DiscoverSame Side Selling Podcast
Same Side Selling Podcast
Claim Ownership

Same Side Selling Podcast

Author: Ian Altman

Subscribed: 130Played: 12,256


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.

Discover more at
228 Episodes
One of the most common sales questions: how can you best evaluate opportunities? There may be deals that have been sitting in your pipeline for a while and there may be relatively new opportunities. You may be wondering which of these deals are worth pursuing and which are not? Many forecasts are filled with hopes and prayers. The problem is that if you invest an equal amount of effort on every opportunity, then you are likely spending time on some deals that are just not worth your time at the expense of the ones that are a great fit for you. In this episode, I share a proven framework that I use with companies that will help you evaluate opportunities and deals to see where you should and should not invest time. Listen and Discover - How to put finger on the pulse of which opportunities need a little more attention and which ones should be just handed off to your least favorite competitor and let them chase their tail around it. - Seven questions to answer to help determine if an opportunity is real or not real. - How to accelerate your revenue grow with the Same Side Selling harsh honesty framework Discover more at
Gessie Schechinger is passionate about helping organizations leverage technology and automation to surpass revenue targets so he can help protect the golf and bar time for salespeople. He labels himself as the laziest salesman in America as well as the Vice President of Sales for the OnCourse, a sales engagement platform. OnCourse has a pretty interesting approach to CRM and sales engagement. In this episode we talk about the biggest misconception when it comes to CRMs, the difference between a sales engagement platform and a CRM and how you can actually make it so that the platform your organization adopts is something that reps want to use rather than something that they feel like they have to use. You're going to get some great insight from Gessie! Listen and Discover > What's the biggest misconception when it comes to CRMs. > The difference between a sales engagement platform and a CRM. > A strategy for finding a platform that best fits your organization’s needs and goals. > What role software should play in the sales process. > How to ensure the CRM or sales engagement platform is something that your reps want to use rather than something that they feel like they have to use. Discover more at
I'm joined in this episode by Jay Bonansinga. Jay is the New York Times bestselling author of the Walking Dead novels, as well as 20 other fiction and nonfiction books and really one of the most imaginative writers of thrillers according to the Chicago Tribune. We're going to talk about the biggest misconception people have when it comes to storytelling in business. Jay shares insight into how you capture someone's attention and imagination. You're going to learn a ton, no suspense necessary with Jay Bonansinga.
Alison Stratton is the coauthor of the new book that I absolutely love, called The Jackass Whisper, How to deal with the worst people at work, at home and online - even when the Jackass is you. Alison and her husband Scott are Jackass experts, co-authors of five best-selling business books, co-owners of UnMarketing Inc and co-hosts of not only The UnPodcast. Jackasses are the purveyors of pet peeves - the people who bring irritations to our lives. Alison’s approach helps you become way more aware of the different circumstances where we have a choice about how we respond to someone that’s being a jackass and becoming aware of when we might actually be the jackass. All those little irritations that happened during our day, tend to suck the energy out of us. With Lisa’s help, we can have so more energy and be more kind to each other, freeing us to solve some of those bigger problems in our day. You're going to learn a ton with Alison Stratton. Listen and Discover > Strategies for dealing with the worst people at work, at home and online. > How to stop the spreading a negative attitude. > Instead of complaining about something learn what should you do when something irritates you. > Why the way you elect to complain is a function of whether you're seen as the jackass or whether it works out. > The power of empathy, especially in business. > And much more... Discover more at
Have you ever had a situation where a client wanted you to follow a crazy process that they have in terms of their procurement process? And you knew that their process wasn't going to give them the best outcome. Instead, you wanted them to follow your process to ensure successful results for them. In this episode, I share how you can navigate this type of situation. I'm going to give you specific ideas on how you can actually help your client see that you have an approach that would work really well for them. Listen and Discover > How to open your client’s eyes to the possibility that you have a way that will help them reach a better outcome. > Elements that you should include in mapping out a roadmap to success with your client. > The power of using the phrase “Would you be open-minded to...” > A strategy to help identify the key stockholders in a client’s decision-making process. > And much more... Disover more at
Lisa Cummings is a brilliant speaker and founder of Lead Through Strengths. She's a wealth of knowledge when it comes to leveraging your strengths for optimal results. There are 34 potential talent themes, everyone possesses a unique combination of these themes on their strengths profile. The idea of managing through strengths is uncovering people's strengths, then maximizing and leveraging those strengths to achieve greater success. Lisa shares how strengths are like an easy button to help you achieve the results you want. For leaders in a selling environment, discover how to manage to everyone’s strengths so that you put the right people and pull the right resources, at the right time to best help your clients. You're going to learn a ton with Lisa Cummings Listen and Discover How to uncover your strengths. > The greatest misconception that people have when it comes to managing people's strengths and weaknesses in sales. > How knowing your strengths can impact your performance with team members and lead to better results. > Examples of different strengths profiles that people might have and you can coach those people through to success. > What is the ideal strengths profile for a successful salesperson? > And much more...
Chad Sanderson is an award winning sales marketing and business strategy consultant. He works with global companies helping them optimize their sales across markets and verticals. In this episode we talk about the biggest misconception people have about generational differences in the workplace and in sales. Chad shares his methodology that guides organizations to look at their processes and structure through a new lens. You're going to have a great time listening to Chad Sanderson. Discover - Guidance on how to connect and make an impact with each others. - Where to start in terms of creating synergy and getting effective results cross generationally within your organization. - Understanding the different generation with shapes. - The problem with on-boarding programs organization typically use for their new employees - The importance of consistency in selling behavior to drive results. Discover more a t
Christine Schlonski hosts the Heart Sells podcast and works with entrepreneurs who are heart-centered impact-driven and love what they do but maybe struggle a little bit with selling. Christine shows entrepreneurs how to sell with ease, grace, and confidence while being authentic. We're going to talk about the biggest challenges and high-pressure sales, how to introduce a little bit of levity into your team and how that mindset can shift results for your organization. I also love how Christine compares sales to Argentine tango. You’re going to learn a ton from Christine Schlonski. Listen and Discover > How to create a collaborative rather than an adversarial dialogue with a client. > Ideas for coping with stress and getting in the right mindset > Techniques for introducing levity or humor into business situations. > And much more... Discover more at
People often come to me and say, look, we understand from Same Side Selling that we should be asking questions. However, my clients just won't answer the questions. it gets really frustrating and just becomes adversarial right from the start with the client. In this week's episode, I address the reasons why clients are reluctant to share information and how you can overcome that. Listen and Discover > Why people are reluctant to share information during the sales process. > An approach to help you make it clear to your prospect that you are more interested in their results than making the sale. > How to build trust early in the sales process > And much more... Discover more about the 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 mistakes people make on LinkedIn and how to avoid doing the same thing. > How to connect with someone new on LinkedIn. > The benefit of spending more time listening on LinkedIn and how to do that. > What it means to establish yourself as a subject matter expert, not as someone who's just there to sell something. > And much more... Discover more about the Same Side Selling podcast at
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. You're going to learn a ton from Connie Podesta! Listen and Discover > What it means to take psychology seriously in sales and business. > Why it's more important to “quit” doing things rather than say what you're going to do > Insights  “The Best Sales Book Ever -  Cut Through The Obstacles and Send Sales Through The Roof" - that Connie co-wrote with Meredith Elliott Powell. > And much more... Discover more about the Same Side Selling Podcast at
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 right types of clients to accelerate their trajectory. We also dive into things that you can do in your business to achieve remarkable growth. Listen and Discover > Why it never works to chase any and all business. > The impact of trying to be everything to everyone. > How to disarm the notion so that you're not just there to sell something whether the client needs it or not. > That all PR is not good PR. > Why it’s essential to know the problems and value that you deliver for your clients. > And much more... Discover more about the Same Side Selling podcast:
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 Business. John certainly opened my eyes to the impact of becoming more self-aware and the importance of focusing on it every day. I am surprised what a difference spending just a few minutes every day on this can make. You’re going to learn a ton with John Jantsch! Listen and Discover > The key stages of being self-reliant. > How to become more self-aware. > An approach to dealing with the fear of risk and failure in business. > Where success comes from and how to impact it. > And much more... Discover more at
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. Listen and Discover > Why prematurely pitching your product and service only repels a potential customer. > How to avoid sounding like a stereotypical salesperson during the initial contact. > A method to determine whether or not a potential customer has a problem that you’re good at solving, that they feel is worth solving. > The Same Side Pitch - follow this idea of Entice, Disarm, and Discover. > And much more... Discover more about the Same Side Selling Podcast
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 to learn a ton with Marcus Sheridan! Listen and Discover > The biggest misconception people have when it comes to video communication in the world of sales. > How to have a culture of video with sales and marketing. > Is video a marketing or sales tool? > Why video can help build trust. > Two keys that can help you shorten sales cycles. > How video can help accelerate the client’s decision-making process. > And much more... Discover more about the Same Side Selling podcast at
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 great discussion about attributes and traits the top 1% performing sales professionals have in common, CRM processes and what it takes to be successful. You’re going to learn a ton from Scott Ingram! Listen and Discover > The biggest misconception people have about the top-performing salespeople. > Attributes and traits top performers have in common. > Why commission and the dollars actually aren't the biggest drivers for salespeople. > What makes CRMs work (and not work) for sales professionals. > And much more... Discover more at the Same Side Selling Podcast a t
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 regular segment on Good Morning Washington. Christina, together with her clients, reached over 873 million views and generated over 8 figures in sales from free publicity in one year. Well known for her best-selling book, PR for Anyone™ - 100+ Affordable Ways to Easily Create Buzz for Your Business, Christina has a new book called The DIY Guide to Free Publicity. I’m thrilled to have Christina share her wisdom with you because I learned so much from her and I'm sure you will too! Listen and Discover > The biggest misconception about PR and which pitfalls you can avoid. > How to become a valuable asset for media outlets. > Some of the traps or mistakes that people make when they're trying to pitch ideas. > Specific steps you can take to become PR famous. > How to move the needle and help get free publicity on your own. > And much more... Discover more at
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 Experience You'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...
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
Download from Google Play
Download from App Store