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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.

Discover more at http://www.IanAltman.com
238 Episodes
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I'm joined this week by Meridith Elliott Powell who is a brilliant sales mind who's written many books, is considered a top sales expert to follow by LinkedIn and happens to be one of my favorite fellow keynote speakers. We're going to discuss how selling in times of crisis is not a bad thing, that it isn't time to stop and how adapting the way we communicate with and show understanding of clients' situations is so important. Listen into our discussion for ideas on how you can adapt not only how you sell, but the products and services you can offer in challenging times. I think you'll also gain an understanding of why Meridith is one of my favorite peers.
This is a special solo episode on selling and communicating under stress. I recorded this episode at a time when when we are under siege from a global pandemic. Businesses across the spectrum are closed. Citizens are either literally or essentially under quarantine and at home. So how do you continue to grow your business under these times or how do you survive and do the best you can do? Let me guide you through some examples and some ideas that you could apply yourself.
In this solo episode I talk about getting to the truth in complex selling situations. I often say that effective selling is not about persuasion or coercion. It's about getting to the truth as quickly as possible and sometimes you might find that you have something in your process, in your system, something about your business offering that your client or prospect just says, those don't work for me. If you're looking for a simple way to be not only open in your discussions, but to get decisions that everyone feels comfortable with, listen in and see how this approach makes a difference for you.
I'm joined this week by David Meerman Scott, he's the co-author of the new Wall Street Journal bestselling book 'Fanocracy' which he co-wrote with his daughter, Reiko. He's a multi bestselling author. If you've ever heard the term 'Newsjacking', that's one of his other books. Part of our conversation was around the joy of writing a book in collaboration with his daughter, the experience of becoming best selling authors together, but we also covered so much more from the book that you can apply to your organization straight away that combines David's experience with Reiko's background in neuroscience and medicine. I'm sure you'll agree that we had a fascinating conversation. You'll learn a ton from the talented David Meerman Scott.
This week's guest is Michael Bungay Stanier, the Wall Street Journal bestselling author of The Coaching Habit. He sold about three quarters of a million copies and it's one of a few business books that actually makes you laugh. We're talking about his new book, The Advice Trap, which is out very soon. The book has some really interesting insights about what Michael calls the 'Advice Monster', which hides behind well meaning people who give advice to others who may not want it. We also discuss the notion of fake questions and fake listening that we often fall into, even when our intentions are good. It's always a fun and fascinating conversation with my friend Michael Bungay Stanier.
Our guest this week is Hall of Fame speaker Stephen Shapiro, and we're talking about innovation and solving problems. Stephen led a 20,000 person innovation practice at Accenture. Since then he's written six books on innovation, including 'Best Practices Are Stupid', which was named the best innovation and creativity book of the year. We're talking about his latest book, 'Invisible Solutions, 25 Lenses that Reframe and Help Solve Difficult Business Problems', which launches March 3rd. Stephen shared so many insights that you can use right away. I'm certain you will learn a lot.
In this solo episode I talk about what information people typically share with clients in proposals and email follow-ups that drive results and why that matters to your client. I introduce the proven model that allows you to ensure you're recording all of the right details from your meetings and then enables you to follow up successfully.  If you're looking to improve how you help clients make decisions and create a process for creating effective follow-up emails, then learn in this episode how the Concise Business Case can help.
I'm joined this week by Bill Cates to discuss his latest book, Radical Relevance. Bill started and sold two companies before turning his attention to help other businesses grow. He's written four best selling books, Get More Referrals Now, Don't Keep Me a Secret, Beyond Referrals and now Radical Relevance. He's my go to person when people want to improve how they handle referrals. Bill has delivered his business growth message to over a half a million professionals across five continents and he's a member of the professional speaker hall of fame. You're going to learn a ton from Bill Cates. Listen and Discover: - Why you should only focus on three personas in your marketing. - How features and benefits don't make a compelling value proposition. - Why name-dropping can be risky. - How to make your introduction memorable and shareable. - And much more...
I'm joined this week by Likky Lavji. Likky is an expert when it comes to finding and overcoming your blind spots.  In this episode we talk about the greatest misconception when it comes to blind spots. How to identify yours and who to surround yourself with and who to exclude from that group. Plus the most common blind spots, and then how you can specifically overcome those by asking some really insightful questions. I learned a ton. I hope you will too. Listen and Discover - Why we check our blind spot when we're driving, but not everywhere else in life. - The power of a strong inner circle. - The most common blind spots that we miss. - The key questions to ask when you want to overcome blind spots. - Why it's so important to listen to feedback - both positive and negative. And much more...
Our guest this week is Lisa Magnuson of Top Line Sales. Lisa spent years in sales executive positions for Fortune 50 Companies. We’re speaking about her latest book, The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly. In this episode, we talk about the greatest misconception about sales leaders, the one thing that moves the needle for top performing sales teams and how to build a culture around big deals that are 5x your average sale. You're going to get some great ideas from Lisa as she shares her findings! Listen and Discover - Why many leaders don’t have a process of their own for how they manage and mentor their team members. - How pre-call planning is something that top performers do consistently. - Why War Rooms are the single greatest tool to move the needle for strategic growth - The best way to rate accounts and the most important considerations for War Rooms - And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
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 https://www.ianaltman.com/same-side-selling-podcast/
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 https://www.ianaltman.com/same-side-selling-podcast/
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 https://www.ianaltman.com/same-side-selling-podcast/
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 https://www.ianaltman.com/same-side-selling-podcast/
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 thttps://www.ianaltman.com/same-side-selling-podcast/
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 https://www.ianaltman.com/same-side-selling-podcast/
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: https://www.ianaltman.com/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 https://www.ianaltman.com/same-side-selling-podcast/
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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
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