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Using LinkedIn to Form Authentic Connections, Ian Altman

On this episode of Same Side Selling, I discuss LinkedIn. It's one of the most powerful tools that sales and marketing professionals have ever had access to. However, sales and marketing folks often find ways to ruin great things. In my experience, many people use the platform in profoundly stupid ways. LinkedIn is a great place to connect with potential customers, prospective employees, and other likeminded folks. But to optimize the platform's potential, you need to be smart about how you...


153 | The Danger of Marketing Gimmicks, Bob London

On today's episode, Bob London joins me to discuss the potentially scary future of B2B marketing gimmicks. With everyone competing for attention, some folks are resorting to outrageous levels to find prospects. We start by answering a question from one "listener". They want to know if 23andMe could make a good prospecting tool. Think about it--they get their results, see who their cousins are, and reach out to all of their relatives who could have buying power. The question sparked an...


152 | Embracing Failure on the Path to Success, Alison Levine

Alison Levine isn’t afraid of failure. As someone who has climbed Mount Everest several times, she understands that you don’t always make it to the top. It’s the failures, however, that guide us toward success. Alison is a New York Times Bestselling author and history-making adventurer. She’s learned a lot on her expeditions and 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 this episode of Same Side...


151 The Importance of Practicing Fundamentals to Transform Your Performance | Alan Stein Jr.

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...


149 | Achieve Revenue Efficiency For Your Sales Organization, Manny Medina

On this episode of the Same Side Selling podcast I talk with Manny Medina, CEO, and co-founder of Outreach, the market-leading customer engagement platform. Manny and I discuss the challenges of growth in terms of revenue, the good and bad aspects of sales playbooks, and the inspection process you can conduct to pinpoint the problems you may be facing within your company. We start by talking about a personal philosophy of Manny’s, which is the importance of a strong memory. After reading a...


143 | Common Mistakes Sales Professionals Should Avoid

On this episode of the Same Side Selling podcast, I discuss the most common mistakes that sales professional make when trying to gain business and achieve sales. I share some of the typical slip-ups that professionals can easily make, and some strategies for how to avoid those situations. Discover how to effectively get in the door with new clients, how to focus on customer problems instead of a simple sale, and how to realistically discuss budget with your client. Listen to this episode...


142 | Using Humor to Connect and Engage, Marty Wilson

This week's guest is Marty Wilson, former Australian Comic of the Year. Marty currently works as an international keynote speaker and has authored 15 books to date. Today, we discuss some of the biggest roadblocks people face when using humor in business, what topics you need to avoid and which to embrace, and how to find a common thread in your storytelling. First, we talk about the biggest mistake people make when trying to connect with others in the business world. Marty explains that...


147 | Build and Strengthen Teams To Do Big Things, Craig Ross

Craig Ross and I discuss the mistakes organizations make when it comes to teams, how leaders and teams need to operate together, and how to build, strengthen and achieve great things alongside your teammates. Listen to this episode and discover: > The human imperative and how to commit to it as a team. > Why leaders need to be developed within the team. > The "dirty fish tank model" and its ineffectiveness. > Why teams need to be specific when thinking about success. >What a common vision...


146 | How to Earn Customer Loyalty and Advocacy, Lisa Leahy

In this episode of the Same Side Selling podcast, Lisa Leahy and I discuss the importance of customer loyalty and satisfaction, how to avoid dangerous mistakes when it comes to advocacy, and the four ways to build a lasting relationship with your customer. Listen to this episode and discover: > Why clients need to be engaged every step of the way. > The importance of asking the right questions of your customer. > What being on the same page looks like for both the client and the seller. >...


Ian Altman | How To Talk About Your Competition

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...


Pete Williams | How to Focus on Fast Business Growth in 7 Key Areas

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.


143 Jon Denn | Staying Organized and Increasing Productivity in Sales

On this episode of the Same Side Sellig podcast, I sit down for a conversation with author Jon Denn. We discuss the biggest and most harmful mistakes people make when it comes to attempting to achieve their goals, how you can begin to be and stay organized, and how to best maximize your time at work. We hope you can begin to implement some of these methods into your business and that you will see real results soon.


142 Matt Kazam | How to Infuse Comedy into your Sales Business

On today's episode of the podcast, I talk with Matt Kazam, a headlining comedian in Las Vegas who has spent over 30 years honing his craft. Matt shares how to inject comedic instincts into your business, the misconceptions of comedy in the sales world, and how to come up with jokes that work every time. One thing that Matt and I discuss in depth is the necessary formula for creating the perfect joke for your business needs. It starts with storytelling. Matt says that is is extremely...


141 Ian Altman | Building an Effective Pipeline for your Sales Business

In this episode, I share some of my best strategies and methods for establishing, growing, and maintaining an effective business pipeline in the sales world, which leads to a more successful business.


140 Jill Konrath | How to Increase Productivity

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


139 Bob London | How To Avoid Making Stupid Marketing Mistakes

On this weeks' edition of the podcast, I speak with repeat guest, founder and CEO of Chief Listening Officers, Bob London. Bob and I discuss some of the marketing tactics, that somebody somewhere thought was a good idea, that actually don't build trust but instead repel your customers. Our hope is that you will listen to these "mistakes" and decide to go a different, more successful, direction in your marketing.


138 Mitch Joel | Reboot Your Business

On this week's edition of the Grow My Revenue podcast, I speak with legendary speaker and multi-best-selling author, Mitch Joel. Mitch is the President of the Mirum Agency, a global digital marketing agency operating in close to 20 countries with over 2,000 employees, and he is regarded as one of the experts and pioneers when it comes to digital marketing. Mitch and I talk about the biggest mistakes brands make when using technology (like they never have before), how you can make sure that...


134 Melissa Agnes | Prepare Your Organization For Any Crisis

On this week's edition of the Grow My Revenue podcast, I speak with Melissa Agnes. Melissa is the author of Crisis Ready. Building an INVINCIBLE Brand in an Uncertain World, and she is an expert and leading authority when it comes to crisis preparedness, reputation management and brand protection. We talk about the biggest mistakes people make when it comes to being prepared for a crisis, the timing and accuracy associated with healing a crisis, and the specific steps you can do to make...


131 Kelsey Ramsden | Surviving Your Success

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.


129 | Plan For Success In 2018

I'm fortunate enough to work with a lot of different businesses and get a glimpse into the methods and approaches that they've found work best for them when it comes to planning for the future, and others methods and approaches that don't work so well. Since we're just in the beginning months of 2018, there's still plenty of time to plan for success in the months to come.