Same Side Selling Podcast

In this episode of the Same Side Selling podcast, Ian Altman is joined by Sean Farrell, CEO of QDS, who reveals how he doubled his revenue by implementing Same Side Selling techniques. Discover the power of QDS's client-centric culture and their unwavering focus on achieving customer success. Sean shares how their systematic approach, driven by role-playing, Coach's Corner participation, and conti...

Are you tired of old school sales techniques that just don't seem to work anymore? In this episode, Ian Altman reveals the three biggest mistakes that sellers often make and what alternative approaches can be used for better success. Ian identifies the three biggest mistakes that sellers make and provides actionable steps to pivot your approach for better success. Altman emphasizes the importance...

How can you slash sales cycles, overcome pricing pressures, and achieve extraordinary success? In this week's episode, Ian Altman shares the secrets behind revolutionizing client relationships, maximizing business growth, and unleashing the power of Same Side Selling. Dive into success stories where sales cycles went from months to weeks, and average sales skyrocketed from $300,000 to multimillion...

Are you looking for proven strategies to turn your new sales representatives into high achieving performers? In this episode, Ian dives deep into the traps and pitfalls of onboarding new reps and reveals the proven strategies that have elevated members of the Same Side Selling Academy and his clients to extraordinary success. Discover why some new sellers excel while others struggle and learn how...

Discover the surprising truth about the sales numbers game in the latest episode of the Same Side Selling podcast with host Ian Altman. Whether you're in a transactional mass market or a more nuanced field, a targeted approach is crucial for sales success. In this episode, Altman shares his expertise on how to build a pragmatic and realistic plan to achieve your sales goals. Learn how to become hy...

In this episode of the Same Side Selling podcast, Ian Altman shares how salespeople can shift their focus from selling products or services to solving their customers' problems. Ian discusses the three personas in the sales world : order taker, sales person and subject matter experts. Ian provides practical advice on how to establish oneself as a subject matter expert, including reaching out to po...

Are you an aspiring author looking to establish credibility and authority in your field? On this episode, Ian is joined by New York Times bestselling author and three times TEDx speaker, Anna David, who will share her top strategies on how to gain credibility through your writing. Anna will reveal common mistakes to avoid when writing a book, provide tips on how to develop your unique writing voic...

In this episode of the Same Side Selling Podcast, Ian Altman delves into the common pitfalls of sales kickoff meetings and shares strategies for making them more effective. Sales kickoff meetings are often perceived as one-way information sessions where different departments present their systems, competitors, and other company details. However, this approach often falls short in terms of team bui...

Are you struggling with success when doing cold outreach? In this episode, Ian Altman discusses the reasons why most cold outreach efforts fail and different strategies to use to improve your success. Ian shares the importance of looking at your outreach from the customer's perspective and sharing subject matter expertise to improve the effectiveness of your outreach. By using these strategies and...

As a salesperson, it can be frustrating when potential clients are hesitant to make a change from their existing vendors. In this episode of the Same Side Selling podcast, host Ian Altman provides invaluable insights into understanding and overcoming this common challenge. Ian delves into the reasons behind client loyalty to their current providers, such as the fear of admitting a mistake or the c...

Why do clients always seem to be focused on price? In this episode, Ian sheds light on how the seller's mindset plays a crucial role in the clients buying perspective. Ian shares valuable insights on how sellers can shift the conversation towards value by focusing on the results and problems they solve for their clients. Tune in now and discover how to move beyond the price-focused mindset and dem...

Are you feeling stuck in achieving your sales goals? In this episode, Ian is joined by Cara Brookins, author of "Unstuck: End Procrastination Using the Ancient Psychology Behind How-to Videos." Cara shares her powerful insights and practical tips on how to transform your mindset and take action towards achieving your goals. With a focus on visualizing your end goal, identifying the first few steps...

Join Ian Altman on this episode as he challenges the traditional notion of marketing's role in generating leads and passing them off to the sales team. Instead, discover how marketing can play a pivotal role in equipping sales teams with the necessary tools to address client concerns and solve their problems throughout the entire sales process. Through a strategic and collaborative approach, marke...

In this episode, we're diving into a question that's been debated for years: is it easier to sell products or services? While selling products may seem straightforward, the real challenge lies in standing out from competitors who offer the same thing at a lower price. But when it comes to selling services, the game changes entirely. Services aren't commodities – they're tailored to each unique ind...

Sales can be a tricky business, and rejection is a part of it. No matter how good you are at selling, you're bound to face a "no" from time to time. But the good news is that a "no" isn't the end of the road for your sales process. In fact, it can be an opportunity to determine best fit clients and also build stronger relationships with potential customers. In this episode, Andrea Waltz and Richar...

In this episode, Ian discusses the importance of having a specific plan in place to achieve sales goals. Simply setting a goal is not enough; it's crucial to identify the clients and industries that will contribute to the goal and create a strategy for reaching them. Top performers develop a clear plan with contingencies and solutions for potential roadblocks. Without a specific plan, blaming exte...

Do you struggle to keep people engaged during a live event? In this episode, Ian is joined by Founder and CEO of Go West Creative, David Fishchette. David shares his insights and tips on creating live events that captivate and engage audiences. David believes in the power of authenticity and shares his secrets on how to infuse that into your events. David also delves into the importance of having...

When gifting a client, the gift should signify the value you place on the relationship. In this episode, John Ruhlin from Giftology joins Ian to delve into the world of gifting in sales and how it can be used to cut through the noise, drive referrals and increase top of mind awareness. We cover the reasons why gifting is an effective strategy in sales, the importance of focusing on the recipient,...

Although AI is a fast growing and useful tool when it comes to marketing and sales strategies, you can still fall into a common trap. Whether using Artificial Intelligence or learned sales strategies, you must make sure you are asking the right questions. In this week's episode, I share with the key questions and strategies to uncover your client's true problems and provide the necessary solutions...

While battling addiction, Michael Brody-Waite found himself at rock bottom and as a last ditch effort he went to rehab. During rehab Michael learned three key principles for recovering addicts, rigorous authenticity, surrender the outcome and do uncomfortable work. Michael used these principles to grow a very successful CEO, leader and author. In this episode, Michael shares how the three key prin...

Are you stuck with delayed deals? Do you clients lack a sense of urgency to solve their problem? This is a common problem salespeople deal with when trying to finish a deal. However, you may be falling into a common trap when qualifying your leads that ends in a delayed deal. In this week's episode, I share with you the strategy and questions to ask when qualifying leads to determine the clients p...

Why do customers buy from you? When trying to sell, you may be falling into the common trap of focusing on why your products or services are the best. No matter how good your product or services are, clients buy because of what problems they help solve for them. In this episode, I am joined by Karen Hayward, author of Stop Random Acts of Marketing. Karen shares her insights and tips as a sales and...

What can bad driving and bad selling possibly have in common? During this episode, I share how these two correlate and what lessons can be learned from each. Join me in this episode as I discuss the best practices to increase your business growth and 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 t...

As salespeople, we get really excited when we have evidence of how well our product or service solves a problem. But often, our clients don't buy into our facts as we expect. In this episode, I share a much more effective tactic you can use to connect with your clients and enrich the sales process. Looking for more guidance and support on handling all your B2B sales struggles? You can connect with...

Whether you are reselling someone else's products or services or you have independent reps who sell your products, there are key mistakes you want to make sure you avoid with channel partners. In this episode, I share with you the best strategies to use when selling with channel partners to work together and implement your sales processes. Channel Partners can be a great resource for your business...