Same Side Selling Podcast

By Same Side Selling PodcastBusiness Entrepreneurship Marketing

Same Side Selling Podcast episodes

November 11, 2018 167 | Avoid The Sales Quota Trap, Ian Altman
Sales quotas are meant to help businesses achieve incremental goals. But, if they become the primary focus for the seller to 'just close deals' without the client's best interest in mind, then you put so much at risk for your business.
I've seen too many sales professionals make rash decisions in order to meet a quota. For example, many might decide to offer huge, irresponsible discounts just so that they can close the deal before their incentive deadline hits.
On this episode, I share insight to help you get on the same side with your client when handling deadlines and sales quotas in a way that's beneficial for everyone.
Listen to this episode and discover:
> Common mistakes salespeople make when focused on closing deals to hit their quota.
> Why it's better to miss your quota than to sell to the wrong customer.
> Some things you can do to sell in a client-centric manner instead of a deadline-centric manner.
> And so much more...
6 min
November 02, 2018 166 | Recruiting Strategies To Build a High Performance Sales Force, Sean Sykes
The best candidates and top performers are not looking for a job right now. To grow your sales force with executives and salespeople you need to a different approach find and attract the right talent.
Sean Sykes of Peak Sales Recruiting joins me on this episode of Sale Side Selling to discuss how you can find and attract the best candidates for your team. We talk about hiring challenges facing businesses today and strategies to overcome these challenges. Sean offers expert advice on building a great sales team.
Listen to this episode and discover:
> Why it's so difficult to obtain and retain top sales performers.
> The biggest mistakes sales organizations make when recruiting new talent.
> Some specific things you can do to attract good candidates to your business.
> And so much more…
For more information about the Same Side Selling podcast visit https://www.ianaltman.com/same-side-selling-podcast/
31 min
October 28, 2018 165 | Rethinking the Customer Experience, Geoff Ramm
Discover (and fix) the gap in customer service you never knew existed.
Businesses can easily fall into the trap of thinking the customer service experience is all about ‘going the extra mile’ or ‘trying to exceed exceptions’. When in fact as Geoff Ramm explains in this episode these phases are 30- 40 years old and misconceptions about how to approach our level of service. There is a better approach to completely redefine our levels of customer service.
On this Same Side Selling episode, Geoff joins me to share a different perspective on how to service your customers.
Listen to this episode and discover:
>The biggest mistakes businesses make when it comes to the customer experience.
>Some steps you can take to create a "Wow!" factor in your customer engagements.
>A few things you can do to provide celebrity-level service to your clients.
>And so much more…
36 min
October 21, 2018 164 | Overcoming Fear in Sales And Business, Waldo Waldman
Fear and sales don't usually mix well. When you're paralyzed by fear, it's hard to perform at the highest possible level.
But, as Waldo Waldman points out, it's inescapable. We're all afraid of something and, at every level of a career, we inevitably encounter things that we're afraid of. Whether it's a skill like public speaking or a particular situation like leading a team, certain things are going to leave us shaking in our boots. However, fear isn't necessarily a bad thing. Instead, it's an opportunity to learn and grow.
On this episode, Waldo Waldman joins me to discuss fear. Specifically, we discuss how it applies to sales. This is a valuable episode for anyone who's ever been afraid of something (i.e everyone!).
Listen to this episode and discover:
> Some common misconceptions about high performance and fear
> Why fear can be a productive emotion for salespeople.
> How top performers use their fears to learn and grow.
> And so much more…
31 min
October 14, 2018 163 | What Distinguishes a Good Sales Team from a Great One?
Why do some sales teams flourish while others struggle? What do good teams do so well that other companies don't?
Recently, I've been working on a new book. As part of my research, I interviewed executives at high-growth companies and come to understand why some companies are able to grow so fast while others have a hard time getting off the ground.
On today's episode of Same Side Selling, I discuss what makes some teams excellent and others just mediocre.
Listen to this episode and discover:
> What differentiates top performers from the rest of the crowd.
> Why (and how) the best teams practice every single week.
> Some key questions that every sales team should be asking.
> And so much more...
8 min
October 07, 2018 162 | The 60 Second Sale, Dave Lorenzo
My guest this week, Dave Lorenzo recently published a book entitled 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye.
You're probably asking yourself, "60 seconds? How could anyone possibly make a sale in one minute? Is that even possible?"
According to Dave, probably not. But, the idea of a 60-second sale is one that can help salespeople perform better. He joins me on Same Side Selling to talk about his book and share some of the topics addressed in it. You're going to love this one!
Listen to this episode and discover:
> What he means by a "60-second sale"
> Why strong relationships are the key to closing deals.
> How to network even if you're uncomfortable around people.
> And so much more…
32 min
September 30, 2018 161 | Word-of-Mouth Strategies that Drive Sales, Jay Baer
A strong word-of-mouth strategy is one of the most valuable marketing resources a company can invest in. If customers are sharing positive stories about their experience and telling other people about your product, it's sure to impact your sales numbers.
Jay Baer shares what makes a great word-of-mouth strategy. This episode is sure to be useful for anyone who wants to create some buzz around their brand.
Listen to this episode and discover:
>How to use "talk triggers" to differentiate your company from the competition.
>Some common misconceptions about word-of-mouth.
>Specific steps you can take to build buzz and drive sales.
>And so much more…
32 min
September 23, 2018 160 | How One Company Grew by 30% In One Year with Fewer Salespeople
If there's any company that can teach us about growing sales, it's GPS Insight. Over the past year, the company has grown their revenue by more than 30%, just by shifting their approach to selling.
Jason Walker, VP of Sales, is responsible for leading the company's sales efforts. With the help and cooperation of his team, Jason has implemented a range of new techniques for qualifying prospects, securing contracts, and maintaining customer success.
Interestingly enough, Jason and his team implemented Same Side Selling in their business. He joins me on the podcast today to discuss how Same Side Selling helped him to rethink sales. We also talk about how he and the GPS Insight team expanded on my model in new and ingenious ways. You're going to love this episode!
Listen to this episode and discover:
> How Jason's team integrated Same Side Selling into their sales efforts.
> Some ways in which GPS Insight expanded on my ideas and methods.
> The astounding results they've seen after making simple changes in their approach to selling.
>And so much more…
31 min
September 16, 2018 159 | Bad B2B Sales Prospecting Strategies and How to Avoid Them, Bob London
On this episode, Bob London returns to discuss some bad sales prospecting strategies. One of our listeners wanted to hear our thoughts about the idea they're considering to drive an Uber during a well-attended sales conference picking up attendees. In their opinion, this is a great way to build their network and meet potential clients.
Obviously, Bob and I had a field day with this one. But, while we can't endorse this particular sales strategy, the question opened up an interesting discussion about bad sales techniques. I think that you're going to really enjoy this episode.
Listen to this episode and discover:
> Why cornering prospects in an Uber is a bad idea.
> What you should do instead of holding your prospects hostage.
> How to make people come to you instead of chasing them down.
> And so much more…
13 min
September 10, 2018 158 | The Key to Selling is Trust, Ian Altman
In sales, there's no skill more valuable than the ability to establish trust. If you can earn a client's trust, it's far more likely that they will buy from you.
After all, we want to buy things from people who we know have our best interest in mind. No one wants to hand money over to someone who is simply trying to make a sale.
This episode of Same Side Selling is all about trust. In the episode, I expand on why it's so crucial to sales. Additionally, I discuss some ways that you can earn the trust of your clients. Enjoy!
Listen to this episode and discover:
> Why your goal should never be to make the sale.
> How to disarm the notion that you're just trying to sell.
> Specific ways that you can build and engender trust with your prospects.
> And so much more...
10 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.