Same Side Selling Podcast

By Same Side Selling PodcastBusiness Entrepreneurship Marketing

Same Side Selling Podcast episodes

January 20, 2019 177 | Winning Customers Away from Your Competition With Integrity - Part 1 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 full of valuable insight and knowledge about the B2B selling. You're going to learn a ton from Anthony Iannarino.
Listen to this Part 1 of 2 and discover
> An integrity based selling approach.
> Methods to determine if what you offer/sell is a good fit for customers.
> How to align your sales approach with the way people make and approve decisions.
> Strategies to handle competitive situations.
> “Level Four Value Creation” and what it means to focus on value vs results.
> The difference between price and cost.
> And much more
Discover more about the Same Side Selling podcast at https://www.ianaltman.com/same-side-selling-podcast/
28 min
January 12, 2019 176 | How One B2B Company Grew By 40% Last Year, Chris Yoko
On this Same Side Selling episode, Chris Yoko the CEO of Yoko Co joins us to share what helped his business grow by 40% this past year alone. Chris and his team have been big advocates of Same Side Selling in their business. You'll hear how Chris's team shifted the focus from price to results with their customers and specific things you can do to make it clear to your customers that you really care about them versus just about making money.
You’re going to learn a ton on this episode with Chris
Listen to this episode and discover:
> How to deliver amazing outcomes that lead to repeat and referral business.
> A method to ensure that your clients and potential clients can easily compare what you do to others, using the 'Client Vision Pyramid'.
> What can happen when you focus on results and value, not just on price.
> An approach to help your business development folks and internal team work together in delivering results clients want.
> And so much more…
Discover more about the Same Side Selling podcast https://www.ianaltman.com/same-side-selling-podcast/
28 min
January 06, 2019 175 | Why 'About Us' Explanations Repel Potential Clients
Giving your potential client an About Us explanation in a presentation or sales call ultimately hurts you more than it helps. Nobody cares about your background if they don't first, see how whatever you do might apply to their own situation.
In the research I've conducted on how executives make and approve decisions, there are two critical questions people ask before approving a purchase. On this Same Side Selling episode, I share insight to help you effectively overcome one of the biggest mistakes I see businesses make when meeting with potential customers.
Listen to this episode and discover:
> The first thing you should do when you are meeting with a potential client.
> Why giving an "about us" section in any presentation will hurt more than help.
> How to use the Same Side Quadrants in any meeting to help you stay focused.
> Why a client even agreed to meet with you.
> And so much more...
Discover more about the Same Side Selling Podcast at https://www.ianaltman.com/same-side-selling-podcast/
12 min
December 31, 2018 174 | Innovative Business Growth, Linda Quarles
On this week's episode I'm joined by Linda Quarles, Director of strategy and organizational design at Frog Design. Linda has spent decades leading organizational transformations at companies like Microsoft, Owens Corning, BAE Systems, and Cigna. She brings deep expertise in how to understand human behavior from a customer perspective. Linda shares insight into how to really uncover your clients' underlying challenge, why innovative initiatives fail, and what to recognize when trying to convince your client.
You’re going to learn a ton on this episode with Linda Quarles.
Listen to this episode and discover:
> The biggest mistake that organizations and leaders make when it comes to thinking about growth.
> How to really uncover your clients' underlying challenge.
> Reasons why some innovative initiatives fail.
> Why you shouldn't be in the business of convincing.
> And so much more…
Discover more about the Same Side Selling Podcast https://www.ianaltman.com/same-side-selling-podcast/
36 min
December 23, 2018 173 | Generate Better Results In Sales, Wes Schaeffer
On this week's episode, Wes Schaeffer, a marketing strategist that is best known as The Sales Whisperer joins us. Wes is a sales trainer, inbound marketing strategist, HubSpot partner, and Infusionsoft's Partner of the Year. Wes and I talk about all areas of sales; from the mistakes that you could be making, to the qualities you may be lacking, what you should be implementing, and how you can ultimately pivot your business to generate better results.
You're going to learn a ton on this episode with Wes Schaeffer.
Listen to this episode and discover:
> Specific strategies to implement digital marketing to help grow business.
> The biggest misconceptions people have when it comes to sales and confidence.
> Why motivation may not be enough when it comes to selling.
> What your number one job is in sales.
> And so much more…
26 min
December 16, 2018 172 | This Is Marketing, Seth Godin
No matter what your product or service, Seth Godin has tremendous insight on reframing your sales and marketing approach to grow your business. As an Entrepreneur, best-selling author, and speaker, Seth focuses on everything from effective marketing and leadership, to the spread of ideas and changing everything.
You're gonna learn a ton on this episode with Seth Godin.
Listen to this episode and discover:
> Biggest mistakes people make in the world of marketing and business growth.
> How to reframe your marketing approach to help grow your business.
> The importance of successfully delighting and amazing people.
> Why storytelling is essential to connect with your audience.
And so much more…
Are you ready to transform your approach to marketing? Tune into Same Side Selling to get a ton of incredible insight for Seth Godin!
39 min
December 09, 2018 171 | Understanding Today's B2B Buyer, Jack Quarles
There's this idea that B2B buyers in purchasing and procurement are only concerned about one thing...price. While that might the stereotypical, old-school approach to the B2B buying process, forward-thinking companies and buyers take a different approach.
On this episode, my coauthor of Same Side Selling Jack Quarles joins us to share new and more innovative ways to work with purchasing and procurement to achieve better results.
Listen to this episode and discover:
> The biggest challenges or misconceptions people face when it comes to dealing with procurement.
> What to say to procurement if they say your prices are too high.
> The questions that you can ask to position the conversation around value versus price.
> And so much more…
30 min
December 02, 2018 170 | Speak Comfortably To A Crowd Of Any Size, Amy Port
Public speaking isn't just those times when you're communicating in front of a large group of people. In fact, public speaking is anything other than the times you're whispering to yourself or talking in your own head. If someone else hears you communicating, it is public speaking. Publically communicating ideas and information is essential in business, especially sales. Yet many times we have a hard time articulating the right message to our clients and coworkers. This challenge to effectively communicate is only compounded when we're asked to give a presentation or pitch a larger audience.
Public speaking may not come naturally to you, that doesn't mean you should avoid it or let it hinder your success. Amy Port, the Co-Founder and President of Heroic Public Speaking shares insight and specific strategies that are sure to help you improve your public speaking while achieving greater results with anyone that you interact with.
Listen to this episode and discover:
> The biggest misconception business people have when it comes to public speaking.
> Why you should know the "spine" of your whole presentation before you begin.
> How to bring contrast to your audience.
> And so much more…
33 min
November 25, 2018 169 | Hidden Networks That Can Transform Your Career And Life, David Burkus
When someone says networking, you likely think meeting strangers in order to grow your connections. What if the best way to grow your network isn't by introducing yourself to strangers at cocktail parties, handing out business cards, or signing up for the latest online networking tool. Instead, you focus on developing a better understanding of the existing network that’s already around you?
Best-selling author, David Burkus joins me on this episode of Sale Side Selling to share a startling new look at the art and science of networking.
Listen to this episode and discover:
>The biggest misconception when it comes to networking.
>Why the closest people in your network may not provide the most value to you.
>The importance of hidden networks.
>And so much more…
29 min
November 18, 2018 168 | Gain Customer Insight The Right Way, Bob London
Could renting an Airbnb to traveling employees near the headquarters of your ideal customer be the secret to gaining intel about your potential customer? One of our podcast listeners thought it might work and wanted an opinion about this interesting approach.
When it comes to uncovering what customers think, I turn to Bob London, founder and CEO of Chief Listening Officers, for insight and wisdom. Bob helps B2B companies develop marketing strategies that start with learning the customer’s true perspective.
Join us on this fun episode as we explore the Airbnb idea and other 'less creepy' methods that can help you gain insight in your client's business needs. I think you're going to really enjoy this episode.
Listen to this episode and discover:
> What questions should you ask your clients to gain insights about what they really think about your product or services?
> What types of information should you seek to gain from customers?
> Mistakes you need to avoid when asking customers questions meant to gain insight about their perspective.
> How do you get a sense of the urgency and value your potential customer has in solving a particular problem?
> And so much more…
More about the Same Side Selling Podcast: https://www.ianaltman.com/same-side-selling-podcast/
20 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.