Same Side Selling Podcast

Are you a business owner, executive, or someone that wants to ensure long time value for your business and customers? Discover how to break through the noise and stand out from the competition. Stop falling victim to a win-lose approach, rather make it about getting on the same side with customers. Focus on value and results, in the process earn the role of trusted advisor to achieve extraordinary success.

A broadcast dedicated to helping those that offer professional services. Hosted by business expert and bestselling author Ian Altman. Ian will feature insight from industry leaders with proven success. Tune-in for inspiration, entertainment, and especially actionable take away messages that can drive remarkable results.

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  • How to Avoid The Status Quo Using The Jolt Effect with Matt Dixon September 23, 2022
    Are you losing deals to no decision? In recent research, it is found that 40% to 60% of deals for the average salesperson are lost to no decision due to the client sticking with the status quo. In 2020 after going 100% virtual overnight, sales calls went from in person to Zoom. Matt Dixon, while […]
  • The Right & Wrong Way To Get B2B Referrals September 14, 2022
    Are you looking for a referral to help your business or to help potential clients? The recipient of a referral should never feel like the client has done you a favor. Instead, your potential client should feel that they are getting the favor. But how do you do this?  In this week’s episode, I share […]
  • Why Do B2B Proposals Exist? September 7, 2022
    Proposals are an old school way of thinking. Now hear me out, if you could bypass the proposal stage and go right to an agreement, would you do it? In this week’s episode, I share with you how you can let go of the need to always send a proposal and start working towards a […]
  • Which RFPs Are Worth A Proposal August 31, 2022
    You receive an RFP, how can you tell whether it is an actual potential lead or a waste of resources? Most procurement people know exactly who their preferred vendor is before sending an RFP. So how can you set yourself apart and not end up just being a column fodder for comparison? In this week’s […]
  • Avoid The Trap of Talking About Your Products or Services August 24, 2022
    Have you explained your products or services after a client asks without first asking about their situation? If so, you have probably fallen into a common sales trap. Without finding out the potential client's problem, their urgency or how you can solve it, you are setting yourself up for the dreaded silent follow up. In […]
  • Stop Ruining LinkedIn By Doing This August 17, 2022
    Are you doing your research before reaching out to potential connections on LinkedIn or are you making the common mistake of sending mass messages? When reaching out to potential clients, you want to make sure you are not only making a genuine connection but have also properly done the research just as you would before […]
  • The Hidden Trap of Slam Dunk Sales Opportunities August 10, 2022
    Have you ever had a potential client come to you and say, “we spoke before about what your company does, we are ready to buy, just send us a quote and we will get right back to you because we are excited to start”? Afterward, you hang up the phone pumped thinking you just scored […]
  • Biggest Mistake in Sales Training August 4, 2022
    If you invest in a program and don’t see results, you are hurting your sales organization because they begin to think that the trainings are a waste of time. When you invest in a program, there are key factors you want to consider beforehand. In this week’s episode, I dive into how you can understand […]
  • Same Side Selling Success Stories July 27, 2022
    Welcome to the 300th episode! I am thrilled on this episode to share with you some of the many success stories from the Same Side Selling Academy. I am not sharing with you the wins we have on our end but the wins our client’s have had throughout their time learning and implementing the Same […]
  • How to Follow Up When A Deal Is Delayed July 20, 2022
    Have you ever forecasted a deal to happen and the clients seem excited to work with you and all the sudden they stop returning your calls or emails? Or maybe they do respond but they let you know they have to push the deal out 1,2 or 3 months? You were certain this deal was […]