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Same Side Selling Podcast

Author: Ian Altman

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B2B selling expert, Ian Altman hosts the Same Side Selling podcast. Organizations rely on Ian to modernize their sales approach to achieve business growth. Ian draws on his experience as a former CEO of two decades to help people and organizations dramatically grow revenue.

The Same Side Selling podcast features sales and business topics, as well as insight from industry leaders with proven success. Ian interviews some of the brightest minds who share proven methods to help YOU achieve success and grow revenue with integrity.

Tune-in for inspiration, entertainment, and especially actionable takeaway messages that can drive remarkable results.

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203 Episodes
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 Organization are not aware of what causes friction for their customers? Friction frustrates customers, costing you sales, reducing loyalty, and creating negative word of mouth. Inside your organization, this Friction also destroys productivity, reduces employee engagement, and increases turnover. Friction is a multi-trillion dollar problem.In this episode, Roger shares how to spot Friction, how to eliminate it, and occasionally use it to your advantage. You're going to learn a ton from Roger Dooley.Listen and Discover> The biggest misconception businesses have when it comes to customer loyalty.>What is Friction and how to spot it in your organization?> When should you eliminate Friction versus use it to your advantage?> How friction impacts employee productivity and engagement.> And much more...Same Side Selling Podcast:
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 Uberflip, a content experience platform that empowers marketers to create content experiences at every stage of the buyer journey.In this episode, Randy unpacks what he called the Content Experience Framework, arming your organization to deliver personalized experiences that leverage your content to engage your audiences at scale--as well as identify and ramp up the key players in your organization who need to own this process.You’re going to learn a ton from Randy Frisch.Listen and Discover> The greatest misconception people have when it comes to content marketing.>Three keys to making sure that your content delivers value for your customers.What is a content experience?> How to drive profitable customer action and engagement with a content experience.> And much more...
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 outperformed the market by over 350%. In fact, salespeople who sell with a noble purpose, whose intention is to improve the lives of their customers, outsell target focus salespeople.On this episode, Lisa shares the steps you can take to start selling with a noble purpose. You're going to learn a ton of amazing insight from Lisa Earle McLeod!Listen and Discover>The greatest misconception people have when it comes to motivating sales organizations>Why the selling with noble purpose methodology works. > If your organization is really customer focus.> What to do if you’re being commoditized.> Why most of today's sales training methods are outdated.> And much more...
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.Instead of focusing on always trying to make the sale and pushing for a close in every situation, successful organizations realize it is better to take the approach of finding impact together or FIT.   On this episode, I talk about this core principle of finding impact together from the second edition of Same Side Selling. In the second edition, we profile companies that more than double their growth rate while pursuing fewer opportunities and they qualify by finding impact together with their clients.If you want to sell like an expert and not like a salesperson, tune in and discover a sales approach you can follow to achieve lasting success.Listen and Discover>What is finding impact together?> 3 core areas of the sales process that will make a profound impact on success for you and your clients.> How to disarm the notion that you're just there to sell something> A method to help qualify which opportunities are worth pursuing and which ones aren’t.> And much more...
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 founded TalentGrow LLC, a consulting company focused on developing leaders and teams, especially for enterprises experiencing explosive growth or expansion.You’re going to learn a ton from Halelly Azulay!Listen and Discover> How to overcome the biggest misconceptions people have about leadership.> Whether leaders are born or made.> The biggest mistake people make when cultivating new leaders.> Specific steps you can take to get the most from leaders in your organization.> Methods to help teach executives and sales managers properly delegate.>And much more...
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 speaker, and author. He has great research and insight for those in the world of B2B Sales.You’re going to learn a ton from Tom Pisello!Listen and Discover> How 1.5 million of the 5 million B2B sales reps are predicted to be out of a job by 2020.> Why you need two value-added archetypes within your B2B sales organization.> The impact a Customer Success Department can have on growing revenue and customers.> What it means to co-create the journey with your customer during the sales process, be an expert in that journey as well as an expert in the business problem they're trying to solve.> And much more...Learn more about the Same Side Selling podcast:
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 Discover> Three key elements that can really enhance your ability to influence others.> Ways to avoid the biggest traps people fall into when it comes to influencing others.> The ability to drive people to take action long after the interaction has occurred.> Specific ways that you can get input and advice to shape how you appear to other people.> And much more...
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 seven-time best selling author and co-founder of Heroic Public Speaking. Micheals shares a methodology you can follow to help you give a better performance every single time you interact with others. You’re going to learn a ton from Michael Port!Listen and Discover> The difference between presenting and performing.> Five foundations for helping you communicate more effectively.> Four elements for handling questions so you come across in the best possible light with your audiences.> And much more...
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 episode, relationship marketing expert Zvi Band shows you how to deepen your personal connections to achieve your professional goals—using the CAPITAL strategy of relationship-building techniques.Listen and Discover> Ways to create a relationship marketing process that helps achieve your business goals.> Methods to stay connected and build relationships.> How to prioritize the difference between what's important and what's urgent.> Things you can do to help stand out for your customers.> And much more...More Same Side Selling episodes available at
The founder and president of M3 Learning, Skip Miller, is on a mission to destroy the term decision maker because he believes, there are really two, not just a single decision maker. According to Skip, you have people above the line and below the line. Skip joins us to talk about some of the great misconceptions related to decision making in the sales process and the difference between above the line and below the line buyers. Skip shows us how to specifically navigate above and below the line to get better results in your business. You're going to learn a ton from Skip Miller.Listen and Discover> Why there isn't one decision maker.> What it means to sell above and below the line.> That people below the line, maybe seeing the world from a two-dimensional viewpoint and above the line executives are looking at the three-dimensional view of the past and the future.> The biggest mistake that you see businesses make when they're selling to quote the decision maker.> How does a seller make the transition from the below the one buyer so that they now include the above the line buyer?> And much more...Same Side Selling Podcast
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

Stan Mullins

I should buy and READ Joey's book.

Apr 28th
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