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Same Side Selling Podcast

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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

Read more

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

iTunes Ratings

63 Ratings
Average Ratings
62
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0
1
0

Very Informative!!

By GessieS - Jan 14 2020
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Great podcast for business owners… tons of valuable information!

Great info with a relaxed feel

By John Jantsch - Oct 21 2019
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I listent to Same Side Selling and I've been a guest on Same Side Selling and every time I come away with the feeling that I'm just having or listening to some folks talk about stuff they know in a manner that makes it useful for anyone that needs to get better at something.

iTunes Ratings

63 Ratings
Average Ratings
62
0
0
1
0

Very Informative!!

By GessieS - Jan 14 2020
Read more
Great podcast for business owners… tons of valuable information!

Great info with a relaxed feel

By John Jantsch - Oct 21 2019
Read more
I listent to Same Side Selling and I've been a guest on Same Side Selling and every time I come away with the feeling that I'm just having or listening to some folks talk about stuff they know in a manner that makes it useful for anyone that needs to get better at something.
Cover image of Same Side Selling Podcast

Same Side Selling Podcast

Latest release on Jun 30, 2020

Read more

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

Rank #1: 102 Phil Jones | Learn 'Exactly What To Say' in Sales Conversations

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My guest today is author, speaker and sales extraordinaire Phil Jones. Phil believes there’s power in words, and when you deliver the right words to the right audience at the right time, you hold the keys to the kingdom. Why? Because the proper word choice can be the difference between earning a prospect’s trust and respect, and having them shut the door in your face.

Jul 31 2017

33mins

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Rank #2: 001 Michael Port | Steal The Show

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Discover how you can become a better speaker. You might be thinking, “Wait. I’m not a professional speaker so how can this help me.” Michael explains why his proven concepts apply to every conversation.

Sep 22 2015

32mins

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Rank #3: 144 | Double Your Business By Improving These 7 Areas, Pete Williams

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Pete Williams and I discuss the big mistakes people make when trying to grow their business, how to effectively plan for business growth, and the 7 key areas you need to focus on.

Jun 04 2018

33mins

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Rank #4: 007 Lead Client Meetings That Produce Results | Q&A with Ian

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Ian Altman addresses questions received from our listeners. He explains the Same Side Selling: Four Quadrants. A proven sales method for collecting essential information to ensure productive client meetings. He also gives specific approaches for how you can grow your business that everyone can embrace… even your customer.

Listen to this episode and discover:

> Insight into how to create sense of urgency with clients to make a decision
> 4 most important piece of information you need to collect from a prospective client
> An effective method you can use to determine if opportunities are worth pursuing
> An integrity-based system to ensure you have productive meetings with clients.
> What to focus on when following up with clients that actually gets a response
> And so much more…

More details about the show available at http://www.growmyrevenue.com/podcast

Oct 12 2015

24mins

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Rank #5: 238 | How to Sell in Stressful Times, Meridith Elliott Powell

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I'm joined this week by Meridith Elliott Powell who is a brilliant sales mind who's written many books, is considered a top sales expert to follow by LinkedIn and happens to be one of my favorite fellow keynote speakers.

We're going to discuss how selling in times of crisis is not a bad thing, that it isn't time to stop and how adapting the way we communicate with and show understanding of clients' situations is so important.

Listen into our discussion for ideas on how you can adapt not only how you sell, but the products and services you can offer in challenging times. I think you'll also gain an understanding of why Meridith is one of my favorite peers.

Mar 27 2020

23mins

Play

Rank #6: 239 | Influence and Human Nature, Bob Burg

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For 30 years Bob Burg helped companies, sales leaders and their teams to more effectively communicate their value, sell at higher prices with less resistance and grow their businesses.

He's best known for his Wall Street Journal and Business Week bestseller, the Go-Giver, which he coauthored with John David Mann. It's been translated into 28 languages. Across the four books in the Go-Giver series they've reached nearly 2 million copies.

Bob is an advocate, supporter, and defender of the free enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.

We had an excellent discussion about influence and human nature. Bob is a legend and you're about to understand why.

Apr 03 2020

29mins

Play

Rank #7: 133 Jim Cathcart | Update Your Sales Mentality

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On today’s edition of the Grow My Revenue podcast, I speak with Jim Cathcart who is not only the author of 18 books, he was also inducted into the Sales & Marketing Hall of Fame in London, England, as well as the Speaker Hall of Fame.
Jim shares that "every business has a reason for existing, but it's never money." He further adds that "if our people understood clearly that the purpose of business is to make life better, then everything would be communicated in a different way and every employee, no matter what their position, would have more of an emotional investment into the meaning of what they do..."

Mar 18 2018

31mins

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Rank #8: 135 Joey Coleman | Creating Remarkable Customer Experiences

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On today’s edition of the Grow My Revenue podcast, I speak with Joey Coleman.  Joey is an expert on customer experience as well as helping organizations keep their best customers through enhancing their experience.  He is also author of a new book, Never Lose A Customer Again. Joey and I talk about the greatest misconception when it comes to losing customers, different things you can do in social media and in person to create that lasting experience for customers, and the specific things you can do to earn referrals and drive repeat business.

Apr 01 2018

35mins

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Rank #9: 140 | How to Increase Sales Productivity, Jill Konrath

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Jill Konrath and I discuss why salespeople are so exhausted and weary all the time. She shares helpful insight and advice for ways to get your productivity back on track, so you can work more effectively.

Discover more at https://www.ianaltman.com/same-side-selling-podcast/

May 07 2018

25mins

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Rank #10: 030 | 3 Keys to Growing Your Business With Integrity

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If you'd like to grow your business by attracting your ideal clients there's a simple way to do so: integrity. There are a few key ways to have integrity when engaging with potential clients, and I'll explain exactly what those are and how to use them in this episode.

On this special solo show I'll share the importance of disarming customers in a conversation, why the same-side pitch is a new (and better) variation of the elevator pitch and the proper format to use for an effective case study on your web site. It's just and you me talking about business and integrity on today's episode of Grow My Revenue.

Listen to this episode and discover:

- Why we usually say "no thanks" when a sales person offers to help us.
- The three questions executives answer when making a decision.
- What is the same-side pitch?
- What is an elevator rant and why is it valuable?
- And so much more…

Episode Overview

When you walk into a store and a clerk approaches you to see if you need any help do you automatically say no? Most people do. Why? Because we don't yet trust them. We automatically assume they are simply asking so they can sell us something, and no one wants to be sold to even if they are in a store with the intent to buy!

The same goes for your clients and the conversations you have with them. If going into a conversation you already know they are assuming you are selling to them you can disarm them using authenticity and integrity.

To understand what it means to disarm you first have to understand how executives make decisions. They first look at what problem you solve, or why they may need you. Next they evaluate the likely results or outcome they'll receive from working with you. And finally they evaluate alternatives they have vs. reasons they would choose you. Tune in to hear all of that and so much more on this episode of Grow My Revenue.

To discover other episodes of this podcast go to http://www.growmyrevenue.com/business-cast/

Feb 28 2016

20mins

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Rank #11: 145 | How To Talk About Your Competition, Ian Altman

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On this episode of the Same Side Selling podcast, I share strategies that you can use to steer conversations about the competition in a way that is beneficial for your business, while still maintaining a positive rapport with the client.

Listen to this episode and discover:

> How to speak to clients who want to compare your business to a competitor.
> Why it is your fault that the misconception about your business exists, and why that is great news!
> How to get an edge on your competitors without being negative.
> Why you don't necessarily need to be at the pinnacle of the pyramid to still earn business.
> And so much more…

Jun 10 2018

10mins

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Rank #12: 181 | Sales Differentiation, Lee Salz

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Lee Salz is the author of the new book Sales Differentiation. In this episode, Lee gives us a glimpse into his nineteen sales differentiation strategies meant to help salespeople win deals while protecting margins. Lee's concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you."  We discuss ways to stand out, not only in terms of your products and services but as a sales professional and for people on your team. You're going to learn a ton from Lee Salz

Listen and Discover

> The biggest mistake professionals make when it comes to differentiation and how to avoid it.
> Nineteen different strategies for sales differentiation that can help you stand out from the competition and compete on value versus price.
> Why 'how you sell, not what you sell, differentiates you'.
> What it takes to ask great positioning questions
> Why the educated buyer may not be as educated about what it takes to purchase and implement your solution compared to you
> And much more...

Discover more at https://www.ianaltman.com/same-side-selling-podcast/

Feb 09 2019

26mins

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Rank #13: 034 Working With Gatekeepers and Other Sales Strategies | Ian Altman

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If you've ever tried to reach an executive but been stymied by their gatekeeper today's episode will strike a chord with you! One of the most common challenges sales people have is reaching their potential client when that potential client has a gatekeeper. Is there a way to work with that gatekeeper or do you have to resort to tricks like dropping by without an appointment?

On this special solo show I'll answer those questions. I'll explore how you can work with the gatekeeper to create a valued relationship, and how to make sure you're getting the right people involved in the decision-making process. It's all here on this edition of Grow My Revenue.

Listen to this episode and discover:

Why you need to know your potential clients' elevator rants.
What is the same-side quadrant and how do you use it?
What is the difference between impact and importance?
What is BANT and why doesn't it apply today?
What is the hidden question executives ask themselves?
And so much more…
Episode Overview

Whether you've been in sales for a few months or a few decades you have most likely come across a gatekeeper: the assistant or secretary to a potential client you are trying to meet. Maybe you've tried the less-than-honest approach of pretending to be that potential client's friend or you've dropped by unannounced. And if you did you discovered neither tactic is effective.

Today I share what does work when you approaching gatekeepers as well as how to earn the attention of senior executives - two topics that go hand in hand. And finally I'll also give you specific questions to ask to ensure you have all the necessary people involved in the sales process.

When you first attempt to get around a gatekeeper ask yourself why you are trying to go around this person? Why aren't you enrolling them to be your ally? This person is someone to build a valuable relationship with for two reasons: first they control the calendar of your potential client and second they are in that role because they want to help people. So if you truly are genuine in asking for their assistance they will give it to you. But if you try to steamroll past them to get to their boss, you'll be kicked to the curb (as you should be).

The gatekeeper is someone who has been hired because they are sharp, they are responsible, they are knowledgeable and have authority. Treat them as such, they are not a means to your end. Listen to this episode to hear a real-life example of how I created a lasting friendship with a gatekeeper named Mary, and take note of how you can use my approach for the gatekeepers you encounter.

If you are working with your gatekeeper you're going to need to know how to gain the attention of their boss, the senior executive you want to speak to. The best way to do this is to think of what is important to that executive? You can do this by answering the three most common questions executives ask themselves: What problem does this solve? Why do I need it? And what is the likely outcome or result if I move forward with this?

Speak to those questions and share what problem you solve, why it's important to the client and the possible end result. By approaching the gatekeeper with that information you've made it known you value the client's time and you genuinely care about your client's needs. Clearly this will take some advanced research on your part but that is your job as a sales person: know your client and their needs.

Finally we wrap up this episode by talking about BANT and why it no longer works, and the hidden question executives ask themselves. Both of which you'll want to hear about so listen in to this edition of Grow My Revenue.

Discover more at http://www.growmyrevenue.com/business-cast/

Mar 28 2016

18mins

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Rank #14: 197 | Influence Redefined, Stacey Hanke

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Influence is not something you can turn on or turn off during high stakes moments. Instead, it comes down to constant practice. Stacey Hanke is the author of the book: Influence Redefined - Be the leader you were meant to be Monday to Monday. Stacey shares everything you need to successfully build trust and influence others to take action.

You’re going to learn a ton from Stacey Hanke!

Listen and Discover
> Three key elements that can really enhance your ability to influence others.
> Ways to avoid the biggest traps people fall into when it comes to influencing others.
> The ability to drive people to take action long after the interaction has occurred.
> Specific ways that you can get input and advice to shape how you appear to other people.
> And much more...

Jun 01 2019

30mins

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Rank #15: 177 | Winning Customers Away from Your Competition With Integrity - Part 1 of 2

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My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sales force management and performance.

In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with competition, selling value versus price and opportunity ID and conversion. These two episodes with Anthony are packed full of valuable insight and knowledge about the B2B selling. You're going to learn a ton from Anthony Iannarino.

Listen to this Part 1 of 2 and discover
> An integrity based selling approach.
> Methods to determine if what you offer/sell is a good fit for customers.
> How to align your sales approach with the way people make and approve decisions.
> Strategies to handle competitive situations.
> “Level Four Value Creation” and what it means to focus on value vs results.
> The difference between price and cost.
> And much more

Discover more about the Same Side Selling podcast at https://www.ianaltman.com/same-side-selling-podcast/

Jan 20 2019

28mins

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Rank #16: 223 | Lead Through Strengths, Lisa Cummings

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Lisa Cummings is a brilliant speaker and founder of Lead Through Strengths. She's a wealth of knowledge when it comes to leveraging your strengths for optimal results. There are 34 potential talent themes, everyone possesses a unique combination of these themes on their strengths profile. The idea of managing through strengths is uncovering people's strengths, then maximizing and leveraging those strengths to achieve greater success. Lisa shares how strengths are like an easy button to help you achieve the results you want.

For leaders in a selling environment, discover how to manage to everyone’s strengths so that you put the right people and pull the right resources, at the right time to best help your clients.

You're going to learn a ton with Lisa Cummings

Listen and Discover

How to uncover your strengths.
> The greatest misconception that people have when it comes to managing people's strengths and weaknesses in sales.
> How knowing your strengths can impact your performance with team members and lead to better results.
> Examples of different strengths profiles that people might have and you can coach those people through to success.
> What is the ideal strengths profile for a successful salesperson?
> And much more...

Dec 07 2019

31mins

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Rank #17: 151 | Practicing Fundamentals to Transform Your Performance, Alan Stein Jr.

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On this episode of Same Side Selling, Alan Stein, Jr. stops by to discuss what salespeople can learn from professional athletes. As someone who’s spent the last 15 years working with the world’s greatest sports stars, he believes that they can teach us a lot about maximizing our own potential.

Whether you’re a sports fan or not, I know you’re going to learn a lot from the conversation Alan and I have on this episode of Same Side Selling.

Listen to this episode and discover:

> Why Alan believes that fundamental skills are the basis of any successful career.
> How to identify the gaps in your own skill set that are holding you back.
> The steps you can take to start performing at a higher level.
> And so much more…

Jul 23 2018

29mins

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Rank #18: 200 | Sell Like An Expert Not a Salesperson, Ian Altman

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Welcome to the 200th episode of the Same Side Selling podcast! Traditionally businesses and salespeople take an always be closing approach to sales. This idea that you should constantly push for a sale.  On the other hand, leading organizations achieving remarkable growth and success with their clients take a very different approach.  They know how to sell like an expert and not like a salesperson.

Instead of focusing on always trying to make the sale and pushing for a close in every situation, successful organizations realize it is better to take the approach of finding impact together or FIT.   On this episode, I talk about this core principle of finding impact together from the second edition of Same Side Selling. In the second edition, we profile companies that more than double their growth rate while pursuing fewer opportunities and they qualify by finding impact together with their clients.

If you want to sell like an expert and not like a salesperson, tune in and discover a sales approach you can follow to achieve lasting success.

Listen and Discover
>What is finding impact together?
> 3 core areas of the sales process that will make a profound impact on success for you and your clients.
> How to disarm the notion that you're just there to sell something
> A method to help qualify which opportunities are worth pursuing and which ones aren’t.
> And much more...

Jun 21 2019

9mins

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Rank #19: 167 | Avoid The Sales Quota Trap, Ian Altman

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Sales quotas are meant to help businesses achieve incremental goals. But, if they become the primary focus for the seller to 'just close deals' without the client's best interest in mind, then you put so much at risk for your business.

I've seen too many sales professionals make rash decisions in order to meet a quota. For example, many might decide to offer huge, irresponsible discounts just so that they can close the deal before their incentive deadline hits.

On this episode, I share insight to help you get on the same side with your client when handling deadlines and sales quotas in a way that's beneficial for everyone.

Listen to this episode and discover:

> Common mistakes salespeople make when focused on closing deals to hit their quota.
> Why it's better to miss your quota than to sell to the wrong customer.
> Some things you can do to sell in a client-centric manner instead of a deadline-centric manner.
> And so much more...

Nov 10 2018

5mins

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Rank #20: 131 Kelsey Ramsden | Surviving Your Success

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On this week's edition of the Grow My Revenue podcast, I speak with Kelsey Ramsden. Kelsey understands that even the best and most successful leaders can stall and so we’re going to talk specifically about the biggest challenges that people face when they feel like they’ve stalled.  We also talk about the mindset that helps you get past that, some of the ways that people cope with that stalling and specific approaches you can take to keep you and your team energized going forward.

Mar 04 2018

32mins

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251 | 4 Steps To Effective Online Networking, Ian Altman

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In the Same Side Selling Academy, one of the popular questions I am seeing is about how to capture attention and network when in person networking events, trade shows, and "let's just grab coffee" are no longer options.

So how should you handle networking when the notion of networking has changed dramatically?

Find out my tips for what NOT to do, plus a 4 step process to capture the right kind of attention when networking online.

Jun 30 2020

5mins

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250 | The 3 Biggest Mistakes Selling Out of Crisis, Ian Altman

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In this episode, I want to talk about the 3 biggest mistakes I'm seeing being made during and coming out of this time of crisis.

For many, these past few months have been devastating. You want to emerge from this crisis and drive meaningful results, but there are three big mistakes that I've noticed. If you can avoid these three, then you're likely on the path towards success.

Have a listen and you'll find out my suggestions for what works and how to avoid these mistakes.

Jun 19 2020

6mins

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249 | Disarm Drives 20 Percent Increase, Sean Dailey

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I'm joined this week by Sean Dailey. Sean is an experienced marketing executive who helps businesses leverage digital marketing and social media ads to grow.

I met Sean through a mutual client where he combined his expertise in digital marketing with the principles of Same Side Selling to generate incredible results.

I'm certain that you'll be as impressed as I was when you find out how he did this and how simple it was to execute.

Jun 12 2020

29mins

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248 | Emotional Intelligence for Better Sales Performance, Colleen Stanley

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We're joined this week by Colleen Stanley, president of the sales development firm Sales Leadership. Colleen is the author of three books, and we're going to be talking about her latest one, Emotional Intelligence for Sales Leadership. Salesforce named Colleen one of the top influential experts of the 21st century. And we're only 20 years into that century.

In this episode we talk about the importance of emotional intelligence when looking to grow and train a successful sales team and how combining this will the skills of the job produces great overall performance.

There were so many important parts to this discussion that can help you and your teams - especially in times of change. Listen in and you will no doubt get huge value from this episode.

Jun 05 2020

24mins

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247 | Fixed Price vs Hourly - Which Works Best? Ian Altman

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In this episode, I want to talk about time and materials billing versus fixed price billing.

Over the last dozen years, I've had the pleasure of working with many companies who sell services to their clients. Most of them have historically priced their services by the hour. I want to suggest why that might not be a great idea for you or your clients.

This concept may make you feel a little uncomfortable, but take a listen and you'll see how a change in approach could make all the difference to you AND your clients

May 29 2020

5mins

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246 | Create a Forever Transaction, Robbie Baxter

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"So who are my best customers versus the not best and how can I optimize everything I do in the future around making sure that my best customers achieve their goals." - Robbie Kellman Baxter

I'm joined this week by bestselling author of The Membership Economy, Robbie Kellman Baxter. We discussed her new book, 'The Forever Transaction: how to build a subscription model so compelling your customers will never want to leave', which was released in April, 2020.

She coined the popular business term 'membership economy', which is now part of the business lexicon. Her clients have included Netflix, the Wall Street Journal, and Microsoft, as well as dozens of venture backed companies.

I got huge value from our discussion, I'm certain you will too and be inspired to also join the "Membership Economy"

May 22 2020

31mins

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245 | Come Out Of A Crisis With Noble Purpose, Lisa Earle McLeod

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Lisa Earle McLeod is an expert in motivating and leading organizations. She helps organizations accelerate revenue growth, increase competitive differentiation and ignite emotional engagement with a customer-driven methodology called Noble Purpose. She's the author of several books, my favorite being Selling With Noble Purpose and also Leading With Noble Purpose.

Research shows that organizations with a noble purpose bigger than money outperformed the market by over 350%. In fact, salespeople who sell with a noble purpose, whose intention is to improve the lives of their customers, outsell target focus salespeople.

On this episode, Lisa shares the steps you can take to start selling with noble purpose when coming out of a crisis. Lisa and I share so many views in common. I think you'll really enjoy this discussion

May 15 2020

28mins

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244 | Avoid Your Client's Crazy Buying Process, Ian Altman

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In this week's I wanted to speak with you about the challenge many people face when your potential client wants you to follow their process for making a purchasing decision. It may be that your client wants you to follow a process that you know won't result in success for either of you.

So how do you gain control from the beginning? And if things start to go off track, how can you turn it around?

Let me introduce you to a roadmap that will follow a buying process that ensures success, not a crazy one that leaves you and your client destined for failure.

May 08 2020

6mins

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243 | Prospecting During & After a Crisis, Jason Bay

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My guest this week is Jason Bay, who together with his wife Sarah, runs Blissful Prospecting. Jason is a returning guest because the great value he's delivered on his prior appearance. He's one of the true same side people I've encountered in the prospecting world and he knows just how to drop the right video or email to prompt a response.

We discussed how to prospect successfully both during a crisis and then coming out of a crisis. He also shares a free resource created just for listeners on the future of prospecting, which I know you will find useful.

I always learn a ton from Jason and I'm sure you will too.

May 01 2020

31mins

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242 | Retain Your Top Talent With Succession Planning, "Who Comes Next"

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I'm joined this week by Meridith Elliott Powell and Dr. Mary Kelly. They're the co-authors of the new book 'Who Comes Next: Leadership Succession Made Easy'.

Meridith is an award winning author, keynote speaker and business strategist. Mary Kelly is a PhD economist, corporate strategist and leadership development expert and one of the first women to graduate from the Naval Academy. Mary served 21 years as a commission officer on active duty in the Navy. She comments that some of her favorite jobs included being an intelligence officer, a chief of police, an HR director, and being part of the team that ran Pearl Harbor.

Between the two of them, Meredith and Mary have authored nearly 20 books.

I was clearly not the smartest person in the room in this conversation about succession planning. Please be sure to check out the resources that Mary and Meridith generously offered and be sure to pick up the book, which contains a roadmap of exactly how to plan for success.

Apr 24 2020

29mins

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241 | Improve User Experience AND Efficiency, Crystal Washington

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We're joined this week by technology strategist and futurist, Crystal Washington. Crystal regularly appears on major television networks and in business publications and she's the author of two books, 'One Tech Action' and 'The Social Media Why'.

This particular quote I think sums up how valuable this episode is for right now:

"I think a lot of people believe that the more technology we utilize, the more we should automate things in our sales processes. I take a very opposite approach. Yes, there's room for some level of automation, but I think in the new world that we are moving into right now, relationships matter more than ever. And so I'm a bigger fan of us using technology as a prompt for person to person interaction."

Crystal shares so much great information and if you ever have a chance to see her speak in person, don't miss the opportunity.

Apr 17 2020

25mins

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240 | A Proven Tool to Stand Above Competitors, Ian Altman

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This is a solo episode where I talk about competition.

Specifically, when you start speaking with a potential client who already has a relationship with another vendor, what's going through your mind?

In this episode I give you some strategies and examples on how we can delve way deeper than just price, build trust and help stand out from the competition.

I also talk about a tool called the Client Vision Pyramid, which is covered in more detail in the Same Side Selling Academy, and will kelp you to deal with discovering more about your competition and how to stand out.

Apr 10 2020

9mins

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239 | Influence and Human Nature, Bob Burg

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For 30 years Bob Burg helped companies, sales leaders and their teams to more effectively communicate their value, sell at higher prices with less resistance and grow their businesses.

He's best known for his Wall Street Journal and Business Week bestseller, the Go-Giver, which he coauthored with John David Mann. It's been translated into 28 languages. Across the four books in the Go-Giver series they've reached nearly 2 million copies.

Bob is an advocate, supporter, and defender of the free enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.

We had an excellent discussion about influence and human nature. Bob is a legend and you're about to understand why.

Apr 03 2020

29mins

Play

238 | How to Sell in Stressful Times, Meridith Elliott Powell

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I'm joined this week by Meridith Elliott Powell who is a brilliant sales mind who's written many books, is considered a top sales expert to follow by LinkedIn and happens to be one of my favorite fellow keynote speakers.

We're going to discuss how selling in times of crisis is not a bad thing, that it isn't time to stop and how adapting the way we communicate with and show understanding of clients' situations is so important.

Listen into our discussion for ideas on how you can adapt not only how you sell, but the products and services you can offer in challenging times. I think you'll also gain an understanding of why Meridith is one of my favorite peers.

Mar 27 2020

23mins

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237 | Sell and Communicate Under Stress, Ian Altman

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This is a special solo episode on selling and communicating under stress.

I recorded this episode at a time when when we are under siege from a global pandemic. Businesses across the spectrum are closed. Citizens are either literally or essentially under quarantine and at home. So how do you continue to grow your business under these times or how do you survive and do the best you can do?

Let me guide you through some examples and some ideas that you could apply yourself.

Mar 20 2020

7mins

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236 | How Do You Get To The Truth In Selling Situations? Ian Altman

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In this solo episode I talk about getting to the truth in complex selling situations.

I often say that effective selling is not about persuasion or coercion. It's about getting to the truth as quickly as possible and sometimes you might find that you have something in your process, in your system, something about your business offering that your client or prospect just says, those don't work for me.

If you're looking for a simple way to be not only open in your discussions, but to get decisions that everyone feels comfortable with, listen in and see how this approach makes a difference for you.

Mar 14 2020

6mins

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235 | Build Your Fanocracy, David Meerman Scott

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I'm joined this week by David Meerman Scott, he's the co-author of the new Wall Street Journal bestselling book 'Fanocracy' which he co-wrote with his daughter, Reiko. He's a multi bestselling author. If you've ever heard the term 'Newsjacking', that's one of his other books.

Part of our conversation was around the joy of writing a book in collaboration with his daughter, the experience of becoming best selling authors together, but we also covered so much more from the book that you can apply to your organization straight away that combines David's experience with Reiko's background in neuroscience and medicine.

I'm sure you'll agree that we had a fascinating conversation. You'll learn a ton from the talented David Meerman Scott.

Mar 07 2020

24mins

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234 | Tame Your Advice Monster, Michael Bungay Stanier

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This week's guest is Michael Bungay Stanier, the Wall Street Journal bestselling author of The Coaching Habit. He sold about three quarters of a million copies and it's one of a few business books that actually makes you laugh.

We're talking about his new book, The Advice Trap, which is out very soon. The book has some really interesting insights about what Michael calls the 'Advice Monster', which hides behind well meaning people who give advice to others who may not want it. We also discuss the notion of fake questions and fake listening that we often fall into, even when our intentions are good.

It's always a fun and fascinating conversation with my friend Michael Bungay Stanier.

Feb 29 2020

24mins

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233 | Reframe Problems and Tap Into Innovation, Stephen Shapiro

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Our guest this week is Hall of Fame speaker Stephen Shapiro, and we're talking about innovation and solving problems. Stephen led a 20,000 person innovation practice at Accenture. Since then he's written six books on innovation, including 'Best Practices Are Stupid', which was named the best innovation and creativity book of the year.

We're talking about his latest book, 'Invisible Solutions, 25 Lenses that Reframe and Help Solve Difficult Business Problems', which launches March 3rd.

Stephen shared so many insights that you can use right away. I'm certain you will learn a lot.

Feb 22 2020

26mins

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232 | Follow-up Emails That Drive Results, Ian Altman

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In this solo episode I talk about what information people typically share with clients in proposals and email follow-ups that drive results and why that matters to your client.

I introduce the proven model that allows you to ensure you're recording all of the right details from your meetings and then enables you to follow up successfully. 

If you're looking to improve how you help clients make decisions and create a process for creating effective follow-up emails, then learn in this episode how the Concise Business Case can help.

Feb 15 2020

9mins

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iTunes Ratings

63 Ratings
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Very Informative!!

By GessieS - Jan 14 2020
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Great podcast for business owners… tons of valuable information!

Great info with a relaxed feel

By John Jantsch - Oct 21 2019
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I listent to Same Side Selling and I've been a guest on Same Side Selling and every time I come away with the feeling that I'm just having or listening to some folks talk about stuff they know in a manner that makes it useful for anyone that needs to get better at something.