Same Side Selling Podcast

On today's episode, Ian Altman is joined by Mareo McCracken to discuss how you can be more successful by showing your prospective clients that you truly care about the problem they are trying to solve.

Ian Altman is joined by Claudia Williams, an executive leadership coach, to discuss positive intelligence and how it relates to leadership.

Today's episode covers what separates the top performers from the people who just skate by. Ian discusses the importance of practice, not just whether you do it or not, but rather, what type of practice generates the greatest results

Today's episode is what makes a good or not good internal sales meeting. This is something that happens routinely in businesses around the world. They gather their sales reps together, either in the same meeting room or in a Zoom room, or in a team's room, and they go through the different opportunities that each rep is facing. And there are good ways to do this, and not so good ways.

On today's episode, Ian Altman welcomes guest Jason Lapp from Beautiful. AI to discuss the biggest presentation mistakes you might be making.

Today's episode covers hourly billing versus fixed price billing. Which one is right for your business? Ian Altman discusses the hidden traps that accompany hourly billing.

Today's episode topic is why making more cold calls probably is not the answer to your problems. Instead, Ian Altman offers advice on how you can reach the right people that will get you more business.

It can be tricky to navigate connecting with potential clients on LinkedIn. On today's episode of The Same Side Selling Podcast, Ian Altman and Meridith Elliott Powell discuss the do's and don'ts of reaching out on LinkedIn.

Time is a precious commodity and no one wants to waste it pursuing the wrong client or deal. Join Ian Altman and Meridith Elliott Powell as they discuss what mistakes to avoid and how to know when you're on the right track.

What is the best way to reach out to potential clients? What are the biggest mistakes in cold outreach I'm seeing across the board? On today's episode I'll be discussing cold outreach: the good, the bad, and the ugly.

On today's episode, we are discussing one of the things that often separates the top performers from the people who are just mediocre: attention to detail. Learn what you can do to boost your sales.

Our topic today is how NOT to try to earn attention these days. There's a lot of stuff that people are doing because they don't know any better, that is actually repelling rather than attracting their ideal clients. you need to understand that getting attention is not about you getting attention, it is about you creating value so that people want to take an interest in you.

Top-performing athletes, do you think they practice more or less than the mediocre athletes? And top-performing musicians, do they practice more than the average performers? But, when it comes to sales professionals, they have many, many excuses for why they don't need to practice. Today we are going to talk about why you should practice with your colleges before you get on the phone with your nex...

We're going to talk about how to make sales conversations productive. I always say that a sales call is a privilege because you have just done one of the hardest things in sales, you have gotten through the door. The last thing you want to do is blow it! Today we're going to show you how to structure a really productive sales call. But we're going to do it in kind of a unique way by showing you wh...

We're recording this in mid-2021, as people are coming out of the pandemic and things are opening up. Events are starting to happen in person, clients are actually having meetings in person.  Meridith and I are going to dive into what are the traps that people are falling into today, that might be similar to traps they fell into as the pandemic was starting, and what can we learn going forwar...

Today, we are talking about a topic that is near and dear to my heart, which is integrating sales and marketing so that they're not seen as two different universes, but instead, kind of one and the same, joined at the hip. Meredith and I talk about the common pitfalls that companies fall into.

What are the biggest mistakes that you see people make when it comes to sales follow-up? They don't. We've all heard the research that the average salesperson gives up after two to three times. It takes a person eight to 10 touches or messages to make a decision. We'll show you the best ways to follow up with potential clients.

Ian Altman and Meredith Elliott-Powell discuss how people are looking at the end of the year, going into the next year as we are coming out of the pandemic. A lot of people are making decisions about how they approach their sales, marketing, and business development. What are some of the big mistakes that you're seeing people make? Then we're going to talk about what people should be doing instead...

In the Same Side Selling Academy, one of the popular questions I am seeing is about how to capture attention and network when in person networking events, trade shows, and "let's just grab coffee" are no longer options. So how should you handle networking when the notion of networking has changed dramatically? Find out my tips for what NOT to do, plus a 4 step process to capture the right kind of...

In this episode, I want to talk about the 3 biggest mistakes I'm seeing being made during and coming out of this time of crisis. For many, these past few months have been devastating. You want to emerge from this crisis and drive meaningful results, but there are three big mistakes that I've noticed. If you can avoid these three, then you're likely on the path towards success. Have a listen and yo...

I'm joined this week by Sean Dailey. Sean is an experienced marketing executive who helps businesses leverage digital marketing and social media ads to grow. I met Sean through a mutual client where he combined his expertise in digital marketing with the principles of Same Side Selling to generate incredible results. I'm certain that you'll be as impressed as I was when you find out how he did thi...

We're joined this week by Colleen Stanley, president of the sales development firm Sales Leadership. Colleen is the author of three books, and we're going to be talking about her latest one, Emotional Intelligence for Sales Leadership. Salesforce named Colleen one of the top influential experts of the 21st century. And we're only 20 years into that century. In this episode we talk about the import...

In this episode, I want to talk about time and materials billing versus fixed price billing. Over the last dozen years, I've had the pleasure of working with many companies who sell services to their clients. Most of them have historically priced their services by the hour. I want to suggest why that might not be a great idea for you or your clients. This concept may make you feel a little uncomfo...

"So who are my best customers versus the not best and how can I optimize everything I do in the future around making sure that my best customers achieve their goals." - Robbie Kellman Baxter I'm joined this week by bestselling author of The Membership Economy, Robbie Kellman Baxter. We discussed her new book, 'The Forever Transaction: how to build a subscription model so compelling your customers...

Lisa Earle McLeod is an expert in motivating and leading organizations. She helps organizations accelerate revenue growth, increase competitive differentiation and ignite emotional engagement with a customer-driven methodology called Noble Purpose. She's the author of several books, my favorite being Selling With Noble Purpose and also Leading With Noble Purpose. Research shows that organizations...