Same Side Selling Podcast

By Same Side Selling PodcastBusiness Entrepreneurship Marketing

Same Side Selling Podcast episodes

March 23, 2019 187 | Videos That Drive B2B Sales, Marcus Sheridan
Did you know that video content in 2019 is exactly where we were in 1996 with harnessing email as a sales tool? Those that do not get on board with video as an essential sales tool are going to be left behind. On this episode, Marcus Sheridan shares how to create video content that can help drive revenue. He also explains why video needs to be used primarily as a sales tool, not a marketing play. Marcus Sheridan leads one of the most successful digital sales and marketing agencies in the country. You're going to learn a ton from Marcus!
Listen and Discover
> Why Video is a primarily Sales tool.
> Seven categories of videos that you should create to help drive sales and revenue.
> How to integrate video into the sales process.
> What types of videos help disarm customers and build trust.
> The impact of putting a ‘bio video’ in your email signature can have on your business.
> How to create a culture of video in-house for your organization.
> And much more...
Discover more at
https://www.ianaltman.com/same-side-selling-podcast/
34 min
March 17, 2019 186 | Think Like Your Customer, Bob London
We're joined this week by my good friend Bob London of Chief Listening Officers. Bob is a frequent guest on our podcast sharing amazing insights into how to uncover the truth about what your client is thinking, wishing for and even complaining about.
On this episode, we focus our discussion on customer intimacy. Intimacy is having close proximity to deeply understanding your customers' perspective, priorities, and challenges. Bob shares techniques to help your organization dramatically improve your ability to listen and gain customer insights. Uncovering the truth within your customer base will a big impact on your success. You're going to learn a ton from Bob London.
Listen and Discover
> 5 steps to help you uncover the truth in what's really important to your customers.Benefits of a human to human listening approach.
> How to dedicate yourself to ‘Agendaless Listening’.
> What is an elevator rant and how can you use it?
> Why you need a customer ombudsman.
> And much more...
Discover more at https://www.ianaltman.com/same-side-selling-podcast/
28 min
March 09, 2019 185 | Sales Prospecting Methods That Work, Jason Bay
Jason Bay is the founder of Blissful Prospecting. He has mastered the art of effective prospecting and capturing the attention of ideal customers. If you struggle to get your foot in the door with the right opportunities or find that your current methods more often repel than attract customers; don’t miss this stimulating conversation with Jason. We discuss specific strategies for effective prospecting to help you achieve greater results and grow your business.
Listen and Discover
> How to cut through the noise and capture the attention of your ideal audience.
> Why you shouldn’t purchase lists for your prospecting efforts.How to write great prospecting emails that invite a conversation and response.
> Why it’s a big mistake, especially if you're a larger company, is say our solution is industry agnostic.
> The impact of client profile segmentation for your prospecting strategy.
> Tips for using video in your prospecting approach.
> And much more...
Discover more about this podcast: https://www.ianaltman.com/same-side-selling-podcast/
33 min
March 02, 2019 184 | Artificial Intelligence Impact On Sales & Marketing, Christopher Penn
Christopher Penn is an authority on digital marketing and marketing technology. He is a 2019 IBM Champion in IBM Analytics, co-founder of the groundbreaking PodCamp Conference, and co-host of the Marketing Over Coffee marketing podcast. In this episode, Chris shares his expertise when it comes to artificial intelligence for marketers. We explore the different ways of dealing with artificial intelligence and embracing it in your business. And how you can use artificial intelligence today to make a difference in your business right away. Chris’s insight helps bridge the gap between marketing and technology. You're going to learn a ton from Chris Penn.
Listen and Discover
The biggest misconception businesses have when it comes to artificial intelligence.
How to leapfrog your competition by embracing AI, machine learning in your business.
Ways to improve your Sales Team’s performance and the sales process with voice transcription software
Two or three things your businesses should be looking at to embrace artificial intelligence
And much more...
31 min
February 23, 2019 183 | Your Customer's Secret Language | Jeffrey Shaw
Jeffrey Shaw shares a glimpse into his proven 5-Step Secret Language Strategy that helped his business to go from being overlooked to being overbooked in less than one year. Jeffrey explains how to make your business irresistible to your ideal customers by showing them that you get them. With his game-changing insights, practical action steps, and relatable examples, you are going to learn a ton from Jeffrey Shaw.
Listen and Discover
> The 5-Step Secret Language Strategy.
> How LINGO as a marketing strategy makes competition almost irrelevant.
> How pricing can attract, not deter, your ideal customer.
> How to develop a brand image that magnetizes your ideal customer and filters out the rest.
> What your ideal customers need to see, hear, and feel in order to choose you.
> And much more...
35 min
February 16, 2019 182 | Achieve Your Limitless Potential, Laura Gassner Otting
Laura Gassner Otting is the brilliantly talented author of the new book Limitless. Laura inspires people to push past the doubt and indecision that keep great ideas in limbo. She dares us to find our voice, and generate the confidence needed to tackle larger-than-life challenges. In this interview with Laura, we talk about the greatest misconception people have about defining your purpose or calling in life, how that can apply to not only you but people with whom you work and then how we develop consonants. In essence, making sure if the work we're doing aligns with the things we're passionate about, you're going to learn a ton from Laura Gassner Otting.
Discover more about the Same Side Selling Podcast at https://www.ianaltman.com/same-side-selling-podcast/
32 min
February 10, 2019 181 | Sales Differentiation, Lee Salz
Lee Salz is the author of the new book Sales Differentiation. In this episode, Lee gives us a glimpse into his nineteen sales differentiation strategies meant to help salespeople win deals while protecting margins. Lee's concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." We discuss ways to stand out, not only in terms of your products and services but as a sales professional and for people on your team. You're going to learn a ton from Lee Salz
Listen and Discover
> The biggest mistake professionals make when it comes to differentiation and how to avoid it.
> Nineteen different strategies for sales differentiation that can help you stand out from the competition and compete on value versus price.
> Why 'how you sell, not what you sell, differentiates you'.
> What it takes to ask great positioning questions
> Why the educated buyer may not be as educated about what it takes to purchase and implement your solution compared to you
> And much more...
Discover more at https://www.ianaltman.com/same-side-selling-podcast/
27 min
February 02, 2019 180 | The Alter Ego Effect On Business Success, Todd Herman
Todd Herman as a high-performance coach for top athletes, entrepreneurs, and companies around the world. His programs have been twice recognized as being the world's top leadership and skill development program by the Stevie awards.
In this episode, Todd discusses his new book, The Alter Ego Effect - The Power of Secret Identities to Transform Your Life. Truthfully when I hear about Todd’s new book, I was a little bit skeptical. My first thought was people are going to pretend to be somebody based on a ‘fake it until you make it’ approach. Well, I got to page two of his book and thought WOW...this is some great stuff!
Todd's Alter Ego Effect is a proven way of overcoming the self-doubt, negativity, and insecurity that hold you back, and empowering you to ultimately become your best self. You’re going to learn a ton from Todd Herman about the alter ego effect on business success.
Listen and Discover
> The greatest stumbling block or misconception that people have when it comes to mindset and things that might be holding them back.
> Why an alter ego is not just about pretending to be a superhero.
> How taking on an alter ego can help you achieve rapid dramatic success while still being authentic.
> Why thinking with ‘the end in mind’ can help you achieve a better outcome for projects and other things you’re trying to accomplish.
> What it means to set good, better, best goals.
And much more...
Discover more about the Same Side Selling podcast:
https://www.ianaltman.com/same-side-selling-podcast/
37 min
January 26, 2019 179 | Help Non-Salespeople Become Rainmakers, David Campbell
This Same Side Selling podcast episode features David Campbell, the Chief Operating Officer at Optimal Networks, an IT services company that helps their clients achieve remarkable results. I've worked with David and his team over the years to integrate Same Side Selling into their business processes.
In this episode, David shares how Optimal Networks successfully engaged non-salespeople to grow revenue and built an amazing culture within their organization around growth. You're going to learn a ton from David Campbell.
Listen and Discover
> Why most people have is the wrong idea of what selling means.
> Strategies to overcome the biggest challenges when engaging non-salespeople to grow your business.
> Methods to build a culture within your organization around growth.
> How to sell like an expert, not like a salesperson.
> Ways to lead discussions with clients about results.
> Methods to demystify the sales process, not only for your own team, for your clients.
> What happens when you integrate the Same Side Selling methodology into your business.
> And much more...
29 min
January 20, 2019 178 | Winning Customers Away from Your Competition With Integrity - Part 2 of 2
My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sales force management and performance.
In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with competition, selling value versus price and opportunity ID and conversion. These two episodes with Anthony are packed for of valuable insight and knowledge about the B2B selling process. You're going to learn a ton from Anthony Iannarino.
Listen to this Part 2 of 2 and discover
> A new perspective on CRM processes
> The importance of Prep and practice in sales
> strategies for Linkedin
> Why ‘closing’ is the wrong approach in sales
> Insights from Anthony’s new book Eat Their Lunch
> Details about the 2nd Edition of Same Side Selling
> And much more...
Discover more about the Same Side Selling podcast at https://www.ianaltman.com/same-side-selling-podcast/
30 min

About Same Side Selling Podcast

From the publisher's feed

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.