PODCAST · business
Same Side Selling Podcast
by Same Side Selling Podcast
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
Episodes
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Why companies fail onboarding salespeople
The discussion explains that sales onboarding fails when organizations emphasize product knowledge instead of teaching a consistent, buyer-focused sales process. Biggest Mistakes Relying on shadowing high performers instead of structured onboarding processes. Prioritizing product training over...
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Worst Questions in B2B Sales
Ian Altman discusses common mistakes in procurement, emphasizing the importance of not commoditizing oneself. He advises vendors to focus on what's in the customer's best interest rather than succumbing to unrealistic demands for line item pricing and cost disclosure. Altman suggests engaging…
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Why Demos Do Not Turn Into Revenue in B2B Sales
Ian Altman discusses why demos in B2B sales often fail to generate revenue despite positive feedback. He argues that reps too often focus on the demo as the goal, neglecting the importance of understanding the client's problem and business case. Altman suggests that sellers should first ensure…
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Why Sellers Fail to Close Deals In the End
Ian Altman discusses why sellers struggle to close deals, emphasizing that the key to success is building trust and focusing on the client's outcome from the initial meeting. He highlights three common buyer concerns: trust, problem severity, and better alternatives. Altman advises sellers to...
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AI BlindSpots
Ian Altman discusses common blind spots in the use of AI in B2B sales, emphasizing the importance of avoiding proprietary information leakage through tools like ChatGPT and Copilot. He highlights issues with using general-purpose AI for specific sales questions and the potential for AI models...
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Why “Just Send Pricing” Is a Sales Trap (And What to Do Instead)
Ian Altman discusses the common trap of assuming a client's initial request for a product is accurate. He emphasizes that clients often need something different than what they initially think. Altman advises salespeople to ask probing questions to understand the client's actual needs and…
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Procurement Demands vs Vendor Requirements
Ian Altman discusses common mistakes in procurement, emphasizing the importance of not commoditizing oneself. He advises vendors to focus on what's in the customer's best interest rather than succumbing to unrealistic demands for line item pricing and cost disclosure. Altman suggests engaging…
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RolePlay Mistakes
Ian Altman discusses the importance of role play in sales, emphasizing that top performers practice more than they perform. He identifies three common mistakes: not role playing at all, lacking structure in role play sessions, and providing overwhelming feedback. Altman suggests a structured...
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How One Company Doubled Revenue in 18 Months Despite Their Market Shrinking by 20 Percent
Ian Altman hosts the Same Side Selling Podcast featuring SolarInsure, highlighting their success with the same side selling methodology. SolarInsure helps contractors overcome consumer skepticism and profitability issues by offering a 30-year transferable warranty backed by Zurich North America....
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Traps and Best Practices for Integrated Communication - Susan Thomas
Ian Altman interviews Susan Thomas, CEO of Tenfold, an integrated communications firm specializing in deep tech B2B clients. Susan discusses common mistakes in integrated communications, such as focusing on budget over results, choosing vendors based on brand size rather than expertise, and...
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Offshore Deathtrap - Luis Derechin
Ian Altman discusses with Luis Derechin the challenges and pitfalls of building offshore teams, highlighting the seven common mistakes that lead to failure in 73% of projects. Derechin's book, "The Offshore Team Deathtrap," offers a framework to avoid these mistakes, emphasizing rigorous talent...
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Rod Neuenschwander - From Crisis to Clarity
Rod Neuenschwander discusses his new book, "From Crisis to Clarity," which details his journey after John Ruhlin's passing. Rod explains the four-part framework he developed: a clear purpose statement, a go-forward operating plan, a financial plan, and a team plan, all fitting on one page. This...
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Neen James - Exceptional Experiences
Ian Altman and Neen James discuss Neen's latest book, "Exceptional Experiences," which explores creating luxury-level experiences in sales to build deeper client relationships and grow revenue. Neen identifies four luxury mindsets: Reluctant and Removed (28%), Pro Prioritizer (22%), Confident and...
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How Client Expectations Have Changed
Ian Altman discusses common mistakes in long-term sales engagements, emphasizing that sellers often focus on price concessions rather than mutual benefits. He highlights that longer engagements can attract more stable, permanent talent, benefiting both parties. Altman suggests presenting…
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Biggest Sales Mistakes in Long-Term Engagements.
Ian Altman discusses common mistakes in long-term sales engagements, emphasizing that sellers often focus on price concessions rather than mutual benefits. He highlights that longer engagements can attract more stable, permanent talent, benefiting both parties. Altman suggests presenting…
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How One Company Doubled to $100 Million in Two Years
Mike Greene, CEO of Air Control Products (ACP), discussed the company's growth from $12 million to nearly $100 million in sales. ACP, an HVAC manufacturer's rep, focuses on commercial projects and emphasizes project management and customer relationships. Greene credits his team's curiosity and...
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The Mistakes Most Channel Sales Teams Overlook
Ian Altman discusses the common oversights in channel sales teams, emphasizing that top performers excel in sales skills rather than product knowledge. He suggests that product launches should focus on market demand, problem-solving, and customer needs rather than just features. Altman recommends...
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Biggest Blindspot in Sales Meetings with Clients
Ian Altman discusses the biggest blind spot in sales meetings: lack of preparation. He emphasizes the importance of setting realistic goals aligned with the client's needs rather than unrealistic expectations. Altman advises salespeople to identify what clients need to believe to achieve their...
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Expand Existing Accounts without Pushing
Ian Altman discusses strategies for expanding existing accounts without appearing pushy. He criticizes common sales tactics like offering capabilities briefings, which customers often find unappealing. Altman introduces the concept of the "client vision pyramid," which categorizes client needs…
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Real vs. Wishful Sales Forecasts
Ian Altman discusses the difference between real and wishful sales forecasts on the Same Side Selling podcast. He emphasizes that salespeople are optimistic by nature and often provide unrealistic forecasts, especially when deals are forecasted to close at the end of the month, which frequently…
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The good bad and ugly of AI in sales
Ian Altman discusses the pros and cons of using AI in sales. He emphasizes that AI should be used as a tool to assist, not replace human efforts. Poor use includes AI-generated emails sent without editing, which often fail to engage customers. Effective use includes leveraging AI for drafting and...
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The Connection Between Role Play and Success in Sales
Ian Altman introduces the connection between high-performing sales professionals and role play. Top performers practice role playing for at least one hour per week, with some dedicating 90 minutes to two hours weekly. Ian explains that regular practice leads to better productivity and performance...
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Tamsen Webster Say What They Can't Unhear
Ian Altman and Tamsen Webster discuss her new book, "Say What They Can't Unhear," which focuses on creating messages that stick and lead to sustained action. Tamsen emphasizes the importance of aligning sales messaging with existing client beliefs and leveraging their desire to be seen as smart,...
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Biggest Mistakes in Sales Presentations
Ian Altman discusses common mistakes in sales presentations, emphasizing that clients often view them as a time to rest rather than a valuable interaction. He suggests setting expectations in advance, focusing on understanding the client’s needs, and using a “Jeopardy board” approach to tailor…
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How to Change Behavior in Salespeople
Ian Altman emphasizes the importance of identifying and addressing the top obstacles to sales performance, prioritizing opportunities for growth. He advocates for a tailored approach, focusing on specific problems and scenarios, building muscle memory, and developing targeted skills that can be...
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Modern Strategies for Trade Show Results
Ian Altman shares strategies for optimizing trade show experiences. He emphasizes setting objectives, identifying key attendees, and tailoring booth design and messaging to address attendees' problems. Altman advises against collecting numerous business cards and instead, engaging in meaningful...
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Urgency Based on a Business Case
Ian Altman emphasizes the importance of understanding why a client's interest in a solution may have waned, and encourages sales professionals to ask the right questions to determine if a problem is significant enough to warrant a solution. He highlights the need to build a business case for...
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How This Company Grew Dramatically In Just One Year
How EW Motion Therapy Adopted Same Side Selling. Saw alignment with company values. Differentiation was a big challenge. Client Vision Pyramid helped explain service levels. Referrals grew 34% year over year. Aiming for 30% referral growth this year. Issues & Risks Commoditized market with many...
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Magical Email Subject Lines to Increase Open Rates
Which subject lines might your audience open in their inbox? How to come across as subject matter experts, not stereotypical sellers What is the goal of your cold outreach? Are you trying to get too much, initially? Where do LinkedIn Polls come into play when it comes to Cold Outreach? What…
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The correct way to follow up after a break
Topics covered: - Effective follow up after a break like the holidays or when it's been a while since contacting someone - Two scenarios: after a break, or when they've gone "dark" - The key is to "disarm" and not make it about selling - Focus on understanding what issues they wanted to solve...
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The best way to answer "What do you do for a living?"
Answering "What Do You Do?" In this episode, Ian Altman discusses effective strategies for answering the common question "What do you do?" in networking and sales situations. Key takeaways: Get context first. Before answering, ask a bit about the other person's role or industry. This allows you…
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Pricing pressure? How top performers maintain profit margin.
In this week's Same Side Selling podcast, host Ian Altman discusses three important topics: the common trap of ineffective prospect messaging that focuses too much on the seller's perspective rather than solving customer problems; dealing with increased pricing pressure in the current economic...
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Stop Asking About Budget And Other Bad B2B Sales Questions
Have you been making the mistake of asking your customers about budget or who the decision maker is? In this episode, Ian Altman reveals the secrets to successful B2B selling. Discover why asking about budget, decision-makers, and offering the cheapest option can backfire. Ian shares a...
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What Yellowstone Teaches Us About Selling
In this captivating episode, Ian Altman draws intriguing parallels between the reliability of Yellowstone's Old Faithful geyser and the key qualities clients seek in business partnerships. Ian explores how predictability, consistency, and a commitment to delivering desired outcomes can make a...
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Has Cold Outreach Gotten Harder in B2B Selling?
Are you finding cold outreach more and more difficult? In this episode, Ian Altman tackles the evolving landscape of B2B cold calling. He dives into why it's becoming increasingly challenging to reach potential clients and offers practical insights into overcoming these obstacles. Ian emphasizes...
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3 Biggest Fails In Sales Kickoff Meetings
In this episode of the Same Side Selling podcast, Ian Altman reveals the three biggest blunders that can sink your sales kickoff meetings. Drawing from his wealth of experience with B2B companies, Ian discusses the importance of starting by asking your team where they're struggling, offering...
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How To Overcome Rejection In Sales
Have you struggled with facing rejection in your sales position? In today's episode, Ian addresses the fear of rejection in B2B sales. He introduces the concept of finding the right fit with clients, much like matching puzzle pieces. Ian emphasizes the importance of focusing on solving client...
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The Most Overlooked Obvious Mistake In Email Outreach
Discover the secrets to effective email outreach on this week's episode of the Same Side Selling podcast. In this episode, Ian Altman uncovers the most common mistakes that businesses make when reaching out via email. Are your messages getting lost in spam folders? Are your carefully crafted...
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3 Unexpected Beliefs in B2B Sales
There are three essential beliefs crucial for success in B2B sales and in this episode Ian Altman reveals some unexpected perspectives. While the first belief centers on the customer's conviction that your product or service warrants a change, the subsequent two beliefs are equally pivotal. Ian...
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How This Team Built A Culture Of Growth
Are you looking to build a culture of growth in your organization with a proven sales strategy? In this episode, Ian Altman is joined by Kevin Bock and Eric Keebler of Precision Air Convey to share their transformative journey. These industry experts discuss their transformative sales approach to...
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How To Build The Best Team Ever with David Burkus
Looking for tips on how to build the ultimate team in your business? In this episode, Ian Altman is joined by with organizational psychologist and author of Best Team Ever, David Burkus where David dives deep into the art of crafting unbeatable teams. Explore groundbreaking insights that debunk...
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Build A Culture Of Growth With Non-Salespeople
Join host Ian Altman on this week's Same Side Selling podcast as he uncovers the secret to building a culture of growth for non-salespeople. Discover how to transform your team's mindset, moving away from the conventional sales approach towards a foundation of integrity, trust, and results. Learn...
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Why Cross Selling Your Other Products Could Be Failing
In this episode of the Same Side Selling podcast, host Ian Altman discusses the challenges businesses face when cross-selling their new products or services to existing clients. He highlights two common traps: transitioning from a free offering to a paid one and focusing on features instead of...
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How To Work With Almost Anyone with Michael Bungay Stanier
Do you find it challenging to work with difficult people, whether it's coworkers or customers? In this episode, Ian Altman sits down with Michael Bungay Stanier, author of "How To Work With Almost Anyone," to discuss the art of cultivating strong relationships with coworkers and customers in…
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Optimism, Persistence and Qualification in Professional Selling
Welcome to the Same Side Selling podcast and the 350th episode! In this episode, Ian Altman dives into the the importance of optimism, persistence, and effective qualification in professional selling. Ian highlights the pitfalls of solely relying on persistence and emphasizes the need to qualify...
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3 Most Common Traps In Pipeline Reviews
Do you find yourself constantly asking your team about the status of deals during pipeline reviews? Are you falling into common traps? In this episode, Ian Altman uncovers the three most common traps in pipeline reviews and how to pivot your approach to use your reviews to increase sales success....
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Never Lose An Employee Again with Joey Coleman
On this week's episode of the Same Side Selling podcast, Ian is joined by Joey Coleman, bestselling author of "Never Lose An Employee Again." In this episode, Joey reveals a simple yet powerful path to finding and retaining top talent while driving business profits. Learn from Joey's expertise as...
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The Secret To How This CEO Grew His Company 10 Fold
Want to know the secret formula this CEO used to grow his company 10 fold? In this episode, Ian is joined by the founder and CEO of ramarketing, Raman Sehgal. Discover the precise strategies that propelled Raman's business to astonishing heights, with a staggering tenfold growth rate. Unveiling…
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Why Experts Hate Selling and How To Engage Them
Why is it that subject matter experts hate being involved in the sales process and how can we engage them? While research shows that only 1 in 10 individuals in an organization has a job title associated with sales, the most successful organizations build a culture of growth, engaging people who...
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Biggest Cold Outreach Mistakes
Are you tired of your cold outreach efforts falling flat? In this episode, Ian shares three common cold outreach mistakes that can undermine your sales endeavors. From starting with disingenuous apologies to seeking the decision maker without considering the customer's needs, Ian shares insights...
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ABOUT THIS SHOW
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
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Same Side Selling Podcast
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Frequently Asked Questions
How many episodes does Same Side Selling Podcast have?
Same Side Selling Podcast currently has 397 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Same Side Selling Podcast about?
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...
How often does Same Side Selling Podcast release new episodes?
Same Side Selling Podcast publishes regularly with 397 episodes available. Check the episode list for the typical release schedule.
Where can I listen to Same Side Selling Podcast?
You can listen to Same Side Selling Podcast on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Same Side Selling Podcast?
Same Side Selling Podcast is created and hosted by Same Side Selling Podcast.
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