Ian started, sold, and grew his prior companies from zero to over one billion dollars in value. He has since spent years helping companies achieve explosive growth based on his research on how clients make decisions. His modern approach has been instrumental in helping companies to thrive when their competitors struggle to 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. 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.SameSideSellingAcademy.com
Ian started, sold, and grew his prior companies from zero to over one billion dollars in value. He has since spent years helping companies grow based on research he's done on how clients make decisions. His modern approach has been instrumental in helping many businesses 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 a member of the Outside Sales Hall of Fame and recognized as one of the world's Top 30 Global Gurus on Sales. His Same Side Selling Academy is rated one of the top 5 Sales Development Programs globally. Contact Ian Website Book LinkedIn twitter
Ian Altman built companies from zero to hero (aka over $1 billion in value.) He is the co-author of Same Side Selling and founder of Same Side Selling Academy. So what is same side selling, I hear you ask? Well, you’ll just have to listen to this episode of CoronaTV! All I know is that I suck at selling. It’s so hard, especially during these tough times. I’m hoping Ian can help me and many others. I’m sure he will. Learn more about your ad choices. Visit megaphone.fm/adchoices
Finding the Fit: How the Seller and Buyer Can Work Together so Everyone Wins w/ Ian Altman
The Manufacturing Executive
Back in May, I wrote an article entitled Summer Reading 12 lessons from 12 books for 12 weeks. The author of one of those 12 books, Ian Altman, is my guest on this episode of The Manufacturing Executive! A bestselling author and B2B growth expert, Ian started, sold, and grew his prior companies from zero to over $1 billion in value. He has since spent years researching how executives make decisions. Ian's modern approach has helped many businesses turn marginal growth into explosive growth and thrive where their competitors struggled merely to survive. Ian and I talk about: Why you should flip your sales message The three questions you need to ask to make an informed decision How to weed out wrong-fit clients How to pivot away from in-person meetings during COVID-19 Resources we talked about: Same Side Selling on Amazon Same Side Selling Academy Ian Altman's Website Growth In Crisis Course To ensure that you never miss an episode of The Manufacturing Show, subscribe on Apple Podcasts, or Spotify, or here.
Ian Altman: Authors in Quarantine Getting Cocktails
The Marketing Book Podcast
Author Ian Altman returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, "Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers," sales visionary Ian Altman joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in his Rockville, Maryland wine cellar, his experience as a child actor in Hollywood, getting his daughter out of Columbia before it closed, and how to sell in a pandemic. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/ian-altman
Why Athletes Win - Tactics to Become a Sales Superstar - Outside Sales Talk with Ian Altman
Outside Sales Talk
In today's episode, Steve has a BIG announcement - The Sales Hall of Fame is here! This is a platform to celebrate the sales leaders who have inspired all of us! Curious to see who the first inductees are? Check them out here! (Hint: If you listen to today's OST episode, you may find a very familiar face in there...) Ian Altman is a CEO, keynote speaker, and sales advisor. He co-authored the best selling book “Same Side Selling”. Ian also hosts the popular Same Side Selling Podcast. In this episode, Ian explains how salespeople can improve their skills by following athletes’ tactics. Here are some of the topics covered in this episode: The secret tips salespeople must learn from athletes How to identify the right prospects for your business Tips for reps to overcome their resistance to practice The key principles of a successful role-play session About the Guest: Ian Altman has been a leader in sales and business development for over two decades. He’s grown his businesses to over one billion in revenue. His business helps B2B companies improve their sales strategy and achieve strategic growth, from zero to over $1 billion in value. Seth Godin, recommends Ian’s book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988. You can also find hundreds of Ian's articles on Inc and Forbes. LinkedIn - https://www.linkedin.com/in/ianaltman/ Website - https://www.ianaltman.com/ Get exclusive access to the Same Side Selling Academy resources: https://samesidesellingacademy.com/ Listen to more episodes of the Outside Sales Talk here and watch the video here!
Today, we will be interviewing Ian Altman. As a CEO for two decades, Ian started, sold, and grew his business-services and technology companies from zero to over one billion dollars in value. Ian has since spent years researching how customers make decisions. His modern approach to sales & marketing is known for helping organizations around the world achieve explosive growth. A leading authority on accelerating business growth, Ian is currently recognized as one of the 30 Global Gurus on Sales. He’s a co-author of the bestselling book, Same Side Selling and hosts the weekly Same Side Selling podcast available on iTunes. And you can read hundreds of his articles on Forbes and Inc. Ian lives in the Washington DC area with his two adult-ish children, a dog, and a wonderful wife he doesn’t deserve. To inspire us with a modern approach to growing business on the same side with our clients, please join me in welcoming Ian Altman.
Same Side Sellin: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers by Ian Altman & Jack Quarles Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/same-side-selling-ian-altman Are you tired of playing games with your customers? 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. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale? Does it sometimes seem like you and your client are working against each other? Same Side Selling gives practical steps to break through sales barriers and turn confrontation into cooperation. Sellers that implement the Same Side Selling approach will be seen as a valuable resource, not a predatory peddler. A Different Type of Book on Selling What makes Same Side Selling different from any other book on this topic is that it is co-authored by people on both sides : a salesman (Ian) and a procurement veteran who understands how companies buy (Jack). The buyer s perspective is baked into every sentence of the book, along with the seller s point of view. Our aim is to replace the adversarial trap with a cooperative, collaborative mindset. We also want to replace the old metaphor of selling as a game. The New Metaphor: Selling Is a Puzzle Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.
738: Demonstrate Integrity and Service, with Ian Altman
Sales Enablement Podcast with Andy Paul
Ian Altman, co-author of Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results For Sellers and Buyers, 2nd Edition, joins me again on this episode of the Sales Enablement Podcast.SUMMARYIan introduces the second edition of Same Side Selling. Ian advises subject matter experts and trusted advisors who serve their clients’ needs with integrity. Ian emphasizes to aim for the results your clients have in mind and build trust with them. Andy and Ian explore how offering discounts diminishes your integrity. Ian shares a story about home renovations. Ian reveals his decision quadrant for asking questions about the client’s problem to solve, the importance of solving it, the desired result, and who else is impacted by it. Ask the right questions about what a successful result looks like to your client.Andy and Ian agree that companies should hire salespersons that serve their clients with value. Clients will buy proposed solutions that help them to be successful. Ian tells a car dealership story. Your company must have a culture of integrity and hire salespersons with integrity. The objective is not to make the sale at all costs but to sell the client the needed product or service at the right time.Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI.Visit ringdna.com/andy for exclusive Sales Enablement content.(Formerly the Accelerate! Your Sales podcast with Andy Paul) Learn more about your ad choices. Visit megaphone.fm/adchoices
Daniel Stillman Interviews Ian Altman I am so thrilled to share this conversation with author and speaker Ian Altman about a conversation we all have to contend with one way or another - sales! Everyone sells something at some point, whether it’s in a job interview or a client presentation...and at some point everyone is going to be sold to. Ian’s book, Same Side Selling, asks “Are you tired of playing the sales game?” The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is that it means one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale? As Ian says in the opening quote - it’s not about a series of tactics, it’s about selling something you care about that helps people solve real challenges that you also care about! I wanted to share my own takeaways form Ian’s approach that have helped me facilitate deeper conversations with my clients and potential clients. Stay in the problem space slightly longer than feels comfortable. My listeners with Design Thinking experience will not be too surprised to hear that jumping from problem to solution quickly is not any more effective in sales conversations than it is in innovation conversations. Staying in the problem space means listening longer and more deeply to people before you share your amazing solution to all their worries. Ian’s “same side quadrant” notebook has actually been a helpful reminder to do just that. Ask “what’s the cost of not solving this challenge?” Make sure you understand not just the problem today, but the cost of not solving the problem in the near future. This conversation can help you both understand how to measure the impact of any effort you make to solve the problem. The Cost of your solution is often irrelevant in the face of the cost of the problem. Once you really know the cost of the problem, talking about your fees can feel less challenging. What is particularly interesting me to are the wider implications of Ian’s metaphor driven-approach. What metaphors are driving the key relationships in your life? Those metaphors are narrative threads that link (and color) each and every moment of the relationship. The simple shift from a game to be won to a puzzle to be solved is a profound one. If you think of your marriage as a battle or your job as circus, the way you name the game will affect how you play it. I’m really grateful to Ian for this new metaphor - and I think you’ll enjoy it too! Ian’s Same Side Sales Podcat: https://www.ianaltman.com/same-side-selling-podcast/ Your Chocolate is in my peanut butter: https://www.youtube.com/watch?v=DJLDF6qZUX Same Side Sales Journal: https://www.ianaltman.com/store/Journal/ Full Transcription at https://theconversationfactory.com/podcast/2019/12/04/what-is-your-sales-metaphor