Same Side Selling Podcast

Oct 09 2024 375 ep. 22 mins 204
Same Side Selling Podcast artwork

B2B selling expert, Ian Altman hosts the Same Side Selling podcast. Organizations rely on Ian to modernize their sales approach to achieve business growth. Ian draws on his experience as a former CEO of two decades to help people and organizations dramatically grow revenue. The Same Side Selling podcast features sales and business topics, as well as insight from industry leaders with proven success. Ian interviews some of the brightest minds who share proven methods to help YOU achieve success and grow revenue with integrity. Tune-in for inspiration, entertainment, and especially actionable takeaway messages that can drive remarkable results. Discover more at http://www.IanAltman.com

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Tamsen Webster Say What They Can't Unhear

Oct 09 2024 36 mins  
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

Biggest Mistakes in Sales Presentations

Sep 06 2024 6 mins  
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 appr

How to Change Behavior in Salespeople

Aug 09 2024 7 mins  
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 quick

Modern Strategies for Trade Show Results

Jun 21 2024 7 mins  
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

Urgency Based on a Business Case

May 16 2024 6 mins  
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 solution

How This Company Grew Dramatically In Just One Year

Mar 27 2024 23 mins  
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

Magical Email Subject Lines to Increase Open Rates

Mar 04 2024 6 mins  
Which subject lines might your audience open in their inbox? How to come across as subject matter experts, not stereotypical sellers What is the goal of your cold outreach? Are you trying to get too much, initially? Where do LinkedIn Polls play when it comes to Cold Outreach?

The correct way to follow up after a break

Jan 24 2024 5 mins  
Topics covered:- Effective follow up after a break like the holidays or when it's been a while since contacting someone- Two scenarios: after a break, or when they've gone "dark"- The key is to "disarm" and not make it about selling- Focus on understanding what issues they wanted to solve originally- Acknowledge that priorities may have changed and it's okay if they tell you it's n

The best way to answer "What do you do for a living?"

Dec 21 2023 5 mins  
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 pro

Pricing pressure? How top performers maintain profit margin.

Nov 27 2023 6 mins  
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