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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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211 Episodes
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-performing clients the I work with see measurable results from it.Listen and Discover> How to uncover the Issues your customers are trying to solve.> Questions you can ask to uncover the Impact and Importance with your client.> Why defining results with your client will help you stand out over other organizations.> And much more...Discover more at
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 company helping people become more successful in implementing simple, personal videos to rehumanize their businesses. On this episode, Ethan shares great insight from his new book Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer ExperienceYou're going to learn a ton from Ethan Beute!Listen and Discover* Specific tips to ensure you come across authentically in video communication with your customers and employees.* How you can use video to follow-up with clients after a meeting in competitive situations.* Methods to help you become more relatable via video.* What constitutes ‘good enough’ in video messages.*And much more...
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 episode, we talk about ways to satisfy buyer needs in the pre-sales process by applying technology to improve your pre-sales resources and demo process.Greg Dickinson is the founder of Omedym, a technology company that is on a mission to allow companies to engage with their customers in a completely new way. It's really a fascinating discussion with Greg!Listen and Discover> The biggest mistakes when it comes to using product demos and videos in the sales process.> Are pre-sale product demos necessary?> How to deliver the right information that each buyer needs or wants for their evaluation at the right time.> Methods to more intelligently provide video and other content targeted specifically to your customers.> And much more...
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. It's almost like they've disappeared. They've become a ghost.On this Same Side Selling episode, I talk about a common phenomenon in sales known as ‘ghosting’. Tune in to find out why it happens and some of the things you can do to try and fix it.Listen and Discover> Reasons why potential clients don’t respond to your calls and emails.> What’s an elevator rant?> How to determine if there’s a good fit between the client's problems and your solutions> A method to help clearly differentiate you from the competition> The Client Vision Pyramid - what is it and how can it help you.> And much more...
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 Master 10 Deal Killing Obstacles in B2B Sales. Tom’s current research, best practices, and real-life examples can help you craft an actionable plan to optimize productivity and drive success.You're going to learn a ton from Tom Williams.Listen and Discover> The biggest mistake sellers make when it comes to working with buyers or procurement.> What causes your product or service to be seen as a commodity versus high value.> How a creating a Stakeholder Map can help you figure out who needs to be involved in discussions.> 10 reasons sales calls fail.> The biggest sales skill that gets overlooked.> And much more...Discover more about the Same Side Selling Podcast
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 led the team to a World Championship in 2009. That same year he was awarded the Nolan Ryan Award given to the top Strength & Performance Coach in Major League Baseball as voted by his peers. He also wrote the book: Habits of a Champion, Nobody Becomes a Champion By Accident.You're going to learn a ton from Dana Cavalea.Listen and Discover> The biggest misconception when it comes to leading teams.> How your energy may be a key component to how other people perceive you.> The steps you can take to get better performance from your team.> The best way to activate your team.> And much more...Discover more about the Same Side Selling Podcast:
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 around the office. Rather how to strategically use humor better in the workplace. The goal is not to make you funnier—though that may be a side effect—but to make you effective-er. Humor is a valuable skill to be able to get better results by connecting at a more human level.By the way, Andrew doesn’t think that there is an organization that couldn’t benefit from humor. When things are very stressful, humor can be very good for catharsis, can be very good for relieving stress. Andrew has even helped serious organizations, like the FBI, Red Cross, and some emergency first responders.You're going to have a blast listening to Andrew Tarvin.Listen and Discover- The biggest mistake or misconception people have about humor in the workplace.- Five skills of work where you can use humor.- The difference between comedy and humor.- How to strategically use humor better in the workplace.- Three inappropriate reasons when humor is inappropriate at work.- How to use humor as a way to reduce status differentials and build rapport with someone.- And much more...Discover more at
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 whatever it is they have to sell and it turns people off.What I want you to realize is that when you have some sort of an email campaign, do not try and pitch your services. Tune-in and find out what you should do instead.Listen and Discover> Ways to entice and engage in a conversation with people via an email campaign.> How to craft email messaging that focuses on the problems that you solve and be open to the fact that people may not need what you've got.> How the Same Side quadrants can help you determine whether or not an opportunity is worth pursuing or not. > An approach to selling (and emailing) that everybody can embrace, even your customers.> And much more...
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...
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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