5 Sales Development Programs globally.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

Greg welcomes Ian Altman to the podcast.  Ian has built a billion-dollar company, written a best-selling book, and created the Same Side Selling methodology.  In part one, Ian talks about the meaning behind 'integrity-based business growth' and the benefits of his Same Side Selling methodology.

Today, we welcome a legend in the sales and marketing world: Ian Altman. Ian Altman is the bestselling co-author of Same Side Selling. He's 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.

ian Altman, a former twenty-year CEO, now podcast host, speaker, and co-author of Same Side Selling, discusses the principles of collaborative sales conversations.

He started, sold, and grew his companies worldwide from zero to values beyond one billion dollars, all with integrity. Seth Godin, recommends Ian's latest book, Same Side Selling, as one of the two books to read on B2B selling – the other being the 1988 book, Spin Selling. When you Google business trends, he comes up at the top of the search results. You can read his columns each week in Forbes and Inc. He is the host of the weekly Grow My Revenue Business Cast on iTunes. Ian lives in the Washington DC area with his two adultish children, two dogs, and a wife he doesn't deserve.

Welcome to episode #602 of Six Pixels Of Separation - The Mirum Podcast.  Here it is: Six Pixels Of Separation - The Mirum Podcast - Episode #602 - Host: Mitch Joel. Ian has become a good friend over the years. That should come as no surprise, once you listen to this show. Business leaders call on Ian Altman to modernize their sales and marketing. Ian's approach helps companies significantly grow sales by aligning their goals with current and emerging trends in buyer behavior. Seems like marketing chatter, but it's not. Ian brought the idea of Same Side Selling to the world, and now it's a common sales and marketing strategy for some of the best organizations. Ian is a multi-bestselling author (Same Side Selling, Upside-Down Selling and Same Side Improv), strategic advisor, and internationally sought keynote speaker. How does he do it? He's been successful at sales in services and technology companies for over two decades, and he draws on years of success and research on how customers make decisions. He shares how his clients have more than doubled their businesses following the same methods that he used to build his former company from zero to more than $1 billion in value. You can also find Ian's weekly articles on Inc. and Forbes. He is the host of the weekly podcast, Grow My Revenue Business Cast.The numbers are real and the strategy is sound. Enjoy the conversation... Running time: 54:52. Hello from beautiful Montreal. Subscribe over at iTunes. Please visit and leave comments on the blog - Six Pixels of Separation. Feel free to connect to me directly on Facebook here: Mitch Joel on Facebook. or you can connect on LinkedIn. ...or on twitter. Six Pixels of Separation the book is now available. CTRL ALT Delete is now available too! Here is my conversation with Ian Altman. Same Side Selling. Upside-Down Selling. Same Side Improv. Grow My Revenue Business Cast. Follow Ian on Twitter. This week's music: David Usher 'St. Lawrence River'. Download the Podcast here: Six Pixels Of Separation - The Mirum Podcast - Episode #602 - Host: Mitch Joel. Tags: advertising advertising agency advertising podcast   brand business blog business book business conversation business leader business podcast digital marketing digital marketing agency digital marketing blog digital marketing podcast disruption forbes grow my revenue business cast ian altman inc innovation j walter thompson jwt keynote speaker leadership book leadership podcast management podcast marketing marketing agency marketing blog marketing podcast marketing strategy mirum mirum agency mirum agency blog mirum blog mirum canada mirum in canada mitch joel mitchjoel non fiction book podcast sales same side improv selling six pixels of separation strategy technology upside down selling wpp

Ian Altman joins The Dating Advisory Board podcast to discuss sales strategies that can apply in business or dating. I learned valuable information from his latest book Same Side Selling and how those strategies can apply in the dating world. Find The Dating Advisory Board here: Website: http://www.thedatingadvisoryboard.com YouTube: https://goo.gl/MC1jjt Instagram: http://instagram.com/thedatingadvisory Facebook: https://www.facebook.com/thedatingadvisoryboard/ Snapchat: jenhecht1 Twitter: https://twitter.com/JenHecht1 Google+: The Dating Advisory Board Ian's Bio: Ian is a multi-bestselling author, strategic advisor, and internationally sought speaker on integrity-based sales and business development. As a successful services and technology CEO for two decades (value beyond $1B), Ian draws on years of success and research on how customers make decisions. He delivers an approach to selling everyone can embrace, even your customers. You can read his articles each week online in Forbes and Inc. Magazine. Marketing luminary, Seth Godin, recommends Ian's latest book, Same Side Selling, as one of two books to read on consultative B2B selling (the other recommended book was SPIN Selling). Click below to view his very insightful Forbes articles: http://goo.gl/VMAL06 Links to purchase his books on Amazon: Same Side Selling book on Amazon: https://goo.gl/KlcPd6 https://goo.gl/IJ4TvU Ian hosts a weekly podcast, Grow My Revenue Business Cast on iTunes. Here is the link to view his podcast on itunes: https://goo.gl/yVaD0l Discover More at IanAltman.com.