أفضل بودكاسات Same Side Selling Podcast (2024)

1
The Connection Between Role Play and Success in Sales 8:49

1d ago8:49

8:49

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 in sales interactions. He highlights common excuses …

1
Tamsen Webster Say What They Can't Unhear 36:17

2M ago36:17

36:17

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, capable, and good. She introduces nine persuasion pro…

1
Biggest Mistakes in Sales Presentations 6:46

3M ago6:46

6:46

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 the presentation to their specific issues. Altman advoc…

1
How to Change Behavior in Salespeople 7:48

4M ago7:48

7:48

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 applied broadly across the organization. Biggest Mista…

1
Modern Strategies for Trade Show Results 7:43

6M ago7:43

7:43

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 conversations that address the attendees' needs. By pr…

1
Urgency Based on a Business Case 6:03

7M ago6:03

6:03

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 investment in a project or solution, providing evidence o…

1
How This Company Grew Dramatically In Just One Year 23:14

8M ago23:14

23:14

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 competitors. Staff didn't see themselves as part of th…

1
Magical Email Subject Lines to Increase Open Rates 6:38

9M ago6:38

6:38

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 should be your goal of the discovery meeting? Hint: It's n…

1
The correct way to follow up after a break 5:29

11M ago5:29

5:29

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 change…

1
The best way to answer "What do you do for a living?" 5:46

12M ago5:46

5:46

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…

1
Pricing pressure? How top performers maintain profit margin. 6:07

1y ago6:07

6:07

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…

1
Stop Asking About Budget And Other Bad B2B Sales Questions 7:40

1y ago7:40

7:40

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 ma…

1
What Yellowstone Teaches Us About Selling 6:45

1y ago6:45

6:45

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…

1
Has Cold Outreach Gotten Harder in B2B Selling? 6:34

1y ago6:34

6:34

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, disar…

1
3 Biggest Fails In Sales Kickoff Meetings 5:45

1y ago5:45

5:45

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 practical solutions. He also highlights the pitfalls of u…

1
How To Overcome Rejection In Sales 7:08

1y ago7:08

7:08

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 problems rather than pushing products since not every cl…

1
The Most Overlooked Obvious Mistake In Email Outreach 9:51

1+ y ago9:51

9:51

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 campaigns falling flat? Ian dives deep into the traps to …

1
3 Unexpected Beliefs in B2B Sales 7:18

1+ y ago7:18

7:18

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 shares the importance of the seller's confidence in th…

1
How This Team Built A Culture Of Growth 34:17

1+ y ago34:17

34:17

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 fostering growth, refining lead qualification, and d…

1
How To Build The Best Team Ever with David Burkus 34:45

1+ y ago34:45

34:45

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 common myths about success and talent acquisition, whi…

1
Build A Culture Of Growth With Non-Salespeople 6:41

1+ y ago6:41

6:41

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 the power of showing up as problem solvers, equipped…

1
Why Cross Selling Your Other Products Could Be Failing 7:14

1+ y ago7:14

7:14

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 client problems. By offering actionable strategies to o…

1
How To Work With Almost Anyone with Michael Bungay Stanier 26:47

1+ y ago26:47

26:47

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 sales. Michael shares practical insights and actionable t…

1
Optimism, Persistence and Qualification in Professional Selling 8:32

1+ y ago8:32

8:32

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 based on the client's needs, rather than what the sel…

1
3 Most Common Traps In Pipeline Reviews 7:03

1+ y ago7:03

7:03

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. Discover the three most important questions you need…

المدونة الصوتية تستحق الاستماع

Same Side Selling Podcast

المدونة الصوتية تستحق الاستماع

1
Same Side Selling Podcast

Same Side Selling Podcast

1
The Connection Between Role Play and Success in Sales 8:49

1
Tamsen Webster Say What They Can't Unhear 36:17

1
Biggest Mistakes in Sales Presentations 6:46

1
How to Change Behavior in Salespeople 7:48

1
Modern Strategies for Trade Show Results 7:43

1
Urgency Based on a Business Case 6:03

1
How This Company Grew Dramatically In Just One Year 23:14

1
Magical Email Subject Lines to Increase Open Rates 6:38

1
The correct way to follow up after a break 5:29

1
The best way to answer "What do you do for a living?" 5:46

1
Pricing pressure? How top performers maintain profit margin. 6:07

1
Stop Asking About Budget And Other Bad B2B Sales Questions 7:40

1
What Yellowstone Teaches Us About Selling 6:45

1
Has Cold Outreach Gotten Harder in B2B Selling? 6:34

1
3 Biggest Fails In Sales Kickoff Meetings 5:45

1
How To Overcome Rejection In Sales 7:08

1
The Most Overlooked Obvious Mistake In Email Outreach 9:51

1
3 Unexpected Beliefs in B2B Sales 7:18

1
How This Team Built A Culture Of Growth 34:17

1
How To Build The Best Team Ever with David Burkus 34:45

1
Build A Culture Of Growth With Non-Salespeople 6:41

1
Why Cross Selling Your Other Products Could Be Failing 7:14

1
How To Work With Almost Anyone with Michael Bungay Stanier 26:47

1
Optimism, Persistence and Qualification in Professional Selling 8:32

1
3 Most Common Traps In Pipeline Reviews 7:03

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