368 episodes

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

Same Side Selling Podcast Same Side Selling Podcast

    • Business
    • 5.0 • 70 Ratings

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

    The correct way to follow up after a break

    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 originally
    - Acknowledge that priorities may have changed and it's okay if they tell you it's no longer a fit
    - For cold calls, discuss common issues others in their role/industry face without assuming they have the same problems
    - Use the Client Vision Pyramid to understand their current needs and see if you can add value

    • 5 min
    The best way to answer "What do you do for a living?"

    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 to frame your answer relevance to them.Spark interest. Give an intriguing response that prompts further questions. Ex: "We help law firms keep more of their money." Focus on problems you solve. Don't just state what you do. Talk about common struggles you help clients overcome.Use the "Uber for X" framework. Describe yourself as the "Uber for [your field]." This simplifies what you do.Follow the "entice, disarm, discover" model from Same Side Selling. Share results, deflate sales concerns, and learn about their needs.Present yourself as a problem solver, not a salesperson. This builds trust and transparency.

    Key Quote: "See, when you meet somebody, you can either show up as someone who's there to sell something, or someone who is there to solve something. We always want to make sure we're showing up as someone who's there to solve something."

    • 5 min
    Pricing pressure? How top performers maintain profit margin.

    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 climate by keeping conversations focused on results and differentiation rather than price alone; and the consistent practice of an intentional, structured selling methodology that sets apart top sales performers - committing to skills practice for an hour each week is key for salespeople to achieve greater success through polished and disciplined selling techniques.
    -------
    Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 
    LinkedinX/TwitterWebsiteEmail : ian@ianaltman.com

    • 6 min
    Stop Asking About Budget And Other Bad B2B Sales Questions

    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 game-changing approach that focuses on uncovering what truly matters to your clients using the Same Side Quadrants methodology. Tune in for essential insights that can revolutionize your B2B sales strategy. Don't miss this episode – it's your key to building stronger client relationships and boosting your sales success.
    -------
    Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 
    LinkedinTwitterWebsiteEmail : ian@ianaltman.com

    • 7 min
    What Yellowstone Teaches Us About Selling

    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 significant impact on client relationships. Discover how you can become the "Old Faithful" in your industry and provide the reliability your clients truly value. Tune in now for insightful lessons from nature that can transform your business approach.
    -------
    Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 
    LinkedinTwitterWebsiteEmail : ian@ianaltman.com

    • 6 min
    Has Cold Outreach Gotten Harder in B2B Selling?

    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 the importance of crafting compelling messages, disarming your approach, and empowering the recipient to decide the next steps.
    If you're looking to enhance your cold outreach game and achieve better results, this episode is a must-listen. Don't forget to like, share, and subscribe for more invaluable sales strategies. Tune in and revolutionize your approach to B2B cold outreach.
    -------
    Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 
    LinkedinTwitterWebsiteEmail : ian@ianaltman.com

    • 6 min

Customer Reviews

5.0 out of 5
70 Ratings

70 Ratings

mvelasco07 ,

A must-listen!

Same Side Selling has quickly become a favorite in my feed! I'm consistently impressed by the engaging conversations, insightful content, and actionable advice. I truly learn something every time I listen!

Anna B David ,

Amazing Content and Podcast!

I love "Same Side Selling Podcast" and am always left feeling inspired by Ian and his guests after each show. The conversations are always interesting and informative, with a focus on practical tips and tactics that listeners can apply to their own approach. One of the things that sets this podcast apart is the emphasis on building trust and understanding with clients. Ian and his guests stress the importance of understanding clients' needs and challenges, and working collaboratively with them to find solutions. This approach is refreshing and effective, as it builds long-term relationships and generates positive results.

Bored!!!!!! ,

Great podcast, even greater sales coach

Ian is fantastic. My company hired him as our sales coach and it was a great decision. He helped increase our close rate and helped us waste less time with prospects that weren’t going to close.

Top Podcasts In Business

NerdWallet Personal Finance
Ramsey Network
Money News Network
Dan Fleyshman
Hala Taha | YAP Media Network
DOAC

You Might Also Like

Jeb Blount
Mike Weinberg
Nick Cegelski & Armand Farrokh
Art Sobczak, cold calling and sales trainer
BusinessMadeSimple.com
John Barrows