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Same Side Selling Podcast

Updated 8 days ago

Business
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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

59 Ratings
Average Ratings
58
0
0
1
0

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.

Sell without selling...

By 44sports - Sep 24 2019
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I have learned SO much from Ian about the sales process. Provide value and show your worth to a potential client and you don't need to "sell." His podcasts and guidance are invaluable to anyone business. This is a must listen-to podcast!!!

iTunes Ratings

59 Ratings
Average Ratings
58
0
0
1
0

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.

Sell without selling...

By 44sports - Sep 24 2019
Read more
I have learned SO much from Ian about the sales process. Provide value and show your worth to a potential client and you don't need to "sell." His podcasts and guidance are invaluable to anyone business. This is a must listen-to podcast!!!
Cover image of Same Side Selling Podcast

Same Side Selling Podcast

Latest release on Jan 17, 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: 079 | How Asking the Right Questions Can Shorten the Sales Cycle and Lead to Better Results

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Have you ever wanted to peer inside a potential customer’s mind to understand how he or she makes a buying decision? Have you ever wondered what key questions a prospect asks himself when deciding whether or not to buy your product or service? Do you wish you could crack the code on how a customer thinks so you can shorten the sales cycle and achieve the business results you’re after?

In today’s episode I discuss a few of the common misconceptions salespeople have with regard to their prospects’ buying and decision processes – and how to develop the skills necessary to uncover a buyer’s real motivations.

Plus, I'll be weighing in on how businesses get it wrong when describing what the customer's buying cycle looks like, and how you should look at it instead. Listen in for those topics and more on this special solo edition of Grow My Revenue.

Listen to this episode and discover:

· How to glean better insight into the sales process in order to achieve better results.
· The types of questions you should be asking during sales conversations.
· How to prepare for a sales encounter in order to accelerate the sales cycle and stop wasting time on bad opportunities.
· And so much more…

Episode Overview

I lead workshops all over the world and have trained thousands of CEOs and sales execs on how to achieve better results in business. One of the questions I get asked all the time by salespeople is about how they can encourage and facilitate faster buying decisions from prospective customers. In other words, they want to know how to get to the sale faster.

The trouble is, the way businesses think about the sales cycle is all wrong. In fact, in most cases, it’s a complete waste of time.

Today, I’ll show you a better approach to the buying process that can actually shorten the sales cycle and lead to better revenues. You'll learn:

· How to uncover the truth behind a prospect’s motivation to buy.
· The three key questions you should be able to answer in every sales conversation (answering these questions is nearly guaranteed to shorten the sales cycle every time).
· Why following a script can undermine a sale.
· What top performing salespeople do that others don’t.

When you listen in, you'll hear the types of questions not to ask if you want to see better results and what to ask instead. You'll also hear how the old methods of sales no longer work, and the specific steps to follow to have more productive, insightful sales conversations on this edition of Grow My Revenue.

For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/ian-altman-asking-right-questions-shorten-sales-cycle/

Feb 19 2017

16mins

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Rank #2: 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 #3: 123 Chris Voss | Influence And Negotiation, Not Just For The Hostage Negotiator

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On today’s edition of the Grow My Revenue podcast, I speak with former FBI hostage negotiator, author and negotiation and influence expert Chris Voss. Chris says that 90% of his job as a negotiator is disarming and he never wants to fool anybody, they need to believe in everything he says.  Much the same as it is in sales.  In fact, "hostage negotiators are the ultimate cold callers," he says.

Jan 07 2018

31mins

Play

Rank #4: 098 Marylou Tyler | How To Consistently Fill Your Sales Pipeline With Qualified Prospects

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No matter what business you’re in, if you want to be successful, you have to be good at sales. I don’t mean simply good at closing sales. I mean good at identifying, attracting and building relationships with the right customers. You can’t close deals if you don’t have qualified prospects continuously entering sales pipeline.
Today I talk to Marylou Tyler, a sales and process expert who helps businesses fill their sales funnels with qualified leads that go from “cold” to “closed” in an efficient and predictable way. Marylou shares with us the secrets to effective cold-calling and the biggest mistakes salespeople make when reaching out to potential clients.

Jul 02 2017

31mins

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Rank #5: 114 | How To Reach Prospects When You Are Brand New To Sales

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On this episode, I discuss the fundamentals of prospecting — how to determine the number of clients you need to contact to meet your goals; what to say once you get through them; how to follow up properly; and how to manage your time efffectively so you’re maximizing your efforts.

Oct 22 2017

19mins

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Rank #6: 003 Seth Godin | Remarkable Business Wisdom

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Anyone that has ever struggled with “How to rise above the competition and be noticed”, should listen to this GrowMyRevenue Business Cast episode. Business marketing luminary Seth Godin shares unconventional strategies for innovation, pricing and marketing.

Sep 25 2015

36mins

Play

Rank #7: 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

Play

Rank #8: 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

Play

Rank #9: 218 | The Power of Persuasion and Psychology in Sales, Connie Podesta

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We are joined this episode by the legendary Connie Podesta. Connie, an expert in the psychology of human behavior and sales strategies has helped millions of people take sales to a whole new level. Her psychological background and business perspective provide us amazing insight into sales. In this episode, we talk about some of the keys to psychology that can really influence your sales success.

You're going to learn a ton from Connie Podesta!

Listen and Discover

> What it means to take psychology seriously in sales and business.
> Why it's more important to “quit” doing things rather than say what you're going to do
> Insights  “The Best Sales Book Ever -  Cut Through The Obstacles and Send Sales Through The Roof" - that Connie co-wrote with Meredith Elliott Powell.
> And much more...

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

Nov 01 2019

37mins

Play

Rank #10: 219 | The Good, The Bad, and The Ugly of LinkedIn

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I'm joined once again by Bob London of Chief Listening Officers. In this episode, we talk about the good, the bad, and the ugly of LinkedIn. Our goal is to help people understand what works and doesn't work on LinkedIn - and why. Plus we dive into specific principles and approaches you can adopt in networking and communication that could help your business.

Listen and Discover

> The biggest mistakes people make on LinkedIn and how to avoid doing the same thing.
> How to connect with someone new on LinkedIn.
> The benefit of spending more time listening on LinkedIn and how to do that.
> What it means to establish yourself as a subject matter expert, not as someone who's just there to sell something.
> And much more...

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

Nov 09 2019

25mins

Play

Rank #11: 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 #12: 122 Dr. Theo Tsaousides | The 7 Hidden Brain Blocks That Keep You From Achieving Success

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My guest today, Dr. Theo Tsaousides, says there are seven hidden brain blocks that prevent us from realizing our full potential. These brain blocks run in the background of our lives, often times sabotaging our goals and dreams. Because they operate mainly out of sight, most people aren’t aware they have these blocks until they reach critical mass.

Dec 17 2017

32mins

Play

Rank #13: 105 | Breaking Bad Habits, and Why Questions Are Way More Powerful Than Statements and Giving Demos

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Too often I see salespeople clamoring for the chance to give prospects a demo of their products. They think that if they could just show clients how their products and services work, the orders would come pouring in. In the same vein, sales people (mistakenly) believe if they just made clients aware of the problem, they’d be eager to sign up, regardless of whether they believed the problem was important or not.

Aug 20 2017

14mins

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Rank #14: 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

Play

Rank #15: 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

Play

Rank #16: 156 | Marketing & Sales in the Age of Social Media, Erin Gargan King

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Marketing events have always been important in business. Trade shows, for example, give companies the chance to educate the public about their products and connect with potential customers. But, as Erin Gargan King points out, today's consumers can get most of their education online. After all, companies should already have that information on their website.

Just because we use the internet to educate our customers, though, doesn't mean that marketing events are obsolete. In fact, they may be more important than ever. They still give us the opportunity to meet our future clients face-to-face. When they go well, they allow us to form real human relationships with our online audiences.

On this episode of Same Side Selling, Erin joins me to discuss the ways in which companies can get the most out of marketing events in the social media age. You're going to love our conversation!

Listen to this episode and discover:

Some mistakes that companies make during even preparation.
The traps that keep companies stuck in the past.
How you can use social media to get the biggest ROI from marketing events
And so much more…

Aug 27 2018

33mins

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Rank #17: 152 | Why Success Requires Setbacks - Lessons From Mt. Everest, Alison Levin

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On this episode of the Same Side Selling podcast, Alison Levine shares valuable insight on leadership and how to have the right mindset to propel your success to new levels. As a history-making adventurer, Alison has survived sub-zero temperatures, hurricane-force winds, sudden avalanches….and a career on Wall Street. Alison learned a lot on her numerous expeditions and she uses that wisdom to help people become better leaders.

No matter what mountain you’re trying to climb, you’re going to learn a ton from Alison in this episode of Same Side Selling.

Listen to this episode and discover:

> Some common misconceptions about leadership.
> Why taking a step backward is different than accepting defeat.
> How to shift your mindset to take your business to a new level.
> And so much more…

Jul 30 2018

32mins

Play

Rank #18: 182 | Achieve Your Limitless Potential, Laura Gassner Otting

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Laura Gassner Otting is the brilliantly talented author of the new book Limitless. Laura inspires people to push past the doubt and indecision that keep great ideas in limbo. She dares us to find our voice, and generate the confidence needed to tackle larger-than-life challenges. In this interview with Laura, we talk about the greatest misconception people have about defining your purpose or calling in life, how that can apply to not only you but people with whom you work and then how we develop consonants. In essence, making sure if the work we're doing aligns with the things we're passionate about, you're going to learn a ton from Laura Gassner Otting.

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

Feb 16 2019

31mins

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Rank #19: 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 #20: 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

Play

228 | Proven Framework to Boost your Pipeline, Ian Altman

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One of the most common sales questions: how can you best evaluate opportunities? There may be deals that have been sitting in your pipeline for a while and there may be relatively new opportunities. You may be wondering which of these deals are worth pursuing and which are not? Many forecasts are filled with hopes and prayers. The problem is that if you invest an equal amount of effort on every opportunity, then you are likely spending time on some deals that are just not worth your time at the expense of the ones that are a great fit for you.

In this episode, I share a proven framework that I use with companies that will help you evaluate opportunities and deals to see where you should and should not invest time.

Listen and Discover

- How to put finger on the pulse of which opportunities need a little more attention and which ones should be just handed off to your least favorite competitor and let them chase their tail around it.

- Seven questions to answer to help determine if an opportunity is real or not real.

- How to accelerate your revenue grow with the Same Side Selling harsh honesty framework

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

Jan 17 2020

7mins

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227 | The Secret to CRM and Sales Engagement Platform Success, Gessie Schechinger

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Gessie Schechinger is passionate about helping organizations leverage technology and automation to surpass revenue targets so he can help protect the golf and bar time for salespeople. He labels himself as the laziest salesman in America as well as the Vice President of Sales for the OnCourse, a sales engagement platform. OnCourse has a pretty interesting approach to CRM and sales engagement.

In this episode we talk about the biggest misconception when it comes to CRMs, the difference between a sales engagement platform and a CRM and how you can actually make it so that the platform your organization adopts is something that reps want to use rather than something that they feel like they have to use.

You're going to get some great insight from Gessie!

Listen and Discover
> What's the biggest misconception when it comes to CRMs.
> The difference between a sales engagement platform and a CRM.
> A strategy for finding a platform that best fits your organization’s needs and goals.
> What role software should play in the sales process.
> How to ensure the CRM or sales engagement platform is something that your reps want to use rather than something that they feel like they have to use.

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

Jan 11 2020

27mins

Play

226 | Captivating Attention from the Walking Dead, Jay Bonansinga

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I'm joined in this episode by Jay Bonansinga. Jay is the New York Times bestselling author of the Walking Dead novels, as well as 20 other fiction and nonfiction books and really one of the most imaginative writers of thrillers according to the Chicago Tribune. We're going to talk about the biggest misconception people have when it comes to storytelling in business. Jay shares insight into how you capture someone's attention and imagination.

You're going to learn a ton, no suspense necessary with Jay Bonansinga.

Jan 04 2020

31mins

Play

225 | Surviving the Jackassery in Your World, Alison Stratten

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Alison Stratton is the coauthor of the new book that I absolutely love, called The Jackass Whisper, How to deal with the worst people at work, at home and online - even when the Jackass is you. Alison and her husband Scott are Jackass experts, co-authors of five best-selling business books, co-owners of UnMarketing Inc and co-hosts of not only The UnPodcast.

Jackasses are the purveyors of pet peeves - the people who bring irritations to our lives. Alison’s approach helps you become way more aware of the different circumstances where we have a choice about how we respond to someone that’s being a jackass and becoming aware of when we might actually be the jackass. All those little irritations that happened during our day, tend to suck the energy out of us. With Lisa’s help, we can have so more energy and be more kind to each other, freeing us to solve some of those bigger problems in our day.

You're going to learn a ton with Alison Stratton.

Listen and Discover

> Strategies for dealing with the worst people at work, at home and online.
> How to stop the spreading a negative attitude.
> Instead of complaining about something learn what should you do when something irritates you.
> Why the way you elect to complain is a function of whether you're seen as the jackass or whether it works out.
> The power of empathy, especially in business.
> And much more...

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

Dec 20 2019

35mins

Play

224 | Disarm The Procurement Process, Ian Altman

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Have you ever had a situation where a client wanted you to follow a crazy process that they have in terms of their procurement process? And you knew that their process wasn't going to give them the best outcome. Instead, you wanted them to follow your process to ensure successful results for them. In this episode, I share how you can navigate this type of situation. I'm going to give you specific ideas on how you can actually help your client see that you have an approach that would work really well for them.

Listen and Discover

> How to open your client’s eyes to the possibility that you have a way that will help them reach a better outcome.
> Elements that you should include in mapping out a roadmap to success with your client.
> The power of using the phrase “Would you be open-minded to...”
> A strategy to help identify the key stockholders in a client’s decision-making process.
> And much more...

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

Dec 13 2019

13mins

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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

Play

222 | Navigating Generational Differences in The Workplace, Chad Sanderson

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Chad Sanderson is an award winning sales marketing and business strategy consultant. He works with global companies helping them optimize their sales across markets and verticals. In this episode we talk about the biggest misconception people have about generational differences in the workplace and in sales. Chad shares his methodology that guides organizations to look at their processes and structure through a new lens.
You're going to have a great time listening to Chad Sanderson.
Discover

- Guidance on how to connect and make an impact with each others.

- Where to start in terms of creating synergy and getting effective results cross generationally within your organization.

- Understanding the different generation with shapes.

- The problem with on-boarding programs organization typically use for their new employees

- The importance of consistency in selling behavior to drive results.
Discover more a thttps://www.ianaltman.com/same-side-selling-podcast/

Nov 30 2019

30mins

Play

221 | Selling Authentically from The Heart, Christine Schlonski

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Christine Schlonski hosts the Heart Sells podcast and works with entrepreneurs who are heart-centered impact-driven and love what they do but maybe struggle a little bit with selling. Christine shows entrepreneurs how to sell with ease, grace, and confidence while being authentic. We're going to talk about the biggest challenges and high-pressure sales, how to introduce a little bit of levity into your team and how that mindset can shift results for your organization. I also love how Christine compares sales to Argentine tango.

You’re going to learn a ton from Christine Schlonski.

Listen and Discover

> How to create a collaborative rather than an adversarial dialogue with a client.
> Ideas for coping with stress and getting in the right mindset
> Techniques for introducing levity or humor into business situations.
> And much more...

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

Nov 23 2019

25mins

Play

220 | Why Clients Hide the Truth From Sellers, Ian Altman

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People often come to me and say, look, we understand from Same Side Selling that we should be asking questions. However, my clients just won't answer the questions. it gets really frustrating and just becomes adversarial right from the start with the client. In this week's episode, I address the reasons why clients are reluctant to share information and how you can overcome that.

Listen and Discover

> Why people are reluctant to share information during the sales process.
> An approach to help you make it clear to your prospect that you are more interested in their results than making the sale.
> How to build trust early in the sales process
> And much more...

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

Nov 15 2019

10mins

Play

219 | The Good, The Bad, and The Ugly of LinkedIn

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I'm joined once again by Bob London of Chief Listening Officers. In this episode, we talk about the good, the bad, and the ugly of LinkedIn. Our goal is to help people understand what works and doesn't work on LinkedIn - and why. Plus we dive into specific principles and approaches you can adopt in networking and communication that could help your business.

Listen and Discover

> The biggest mistakes people make on LinkedIn and how to avoid doing the same thing.
> How to connect with someone new on LinkedIn.
> The benefit of spending more time listening on LinkedIn and how to do that.
> What it means to establish yourself as a subject matter expert, not as someone who's just there to sell something.
> And much more...

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

Nov 09 2019

25mins

Play

218 | The Power of Persuasion and Psychology in Sales, Connie Podesta

Podcast cover
Read more
We are joined this episode by the legendary Connie Podesta. Connie, an expert in the psychology of human behavior and sales strategies has helped millions of people take sales to a whole new level. Her psychological background and business perspective provide us amazing insight into sales. In this episode, we talk about some of the keys to psychology that can really influence your sales success.

You're going to learn a ton from Connie Podesta!

Listen and Discover

> What it means to take psychology seriously in sales and business.
> Why it's more important to “quit” doing things rather than say what you're going to do
> Insights  “The Best Sales Book Ever -  Cut Through The Obstacles and Send Sales Through The Roof" - that Connie co-wrote with Meredith Elliott Powell.
> And much more...

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

Nov 01 2019

37mins

Play

217 | The Secret to How One Company Grew 10 Fold, Raman Sehgal

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We’re joined by a repeat guest, Raman Sehgal, the founder and CEO of ramarketing. A few years ago Raman shared with us how he successfully doubled his business growth. Since that discussion, Raman has grown the business 10 fold! This case study episode highlights the biggest misconceptions when it comes to business growth and the specific things that Raman’s team did to help them focus on the right types of clients to accelerate their trajectory. We also dive into things that you can do in your business to achieve remarkable growth.

Listen and Discover
> Why it never works to chase any and all business.
> The impact of trying to be everything to everyone.
> How to disarm the notion so that you're not just there to sell something whether the client needs it or not.
> That all PR is not good PR.
> Why it’s essential to know the problems and value that you deliver for your clients.
> And much more...

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

Oct 25 2019

35mins

Play

216 | Habits of Becoming Self-Reliant, John Jantsch

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Whether you are a CEO or a senior executive or someone in sales, the discipline of self-reliance is critical to your productivity and success.

In this episode, John Jantsch explains the importance of self-reliance and how to develop the habit of becoming self-reliant. You'll also hear an excerpt from John’s new book, The Self-Reliant Entrepreneur, Daily Meditations to Feed Your Soul and Grow Your Business.

John certainly opened my eyes to the impact of becoming more self-aware and the importance of focusing on it every day. I am surprised what a difference spending just a few minutes every day on this can make.

You’re going to learn a ton with John Jantsch!

Listen and Discover
> The key stages of being self-reliant.
> How to become more self-aware.
> An approach to dealing with the fear of risk and failure in business.
> Where success comes from and how to impact it.
> And much more...

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

Oct 19 2019

35mins

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215 | Attract Your Ideal Customers, Ian Altman

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In this episode, I talk about the best approach to use during that initial contact with someone. It could be with an inbound inquiry, an outbound call with a potential client, or someone you're connecting with via networking opportunity. I share how to avoid the biggest mistake that is incredibly common during initial contact situations - it’s known as prematurely pitching your product and service.

Listen and Discover

> Why prematurely pitching your product and service only repels a potential customer.
> How to avoid sounding like a stereotypical salesperson during the initial contact.
> A method to determine whether or not a potential customer has a problem that you’re good at solving, that they feel is worth solving.
> The Same Side Pitch - follow this idea of Entice, Disarm, and Discover.
> And much more...

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

Oct 11 2019

12mins

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214 | Sales Results With Video, Marcus Sheridan

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We’re joined by a repeat guest, Marcus Sheridan. Marcus is a guru when it comes to marketing and sales communication.  In this episode, we focus specifically on video communication in the world of sales. Video content is a powerful tool that is often overlooked or even avoided. Marcus shares how video can help shorten sales cycles and accelerate the client’s decision-making process.

You’re going to learn a ton with Marcus Sheridan!

Listen and Discover

> The biggest misconception people have when it comes to video communication in the world of sales.
> How to have a culture of video with sales and marketing.
> Is video a marketing or sales tool?
> Why video can help build trust.
> Two keys that can help you shorten sales cycles.
> How video can help accelerate the client’s decision-making process.
> And much more...

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

Oct 05 2019

29mins

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213 | Insider Sales Secrets of the Top 1% Achievers, Scott Ingram

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Scott Ingram is quota carrying B2B sales professional with a $3 million quota. In his spare time, Scott hosts two sales podcasts where he interviews and deconstructs world-class sales performers to uncover their favorite sales books, habits, routines, strategies and tips. Scott believes we can learn the most from people who are the best and he practices that daily with his endeavors.

We have a great discussion about attributes and traits the top 1% performing sales professionals have in common, CRM processes and what it takes to be successful. You’re going to learn a ton from Scott Ingram!

Listen and Discover

> The biggest misconception people have about the top-performing salespeople.
> Attributes and traits top performers have in common.
> Why commission and the dollars actually aren't the biggest drivers for salespeople.
> What makes CRMs work (and not work) for sales professionals.
> And much more...

Discover more at the Same Side Selling Podcast a thttps://www.ianaltman.com/same-side-selling-podcast/

Sep 27 2019

33mins

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212 | The DIY Guide To PR, Christina Daves

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Christina Daves, the DIY (Do-It-Yourself) PR strategist joins us to share a ton of tips and pointers that can help with public relations and getting free publicity for your business.

Having no resources for advertising or hiring a PR firm, Christina taught herself everything she could about generating her own publicity. She has appeared in over 1000 local and national media outlets and has a regular segment on Good Morning Washington. Christina, together with her clients, reached over 873 million views and generated over 8 figures in sales from free publicity in one year.

Well known for her best-selling book, PR for Anyone™ - 100+ Affordable Ways to Easily Create Buzz for Your Business, Christina has a new book called The DIY Guide to Free Publicity.

I’m thrilled to have Christina share her wisdom with you because I learned so much from her and I'm sure you will too!

Listen and Discover

> The biggest misconception about PR and which pitfalls you can avoid.
> How to become a valuable asset for media outlets.
> Some of the traps or mistakes that people make when they're trying to pitch ideas.
> Specific steps you can take to become PR famous.
> How to move the needle and help get free publicity on your own.
> And much more...

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

Sep 21 2019

29mins

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211 | Stop Convincing Your Prospects, Ian Altman

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As soon as you start trying to convince someone, you sound like a stereotypical salesperson and you don’t want to fall into that trap. On this episode discover how to shift your focus away from convincing clients and prospects. Instead, you want your prospect to convince YOU they have a problem that's worth solving. This mindset shift can really make a difference in your business and the top-performing clients the I work with see measurable results from it.

Listen and Discover

> How to uncover the Issues your customers are trying to solve.
> Questions you can ask to uncover the Impact and Importance with your client.
> Why defining results with your client will help you stand out over other organizations.
> And much more...

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

Sep 14 2019

13mins

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210 | Building Relationships Through Video, Ethan Beute

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Every day we entrust some of our most important messages to a form of communication that doesn't build trust, provide differentiation, or communicate clearly enough. Ethan Beute explains how to dramatically improve relationships and results with your customers, prospects, and team by adding personal videos to emails, text messages, and social messages.

Ethan is the Chief Evangelist at BombBomb - a company helping people become more successful in implementing simple, personal videos to rehumanize their businesses. On this episode, Ethan shares great insight from his new book Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience

You're going to learn a ton from Ethan Beute!

Listen and Discover

* Specific tips to ensure you come across authentically in video communication with your customers and employees.

* How you can use video to follow-up with clients after a meeting in competitive situations.

* Methods to help you become more relatable via video.

* What constitutes ‘good enough’ in video messages.

*And much more...

Sep 07 2019

35mins

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209 | What Clients REALLY Want in Product Demos, Greg Dickinson

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It’s not possible (or smart) for sales to give a product demo to every potential customer. Technology has changed the buying and selling process. Companies have invested hundreds of millions of dollars to help transform the customer engagement experience during the buyer’s journey. Despite this investment, many companies still have parts of their customers’ journey stuck in the past. In the episode, we talk about ways to satisfy buyer needs in the pre-sales process by applying technology to improve your pre-sales resources and demo process.

Greg Dickinson is the founder of Omedym, a technology company that is on a mission to allow companies to engage with their customers in a completely new way. It's really a fascinating discussion with Greg!

Listen and Discover
> The biggest mistakes when it comes to using product demos and videos in the sales process.
> Are pre-sale product demos necessary?
> How to deliver the right information that each buyer needs or wants for their evaluation at the right time.
> Methods to more intelligently provide video and other content targeted specifically to your customers.
> And much more...

Aug 31 2019

28mins

Play

iTunes Ratings

59 Ratings
Average Ratings
58
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0
1
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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.

Sell without selling...

By 44sports - Sep 24 2019
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I have learned SO much from Ian about the sales process. Provide value and show your worth to a potential client and you don't need to "sell." His podcasts and guidance are invaluable to anyone business. This is a must listen-to podcast!!!