Same Side Selling Podcast

Ian Altman discusses why sellers struggle to close deals, emphasizing that the key to success is building trust and focusing on the client's outcome from the initial meeting. He highlights three common buyer concerns: trust, problem severity, and better alternatives. Altman advises sellers to "disarm" clients by showing genuine concern for their results rather than just making a sale. He suggests...

Ian Altman discusses common blind spots in the use of AI in B2B sales, emphasizing the importance of avoiding proprietary information leakage through tools like ChatGPT and Copilot. He highlights issues with using general-purpose AI for specific sales questions and the potential for AI models trained on Reddit discussions to provide unreliable answers. Altman promotes the Same Side Selling Academy...

Ian Altman discusses the common trap of assuming a client's initial request for a product is accurate. He emphasizes that clients often need something different than what they initially think. Altman advises salespeople to ask probing questions to understand the client's actual needs and problems. This approach helps build a stronger business case and ensures the product or service provided solves...

Ian Altman discusses common mistakes in procurement, emphasizing the importance of not commoditizing oneself. He advises vendors to focus on what's in the customer's best interest rather than succumbing to unrealistic demands for line item pricing and cost disclosure. Altman suggests engaging with line-of-business people to understand client needs and past experiences, which can help tailor servic...

Ian Altman discusses the importance of role play in sales, emphasizing that top performers practice more than they perform. He identifies three common mistakes: not role playing at all, lacking structure in role play sessions, and providing overwhelming feedback. Altman suggests a structured approach with three roles: salesperson, customer, and observer, using secret cards to introduce variability...

Ian Altman hosts the Same Side Selling Podcast featuring SolarInsure, highlighting their success with the same side selling methodology. SolarInsure helps contractors overcome consumer skepticism and profitability issues by offering a 30-year transferable warranty backed by Zurich North America. Despite industry challenges, including tariffs and policy changes, SolarInsure doubled their business i...

Ian Altman interviews Susan Thomas, CEO of Tenfold, an integrated communications firm specializing in deep tech B2B clients. Susan discusses common mistakes in integrated communications, such as focusing on budget over results, choosing vendors based on brand size rather than expertise, and negotiating by the hour or retainer. She emphasizes the importance of measuring results, including media res...

Ian Altman discusses with Luis Derechin the challenges and pitfalls of building offshore teams, highlighting the seven common mistakes that lead to failure in 73% of projects. Derechin's book, "The Offshore Team Deathtrap," offers a framework to avoid these mistakes, emphasizing rigorous talent selection, expert onboarding, managed support, optimized team performance, transparent cost plus pricing...

Rod Neuenschwander discusses his new book, "From Crisis to Clarity," which details his journey after John Ruhlin's passing. Rod explains the four-part framework he developed: a clear purpose statement, a go-forward operating plan, a financial plan, and a team plan, all fitting on one page. This framework helped Giftology navigate the loss of 70% of its revenue and John's leadership. Rod emphasizes...

Ian Altman and Neen James discuss Neen's latest book, "Exceptional Experiences," which explores creating luxury-level experiences in sales to build deeper client relationships and grow revenue. Neen identifies four luxury mindsets: Reluctant and Removed (28%), Pro Prioritizer (22%), Confident and Content (28%), and Luxury Lover (22%). She outlines the Experience Elevation Model with five luxury le...

Ian Altman discusses common mistakes in long-term sales engagements, emphasizing that sellers often focus on price concessions rather than mutual benefits. He highlights that longer engagements can attract more stable, permanent talent, benefiting both parties. Altman suggests presenting long-term deals as mutually beneficial, incorporating flexibility with rolling termination clauses. He shares a...

Ian Altman discusses common mistakes in long-term sales engagements, emphasizing that sellers often focus on price concessions rather than mutual benefits. He highlights that longer engagements can attract more stable, permanent talent, benefiting both parties. Altman suggests presenting long-term deals as mutually beneficial, incorporating flexibility with rolling termination clauses. He shares a...

Mike Greene, CEO of Air Control Products (ACP), discussed the company's growth from $12 million to nearly $100 million in sales. ACP, an HVAC manufacturer's rep, focuses on commercial projects and emphasizes project management and customer relationships. Greene credits his team's curiosity and continuous learning, along with the implementation of Same Side Selling principles. He highlighted the im...

Ian Altman discusses the common oversights in channel sales teams, emphasizing that top performers excel in sales skills rather than product knowledge. He suggests that product launches should focus on market demand, problem-solving, and customer needs rather than just features. Altman recommends gathering feedback on sales challenges, preparing responses to objections like price, and using role-p...

Ian Altman discusses the biggest blind spot in sales meetings: lack of preparation. He emphasizes the importance of setting realistic goals aligned with the client's needs rather than unrealistic expectations. Altman advises salespeople to identify what clients need to believe to achieve their goals and to prepare for different meeting scenarios (the good, the bad, and the ugly). Role-playing thes...

Ian Altman discusses strategies for expanding existing accounts without appearing pushy. He criticizes common sales tactics like offering capabilities briefings, which customers often find unappealing. Altman introduces the concept of the "client vision pyramid," which categorizes client needs into effective, enhanced, and engaged levels. He advises salespeople to highlight unique services they of...

Ian Altman discusses the difference between real and wishful sales forecasts on the Same Side Selling podcast. He emphasizes that salespeople are optimistic by nature and often provide unrealistic forecasts, especially when deals are forecasted to close at the end of the month, which frequently get pushed to the next month. Altman advises sales managers to ask more probing questions to uncover the...

Ian Altman discusses the pros and cons of using AI in sales. He emphasizes that AI should be used as a tool to assist, not replace human efforts. Poor use includes AI-generated emails sent without editing, which often fail to engage customers. Effective use includes leveraging AI for drafting and summarizing tasks, such as using Otter.ai for meeting transcriptions and show notes. Altman advises ag...

Ian Altman introduces the connection between high-performing sales professionals and role play. Top performers practice role playing for at least one hour per week, with some dedicating 90 minutes to two hours weekly. Ian explains that regular practice leads to better productivity and performance in sales interactions. He highlights common excuses people give for not embracing role play, such as b...

Ian Altman and Tamsen Webster discuss her new book, "Say What They Can't Unhear," which focuses on creating messages that stick and lead to sustained action. Tamsen emphasizes the importance of aligning sales messaging with existing client beliefs and leveraging their desire to be seen as smart, capable, and good. She introduces nine persuasion proverbs, such as "Change isn't just an action, it's...

Ian Altman discusses common mistakes in sales presentations, emphasizing that clients often view them as a time to rest rather than a valuable interaction. He suggests setting expectations in advance, focusing on understanding the client’s needs, and using a “Jeopardy board” approach to tailor the presentation to their specific issues. Altman advocates for a consultative approach, where the salesp...

Ian Altman emphasizes the importance of identifying and addressing the top obstacles to sales performance, prioritizing opportunities for growth. He advocates for a tailored approach, focusing on specific problems and scenarios, building muscle memory, and developing targeted skills that can be applied broadly across the organization. Biggest Mistakes Trying to do too much, too quickly, which is l...

Ian Altman shares strategies for optimizing trade show experiences. He emphasizes setting objectives, identifying key attendees, and tailoring booth design and messaging to address attendees' problems. Altman advises against collecting numerous business cards and instead, engaging in meaningful conversations that address the attendees' needs. By prioritizing the attendees' problems, organizations...

Ian Altman emphasizes the importance of understanding why a client's interest in a solution may have waned, and encourages sales professionals to ask the right questions to determine if a problem is significant enough to warrant a solution. He highlights the need to build a business case for investment in a project or solution, providing evidence of attempts at alternative solutions and convincing...

How EW Motion Therapy Adopted Same Side Selling. Saw alignment with company values. Differentiation was a big challenge. Client Vision Pyramid helped explain service levels. Referrals grew 34% year over year. Aiming for 30% referral growth this year. Issues & Risks Commoditized market with many competitors. Staff didn't see themselves as part of the sales team. Difficulty training staff in sal...