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Same Side Selling Podcast

Business & Economics Podcasts

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

Location:

United States

Description:

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

Twitter:

@IanAltman

Language:

English

Contact:

+1 240.242.7460


Episodes

How This Company Grew Dramatically In Just One Year

3/27/2024
Issues & Risks Next steps Questions discussed Outline Adopting Same Side Selling in a physical therapy practice with 6 facilities in Alabama. Differentiation in physical therapy market. Implementing Same Side Selling in a physical therapy business. Ethan describes seeing a 34% growth in referrals and a target of 30+% this year since implementing Same Side Selling. Sales growth and professional development in a healthcare company.

Duration:00:23:14

Magical Email Subject Lines to Increase Open Rates

3/4/2024
Which subject lines might your audience open in their inbox? How to come across as subject matter experts, not stereotypical sellers What is the goal of your cold outreach? Are you trying to get too much, initially? Where do LinkedIn Polls come into play when it comes to Cold Outreach? What should be your goal of the discovery meeting? Hint: It's not getting a meeting.

Duration:00:06:38

The correct way to follow up after a break

1/24/2024
Topics covered: - Effective follow up after a break like the holidays or when it's been a while since contacting someone - Two scenarios: after a break, or when they've gone "dark" - The key is to "disarm" and not make it about selling - Focus on understanding what issues they wanted to solve originally - Acknowledge that priorities may have changed and it's okay if they tell you it's no longer a fit - For cold calls, discuss common issues others in their role/industry face without assuming they have the same problems - Use the Client Vision Pyramid to understand their current needs and see if you can add value

Duration:00:05:29

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

12/21/2023
Answering "What Do You Do?" In this episode, Ian Altman discusses effective strategies for answering the common question "What do you do?" in networking and sales situations. Key takeaways: Key Quote: "See, when you meet somebody, you can either show up as someone who's there to sell something, or someone who is there to solve something. We always want to make sure we're showing up as someone who's there to solve something."

Duration:00:05:46

Pricing pressure? How top performers maintain profit margin.

11/27/2023
In this week's Same Side Selling podcast, host Ian Altman discusses three important topics: the common trap of ineffective prospect messaging that focuses too much on the seller's perspective rather than solving customer problems; dealing with increased pricing pressure in the current economic climate by keeping conversations focused on results and differentiation rather than price alone; and the consistent practice of an intentional, structured selling methodology that sets apart top sales performers - committing to skills practice for an hour each week is key for salespeople to achieve greater success through polished and disciplined selling techniques. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinX/TwitterWebsiteian@ianaltman.com

Duration:00:06:07

Stop Asking About Budget And Other Bad B2B Sales Questions

10/4/2023
Have you been making the mistake of asking your customers about budget or who the decision maker is? In this episode, Ian Altman reveals the secrets to successful B2B selling. Discover why asking about budget, decision-makers, and offering the cheapest option can backfire. Ian shares a game-changing approach that focuses on uncovering what truly matters to your clients using the Same Side Quadrants methodology. Tune in for essential insights that can revolutionize your B2B sales strategy. Don't miss this episode – it's your key to building stronger client relationships and boosting your sales success. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:07:40

What Yellowstone Teaches Us About Selling

9/27/2023
In this captivating episode, Ian Altman draws intriguing parallels between the reliability of Yellowstone's Old Faithful geyser and the key qualities clients seek in business partnerships. Ian explores how predictability, consistency, and a commitment to delivering desired outcomes can make a significant impact on client relationships. Discover how you can become the "Old Faithful" in your industry and provide the reliability your clients truly value. Tune in now for insightful lessons from nature that can transform your business approach. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:06:45

Has Cold Outreach Gotten Harder in B2B Selling?

9/20/2023
Are you finding cold outreach more and more difficult? In this episode, Ian Altman tackles the evolving landscape of B2B cold calling. He dives into why it's becoming increasingly challenging to reach potential clients and offers practical insights into overcoming these obstacles. Ian emphasizes the importance of crafting compelling messages, disarming your approach, and empowering the recipient to decide the next steps. If you're looking to enhance your cold outreach game and achieve better results, this episode is a must-listen. Don't forget to like, share, and subscribe for more invaluable sales strategies. Tune in and revolutionize your approach to B2B cold outreach. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:06:34

3 Biggest Fails In Sales Kickoff Meetings

9/13/2023
In this episode of the Same Side Selling podcast, Ian Altman reveals the three biggest blunders that can sink your sales kickoff meetings. Drawing from his wealth of experience with B2B companies, Ian discusses the importance of starting by asking your team where they're struggling, offering practical solutions. He also highlights the pitfalls of using these meetings solely for product announcements and explains how involving your sales force can lead to better results. Tune in now to revolutionize your sales kickoff meetings and set your team on the path to unparalleled success! Subscribe, share, and look forward to our next episode for more expert guidance. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:05:45

How To Overcome Rejection In Sales

9/6/2023
Have you struggled with facing rejection in your sales position? In today's episode, Ian addresses the fear of rejection in B2B sales. He introduces the concept of finding the right fit with clients, much like matching puzzle pieces. Ian emphasizes the importance of focusing on solving client problems rather than pushing products since not every client is a right fit for your solutions. He also shares the Same Side Quadrants framework for understanding client needs, helping you shift from selling to problem-solving. Tune in to learn how to properly qualify leads to avoid feelings of rejection, build meaningful client relationships, and increase your sales revenue. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:07:08

The Most Overlooked Obvious Mistake In Email Outreach

8/30/2023
Discover the secrets to effective email outreach on this week's episode of the Same Side Selling podcast. In this episode, Ian Altman uncovers the most common mistakes that businesses make when reaching out via email. Are your messages getting lost in spam folders? Are your carefully crafted campaigns falling flat? Ian dives deep into the traps to avoid and the tactics to embrace. Learn how to shift from selling to solving, master the art of subject lines, and create emails that not only get opened but also spark meaningful conversations. Tune in now to supercharge your outreach game! ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:09:51

3 Unexpected Beliefs in B2B Sales

8/23/2023
There are three essential beliefs crucial for success in B2B sales and in this episode Ian Altman reveals some unexpected perspectives. While the first belief centers on the customer's conviction that your product or service warrants a change, the subsequent two beliefs are equally pivotal. Ian shares the importance of the seller's confidence in their offering's value and the buyer's belief in their team's ability to implement the solution. Ian unravels how addressing these beliefs bridges the gap between buyers and sellers, fostering a common ground for effective B2B sales. Tune in to discover an insightful approach and techniques for successful B2B selling. Subscribe, share, and join us next week for more insights on the Same Side Selling podcast. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:07:18

How This Team Built A Culture Of Growth

8/16/2023
Are you looking to build a culture of growth in your organization with a proven sales strategy? In this episode, Ian Altman is joined by Kevin Bock and Eric Keebler of Precision Air Convey to share their transformative journey. These industry experts discuss their transformative sales approach to fostering growth, refining lead qualification, and drastically reducing sales cycles. Gain insights into how their innovative approach has not only boosted revenue but also redefined client interactions. Tune in for invaluable insights on transforming sales practices for lasting success. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:34:17

How To Build The Best Team Ever with David Burkus

8/9/2023
Looking for tips on how to build the ultimate team in your business? In this episode, Ian Altman is joined by with organizational psychologist and author of Best Team Ever, David Burkus where David dives deep into the art of crafting unbeatable teams. Explore groundbreaking insights that debunk common myths about success and talent acquisition, while discovering the transformative power of team culture vs company culture. Tune in for a thought-provoking conversation that will reshape your approach to team dynamics and supercharge your organization's performance. Grab your copy of Best Team Ever HERE One of the world’s leading business thinkers, Dr. David Burkus’ forward-thinking ideas and bestselling books are helping leaders build their best team ever. He is the bestselling author of five books about business and leadership. His books have won multiple awards and have been translated into dozens of languages. Since 2017, Burkus has been ranked multiple times as one of the world’s top business thought leaders. His insights on leadership and teamwork have been featured in the Wall Street Journal, Harvard Business Review, USAToday, Fast Company, the Financial Times, Bloomberg BusinessWeek, CNN, the BBC, NPR, and CBS This Morning. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:34:45

Build A Culture Of Growth With Non-Salespeople

8/2/2023
Join host Ian Altman on this week's Same Side Selling podcast as he uncovers the secret to building a culture of growth for non-salespeople. Discover how to transform your team's mindset, moving away from the conventional sales approach towards a foundation of integrity, trust, and results. Learn the power of showing up as problem solvers, equipped with a consistent process and playbook to handle common obstacles, all while receiving regular coaching and mentoring. Tune in to explore how even the most technical and introverted individuals can become top-performing sales professionals by focusing on helping others succeed. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:06:41

Why Cross Selling Your Other Products Could Be Failing

7/26/2023
In this episode of the Same Side Selling podcast, host Ian Altman discusses the challenges businesses face when cross-selling their new products or services to existing clients. He highlights two common traps: transitioning from a free offering to a paid one and focusing on features instead of client problems. By offering actionable strategies to overcome these obstacles, Ian shows listeners how to turn cross-selling into cross-solving and achieve remarkable success in expanding their offerings while strengthening client relationships. Don't miss this valuable episode on effective cross-selling techniques. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:07:14

How To Work With Almost Anyone with Michael Bungay Stanier

7/19/2023
Do you find it challenging to work with difficult people, whether it's coworkers or customers? In this episode, Ian Altman sits down with Michael Bungay Stanier, author of "How To Work With Almost Anyone," to discuss the art of cultivating strong relationships with coworkers and customers in sales. Michael shares practical insights and actionable tips for navigating the ups and downs of working relationships, emphasizing the importance of proactive communication and understanding. Don't miss this engaging conversation on building successful connections in the professional world. Michael Bungay Stanier helps people know they’re awesome and they’re doing great. He’s best known for The Coaching Habit, the best-selling coaching book of the century and recognized as a classic. His most recent book, How to Work with (Almost) Anyone, shows how to build the Best Possible Relationship with the key people at work. Michael was a Rhodes Scholar. He’s Australian, and lives in Toronto, Canada. Learn more at www.MBS.works. Grab your copy of How To Work With (Almost) Anyone HERE ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:26:47

Optimism, Persistence and Qualification in Professional Selling

7/12/2023
Welcome to the Same Side Selling podcast and the 350th episode! In this episode, Ian Altman dives into the the importance of optimism, persistence, and effective qualification in professional selling. Ian highlights the pitfalls of solely relying on persistence and emphasizes the need to qualify based on the client's needs, rather than what the seller wants to sell. He introduces the Same Side pitch, client vision pyramid, and Same Side Quadrants as powerful tools for effective qualification. Tune in to discover how proper qualification can transform your sales approach and lead to shorter cycles, increased focus on results, and improved margins. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:08:32

3 Most Common Traps In Pipeline Reviews

7/5/2023
Do you find yourself constantly asking your team about the status of deals during pipeline reviews? Are you falling into common traps? In this episode, Ian Altman uncovers the three most common traps in pipeline reviews and how to pivot your approach to use your reviews to increase sales success. Discover the three most important questions you need to be asking your team and your clients to maximize your sales potential and achieve remarkable results. Tune in now or essential sales strategies to grow your business. ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:07:03

Never Lose An Employee Again with Joey Coleman

6/28/2023
On this week's episode of the Same Side Selling podcast, Ian is joined by Joey Coleman, bestselling author of "Never Lose An Employee Again." In this episode, Joey reveals a simple yet powerful path to finding and retaining top talent while driving business profits. Learn from Joey's expertise as he shares practical strategies for keeping employees engaged and happy, avoiding common employment mistakes. If you're eager to capture the attention of the right employees and create a thriving work environment, don't miss this latest episode of the Same Side Selling podcast. Tune in now to gain invaluable insights from Joey Coleman's groundbreaking new book! Joey Coleman, with nearly two decades of expertise, has helped organizations retain customers and employees through captivating keynotes, workshops, and consulting projects. As an award-winning speaker and bestselling author of "Never Lose a Customer Again" and "Never Lose an Employee Again," he empowers businesses with strategies for lasting success. Grab a copy of Joey Colemans book, "Never Lose An Employee Again" HERE ------- Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteian@ianaltman.com

Duration:00:30:40