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/

We are joined this episode by the legendary Connie Podesta. Connie, an expert in the psychology of human behavior and sales strategies has helped millions of people take sales to a whole new level. Her psychological background and business perspective provide us amazing insight into sales. In this episode, we talk about some of the keys to psychology that can really influence your sales success.

You're going to learn a ton from Connie Podesta!

Listen and Discover

> What it means to take psychology seriously in sales and business.

> Why it's more important to “quit” doing things rather than say what you're going to do

> Insights  “The Best Sales Book Ever -  Cut Through The Obstacles and Send Sales Through The Roof" - that Connie co-wrote with Meredith Elliott Powell.

> And much more...

Discover more about the Same Side Selling Podcast at https://www.ianaltman.com/same-side-selling-podcast/