Same Side Selling Podcast

I'm joined once again by Bob London of Chief Listening Officers. In this episode, we talk about the good, the bad, and the ugly of LinkedIn. Our goal is to help people understand what works and doesn't work on LinkedIn - and why. Plus we dive into specific principles and approaches you can adopt in networking and communication that could help your business. Listen and Discover > The biggest mistak...

We are joined this episode by the legendary Connie Podesta. Connie, an expert in the psychology of human behavior and sales strategies has helped millions of people take sales to a whole new level. Her psychological background and business perspective provide us amazing insight into sales. In this episode, we talk about some of the keys to psychology that can really influence your sales success. Y...

We’re joined by a repeat guest, Raman Sehgal, the founder and CEO of ramarketing. A few years ago Raman shared with us how he successfully doubled his business growth. Since that discussion, Raman has grown the business 10 fold! This case study episode highlights the biggest misconceptions when it comes to business growth and the specific things that Raman’s team did to help them focus on the righ...

Whether you are a CEO or a senior executive or someone in sales, the discipline of self-reliance is critical to your productivity and success. In this episode, John Jantsch explains the importance of self-reliance and how to develop the habit of becoming self-reliant. You'll also hear an excerpt from John’s new book, The Self-Reliant Entrepreneur, Daily Meditations to Feed Your Soul and Grow Your...

In this episode, I talk about the best approach to use during that initial contact with someone. It could be with an inbound inquiry, an outbound call with a potential client, or someone you're connecting with via networking opportunity. I share how to avoid the biggest mistake that is incredibly common during initial contact situations - it’s known as prematurely pitching your product and service...

We’re joined by a repeat guest, Marcus Sheridan. Marcus is a guru when it comes to marketing and sales communication.  In this episode, we focus specifically on video communication in the world of sales. Video content is a powerful tool that is often overlooked or even avoided. Marcus shares how video can help shorten sales cycles and accelerate the client’s decision-making process. You’re going t...

Scott Ingram is quota carrying B2B sales professional with a $3 million quota. In his spare time, Scott hosts two sales podcasts where he interviews and deconstructs world-class sales performers to uncover their favorite sales books, habits, routines, strategies and tips. Scott believes we can learn the most from people who are the best and he practices that daily with his endeavors. We have a gre...

Christina Daves, the DIY (Do-It-Yourself) PR strategist joins us to share a ton of tips and pointers that can help with public relations and getting free publicity for your business. Having no resources for advertising or hiring a PR firm, Christina taught herself everything she could about generating her own publicity. She has appeared in over 1000 local and national media outlets and has a regul...

As soon as you start trying to convince someone, you sound like a stereotypical salesperson and you don’t want to fall into that trap. On this episode discover how to shift your focus away from convincing clients and prospects. Instead, you want your prospect to convince YOU they have a problem that's worth solving. This mindset shift can really make a difference in your business and the top-perfo...

Every day we entrust some of our most important messages to a form of communication that doesn't build trust, provide differentiation, or communicate clearly enough. Ethan Beute explains how to dramatically improve relationships and results with your customers, prospects, and team by adding personal videos to emails, text messages, and social messages. Ethan is the Chief Evangelist at BombBomb - a...

It’s not possible (or smart) for sales to give a product demo to every potential customer. Technology has changed the buying and selling process. Companies have invested hundreds of millions of dollars to help transform the customer engagement experience during the buyer’s journey. Despite this investment, many companies still have parts of their customers’ journey stuck in the past. In the episod...

You know the scenario... you've been working with a client or potential client for awhile. You maybe even had a meeting with them, you may have sent them a detailed proposal about all the things that you can offer them in response to what they told you was important. And now they just go silent. They don't even have the common courtesy to get back to you and to tell you that they're not interested...

Tom Williams shares how companies and individuals can overcome some of the most common deal-killing obstacles sellers encounter in the sales process that can kill an opportunity. Tom is the Chairman & Founder at Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. In our discussion, Tom shares concepts from his new book The Seller’s Challenge, How Top Sellers Mast...

Dana Cavalea believes there is a ‘champion’ in all of us and it is his duty to bring that champion to life. Using the same techniques he applied to working with professional athletes and teams; Dana helps companies and individuals maximize their performance, productivity, and results. Coach Dana Cavalea is the former Director of Strength & Conditioning and Performance for the New York Yankees. He...

If you want to increase team productivity, relieve stress, and be happier at work, this is the episode for you! Tap into Andrew Tarvin’s expertise when it comes to adding humor in the workplace. Andrew is the world's first humor engineer. He teaches people how to get better results by strategically using humor in the workplace. We're not talking about needing to have clowns and jugglers running ar...

On this episode, we're talking about email campaigns for sales and marketing efforts. I've received a lot of emails or LinkedIn messages lately from people trying to pitch me some product or service. When will organizations learn it is a complete waste of resources and money to pitch their stuff blindly in an email? They're not focused on the problems they solve, they're just trying to pitch whate...

The notion of delighting, amazing and just generally creating an overall great experience for your customers just isn't enough anymore. In fact, what people find is that if their level of effort is too great, if it takes too long to get a problem resolved, then 96% of those customers who expend a lot of effort are disloyal to the brand. Roger Dooley calls this “Friction”. Often times B2B Organizat...

Randy Frisch will push you to rethink how you approach content for complex buyer journeys. The current mindset is all about volume--the more content created, the better. But the reality is that almost 70% of content created within an organization is never used, and there's little point investing in content marketing if you're not leveraging the assets you create. Randy is the CMO and Co-Founder at...

Do you have a sense of purpose or do you just show up to sell stuff? 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. Research shows that organizations with a noble purpose bigger than money outperfor...

Welcome to the 200th episode of the Same Side Selling podcast! Traditionally businesses and salespeople take an always be closing approach to sales. This idea that you should constantly push for a sale.  On the other hand, leading organizations achieving remarkable growth and success with their clients take a very different approach.  They know how to sell like an expert and not like a salesperson...

So often, especially people in sales leadership roles, think that their job is to monitor the performance of others. When in fact the most successful, top performing leaders are the people who constantly coach and mentor their team members, not just monitor their progress. In this episode, Halelly Azulay shares the best way to build and cultivate leaders for your sales organization. Halelly founde...

Tom Pisello, also known as the ROI Guy, is the chief evangelist at Mediafly. In the episode, Tom & I discuss the impending death of the B2B sales rep. Tom shares what types of attributes are necessary for B2B sales reps to survive and thrive in this day. We also explore how to add value to your clients in a proactive rather than a responsive way. Tom is a successful serial entrepreneur, popular sp...

Influence is not something you can turn on or turn off during high stakes moments. Instead, it comes down to constant practice. Stacey Hanke is the author of the book: Influence Redefined - Be the leader you were meant to be Monday to Monday. Stacey shares everything you need to successfully build trust and influence others to take action. You’re going to learn a ton from Stacey Hanke! Listen and...

Every interaction you have is a performance, whether you’re speaking up in a meeting, pitching a client, or walking into a job interview. Your day is full of moments when you must persuade, inform, and motivate others effectively. Each of those moments requires you to play a role, to heighten the impact of your words —if you want to ‘steal the show’, as Michael Port calls it. Michael Port is a sev...

Our professional relationships are the most important asset we have when it comes to growing our careers and our businesses. Most people think of this as “networking.” But in today’s hyperconnected market, the most cost-effective and high-return route to new, repeat, and referral business is through our existing networks, not through adding more social media “friends” and “connections.” In this ep...