Same Side Selling Podcast

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.

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...

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: Get context first. Before answering, ask a bit about the other person's role or industry. This allows you to frame your answer relevance to them. Spark interest. Give an intriguing response that prompts further...

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...

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 Quadrant...

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 industr...

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 t...

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 announcemen...

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 sh...

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 shi...

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 the...

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 in...

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 cu...

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...

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 t...

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 re...

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 pit...

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 maximi...

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 mis...

Want to know the secret formula this CEO used to grow his company 10 fold? In this episode, Ian is joined by the founder and CEO of ramarketing, Raman Sehgal. Discover the precise strategies that propelled Raman's business to astonishing heights, with a staggering tenfold growth rate. Unveiling the biggest misconceptions surrounding business growth, Raman shares the invaluable lessons learned and...

Why is it that subject matter experts hate being involved in the sales process and how can we engage them? While research shows that only 1 in 10 individuals in an organization has a job title associated with sales, the most successful organizations build a culture of growth, engaging people who don't even have the title of sales. But why do subject matter experts resist? In this episode, Ian shar...

Are you tired of your cold outreach efforts falling flat? In this episode, Ian shares three common cold outreach mistakes that can undermine your sales endeavors. From starting with disingenuous apologies to seeking the decision maker without considering the customer's needs, Ian shares insights and alternative approaches that can drive better results for your business. By focusing on creating val...

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...