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LinkedIn is a useful platform for reaching potential clients but are you making this common mistake? When reaching out to potential clients, you want to make sure you are not only making a genuine connection but have also properly done the research just as you would before hopping on a sales call. In this week’s episode, I share how you can use LinkedIn to build your connections and reputation rather than destroy it with terrible automated messaging.  Quotes:  “use LinkedIn as a platform to build your reputation rather than destroy it.” “Take the time to do a little bit of research. Take the time to authentically connect with them. Figure out areas where you can add value. And then when it becomes an opportunity for you to talk about what it is that you do. Don't talk about what you sell. Talk about the types of problems that you solve, the types of clients that you work with.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: www.samesidesellingacademy.com Email : ian@ianaltman.com
Are your old sales approaches for reaching out to prospects not working anymore post pandemic? Since we can no longer rely on showing up at someone's office, facility or factory and use our charisma or personality to quickly connect with our potential clients, we must change our approach. In today's episode, I share how you can pivot your approach by showing up to solve your client’s problems, not just sell. By using the Same Side Selling principles, you can disarm the notion that you are only there to sell and capture the attention and interest of your potential clients.  Quotes:  “We have to show up as someone who's there to solve, not someone who's there just to sell. And it's a challenging concept for people to get because you might think to yourself, I'm in sales. Of course, as a salesperson, I'm there to sell things. Actually, I would argue that you're not, you're there to solve things for clients.” “If you can come across as someone with expertise, if you can come across as somebody who has their finger on the pulse of the trends in the industry, if you're someone who can actually connect with them about things that are relevant to them and if you can disarm the notion that you're just there to sell something by acknowledging that not everyone is a good fit for you.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: www.samesidesellingacademy.com Email : ian@ianaltman.com
Have you hit a plateau in sales and find yourself struggling to expand your business? In this week’s episode, learn how Rob Lynch, CEO of Dome Construction, was able to grow their business from $100 million to $600 million in six years by adopting Same Side Selling across the company. Rob shares how his team focused on what they were best at, the value they bring and how to differentiate themselves from their competition while delivering the best results for their clients. Dome Construction not only overcame their plateau and 6x their results but also has even more room now for continued expansion. Get this… 95% of their projects are repeat clients who are so happy with their results,  that they come back to Dome Construction for more. Quotes:  “When we came across (Same Side Selling Academy) and started learning about some of your techniques and your approaches, it helped us become really clear about what we were good at, what differentiates us and how we bring value to our business partners. So once we became really clear on that, that really allowed us to focus on the right business partners, and the right opportunities for us where we could deliver that value, and have it be appreciated.” “In these six years, we've certainly broken through that $100 million, we're up to around $600 million now and have the growth to go with it. All while reinforcing our culture, building our brand, and most importantly, really delivering the results for our business partners that they need and they desire.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ Twitter: https://twitter.com/IanAltman Website: www.samesidesellingacademy.com Email : ian@ianaltman.com
What are the key mistakes made when managing a sales team? In this episode, I share how you can approach your team as a sales mentor, not just a manager. As a sales manager, it is important to not just track activity but to mentor and provide guidance to help your team accomplish the best results. By pivoting your approach, you can help your sales team increase productivity, ask the right questions and generate more results. Quotes:  “So when we lose a deal in the 11th hour when you “lose a deal” in that last meeting, recognize it's probably not the last meeting, it was probably the first meeting that set you up as someone to sell and not solve.” “Don't use your sales organization as a data entry vehicle. In fact, the more information you ask them to collect, the less likely they are to be compliant with your CRM or Salesforce automation tool. So instead, make sure you're collecting the information that's important for them and for the organization.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ Twitter: https://twitter.com/IanAltman Website: www.samesidesellingacademy.com Email : ian@ianaltman.com
Have you ever gotten to the last meeting with a potential client only to lose the deal and wonder what went wrong? One of the common problems is not in your last meeting but how you set up the dynamics with your client in your first meeting. During this episode, I share how to position yourself with your potential client by asking the correct questions to demonstrate that you are here to solve their current problems, not just to sell. By focusing on the results, you can establish a genuine connection with your clients and minimize your chances of losing the deal in the final meeting.  Quotes:  “You can either show up as someone who's there to sell something, or someone who's there to solve something.”  “So when we lose a deal in the 11th hour when you “lose a deal” in that last meeting, recognize it's probably not the last meeting, it was probably the first meeting that set you up as someone to sell and not solve.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: www.samesidesellingacademy.com Email : ian@ianaltman.com
Want to know the biggest thing that drains your resources from your business? When you are trying to sell your solution to a client and they just stick with the status quo. Sticking with the status quo is when your client reaches the conclusion that staying with what they were already doing (or doing nothing) is better than doing business with you. In today's episode, Ian discusses how to avoid selling to clients who aren’t deeply invested in solving their problems and focus on the clients who are committed and ready to make changes. Understanding these two concepts will allow you to not waste your time with clients who are not ready to make a decision.  Quotes:  “If your client or prospect can't convince you that their problems are worth solving…How much time should you spend trying to develop a solution to something that they don't think is worth solving? And the answer is zero.”  “Ask yourself, have they convinced me that they have a problem that's worth solving? Had they convinced me that if they don't make this change, something bad is going to happen with them , that makes it worth going through the effort of making a change.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: www.samesidesellingacademy.com Email : ian@ianaltman.com
Have you ever had a horrible client interaction where you are trying to rack your brain on how to recover? In sales, there are a myriad of different issues you can face which is why it is important to know how to handle these situations. In this episode, Ian Altman discusses two important tips when dealing with botched client interactions that will help you avoid future issues or losing your client’s trust.  Quotes:  “So, what I want you to consider is this, is that next time something doesn't go right, If you catch yourself saying, 'Well, it's someone else's fault. Somebody didn't do this. This person didn't do this or that...' Instead, look in the mirror and say, 'what could I have done differently? And how can I take responsibility for that?' ” - Ian Altman  “And if every time something goes sideways, you blame somebody else, Then you've just become a really great storyteller” - Ian Altman Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:  Linkedin: https://www.linkedin.com/in/ianaltman/ (https://www.linkedin.com/in/ianaltman/) Twitter: https://twitter.com/IanAltman (https://twitter.com/IanAltman) Website: www.samesidesellingacademy.com Email : ian@ianaltman.com
This new virtual world has been in the making for quite some time, but the global pandemic sure sped things up. So, how do we pivot to this virtual business environment? Ian Altman is joined by Adrian Salisbury to discuss how you can improve the quality of your Zoom meetings, and avoid looking like an amateur when it matters most.
While it may initially seem like a great opportunity when a potential client asks for a proposal, this type of request can trap us into an endless cycle of following-up and "checking in". Learn how to respond in an efficient way that will be more likely to lead to success, and a good long-term client relationship.
A lot of people believe that in order to be a successful salesperson you must be endlessly optimistic. Ian Altman challenges this belief and explains why the top sellers benefit from being quite skeptical.
Ian Altman is joined by newly published author and business owner, Raman Seghal. Raman has credited much of his success to Same Side Selling and today he's sharing some of his best tips for starting your business.
A common sales tactic is to ask for the "decision maker" when speaking to potential new clients. This can (and often does) backfire in multiple ways ultimately leading to a loss of a sale. Ian Altman explains why you should avoid this line of questioning and how to instead get you and your customer on the same side.
Ian Altman is joined by author and marketing expert Gair Maxwell to discuss some of the biggest mistakes that businesses make when it comes to their marketing and branding. They then dive into helpful tips you can utilize to avoid these blind spots.
What does it mean to sell with integrity? It means that you're putting your client's results ahead of your own desire to make a sale. Ian Altman shares some real-life experience on why selling with integrity matters.
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. Ian Altman explains a much more effective tactic you can use to connect with your clients and enrich the sales process.
When it comes to big client meetings, sometimes we tend to over-prepare in the wrong area, or under-prepare all together. This tends to lead to frustrating (or embarrassing) results. On this episode of The Same Side Selling Podcast, Ian Altman discusses the best way to prepare for those important client meetings and a few key areas that people often overlook.
Happy Holidays! Bringing you a special bonus today in the form of one of our most listened-to episodes: This is Marketing featuring Seth Godin No matter what your product or service, Seth Godin has tremendous insight on reframing your sales and marketing approach to grow your business. As an Entrepreneur, best-selling author, and speaker, Seth focuses on everything from effective marketing and leadership, to the spread of ideas and changing everything. You're gonna learn a ton on this episode with Seth Godin. Listen to this episode and discover:
Happy Holidays! Bringing you a special bonus today in the form of one of our most listened-to episodes: Fixed vs. Hourly Billing. Over the last dozen years, Ian Altman has 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. Ian suggests why that might not be a great idea for you or your clients. This concept may make you feel a little uncomfortable, but take a listen and you'll see how a change in approach could make all the difference to you AND your clients.
On today's episode of the Same Side Selling Podcast, Ian Altman addresses the frequently asked question: why do enthusiastic customers sometimes completely disappear when it's time to close the sale? Ian shares his thoughts on the "Why" and also offers some guidance on what you can do to get a much better outcome going forward.
On this episode of the Same Side Selling Podcast, Ian Altman is joined by Matt Certo, author of Formulaic: How Thriving Companies Market From the Core and host of The Brand Narrative Podcast. Ian and Matt discuss how you can truly set yourself apart from your competitors and in turn, see more success in your sales.
Comments (2)

Stan Mullins

This required me to change my networking practices. I was enjoying Burkus' book on audible within a couple of days. I so much prefer the science presented as opposed to a How-To book. I can design my own plan using the proven details. Thanks Ian for choosing great interview candidates!

Dec 26th
Reply

Stan Mullins

I should buy and READ Joey's book.

Apr 28th
Reply
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