Same Side Selling Podcast

Have you wondered what makes a company a great place to work? Is it something you should be striving for within your own organization? Our guest for today, Barry Glassman is a renowned expert on company culture. His company, Glassman Wealth, has been voted as the best place to work in Washington DC by multiple local publications.

On this episode of Grow My Revenue Barry joins us to talk about what makes his company's culture a great place for employees and for their clients, why having a purposeful culture is so important and how to show people what your company is about rather than showing them.

Listen to this episode and discover:

- What questions should you ask to find out what your clients really think of you?

- Why Barry prefers steady growth over quantum leaps.

- How his passions for cooking and photography translate to business success.

- What does he wish more perspective clients would ask?

- The story of the Starbucks gift cards, and what you can learn.

And so much more…

Episode Overview

While Barry is an exceptional financial advisor most of our conversation on today's episode was about the culture he and his team have created at Glassman Wealth. In the Washington, D.C. area the Glassman company is known as the best place to work in the area.

Creating that culture began a few years ago, Barry and his team wanted to create a purposeful culture. They wanted to be very clear about why they are doing what they are doing, and who is on board with what they do in terms of employees. They also wanted to delineate what experience they wanted the company to have internally, and after all of that, then and only then would they look at what they are doing for their clients.

Because of all of this shows up both internally and externally they asked external questions to find out what clients valued about them, and how those clients perceived about Glassman Wealth. Specifically a question they asked was: How would you describe us to your friends? The answers to this question, which you can also use, showed them what was valuable about the firm and how their clients saw them.

Barry has also found another key to being a great place to work: show people, don't tell them what you're about. The Glassman Wealth firm prefers to listen to the questions clients ask, and answer them. They then share the information from those answers with other clients, This is vastly different than a lot of people in the financial services industry who simply want to show people how smart they are, rather than show they care about their clients.

The firm is smart and innovative, but they take approach of showing and not telling you that is who they are. On their web site, for instance, they share videos explaining how they think about investments. Those videos educate their clients, prospective clients and the world on how things work. The videos show that Glassman Wealth open, honest, transparent and also that they are smart and innovative!

This is also what Barry calls "interrupting the pattern". Wealth management firms all say the same thing; everyone is about telling you they stand for trust, objectivity and that relationships are important to them. They all are saying the same thing, which leaves potential clients searching to find out what is different about each prospective firm. So Glassman Wealth interrupts the pattern of what those potential clients are expecting to see, and they set themselves apart from everyone else.

Also on today's episode Barry shares his one piece of advice on how to make your company a great place to work and how to build a recipe for success within your business model. There's so much to learn from him on this show so listen in and then take action to implement his suggestions.

Discover more at http://www.ianaltman.com/business-cast/

Have you wondered what makes a company a great place to work? Is it something you should be striving for within your own organization? Our guest for today, Barry Glassman is a renowned expert on company culture. His company, Glassman Wealth, has been voted as the best place to work in Washington DC by multiple local publications.

On this episode of Grow My Revenue Barry joins us to talk about what makes his company's culture a great place for employees and for their clients, why having a purposeful culture is so important and how to show people what your company is about rather than showing them.

Listen to this episode and discover:

- What questions should you ask to find out what your clients really think of you?

- Why Barry prefers steady growth over quantum leaps.

- How his passions for cooking and photography translate to business success.

- What does he wish more perspective clients would ask?

- The story of the Starbucks gift cards, and what you can learn.

And so much more…

Episode Overview

While Barry is an exceptional financial advisor most of our conversation on today's episode was about the culture he and his team have created at Glassman Wealth. In the Washington, D.C. area the Glassman company is known as the best place to work in the area.

Creating that culture began a few years ago, Barry and his team wanted to create a purposeful culture. They wanted to be very clear about why they are doing what they are doing, and who is on board with what they do in terms of employees. They also wanted to delineate what experience they wanted the company to have internally, and after all of that, then and only then would they look at what they are doing for their clients.

Because of all of this shows up both internally and externally they asked external questions to find out what clients valued about them, and how those clients perceived about Glassman Wealth. Specifically a question they asked was: How would you describe us to your friends? The answers to this question, which you can also use, showed them what was valuable about the firm and how their clients saw them.

Barry has also found another key to being a great place to work: show people, don't tell them what you're about. The Glassman Wealth firm prefers to listen to the questions clients ask, and answer them. They then share the information from those answers with other clients, This is vastly different than a lot of people in the financial services industry who simply want to show people how smart they are, rather than show they care about their clients.

The firm is smart and innovative, but they take approach of showing and not telling you that is who they are. On their web site, for instance, they share videos explaining how they think about investments. Those videos educate their clients, prospective clients and the world on how things work. The videos show that Glassman Wealth open, honest, transparent and also that they are smart and innovative!

This is also what Barry calls "interrupting the pattern". Wealth management firms all say the same thing; everyone is about telling you they stand for trust, objectivity and that relationships are important to them. They all are saying the same thing, which leaves potential clients searching to find out what is different about each prospective firm. So Glassman Wealth interrupts the pattern of what those potential clients are expecting to see, and they set themselves apart from everyone else.

Also on today's episode Barry shares his one piece of advice on how to make your company a great place to work and how to build a recipe for success within your business model. There's so much to learn from him on this show so listen in and then take action to implement his suggestions.

Discover more at http://www.ianaltman.com/business-cast/

In person events like trade shows, conferences and conventions can be some of the best ways to make an impact on your target audience, expand your network and grow your revenue. But only if you're approaching the event with the proper preparation, advanced planning and setting the right goals for your attendance.

On this special solo show I'll explain what the biggest mistakes are that I see most presenters and exhibitors making at live events, how you can avoid them, how to attract the right people and how to know who they are. I'll also explain what you need to do in advance of the event, and why these steps are critical.

There's a lot of information in this one so get ready to take some notes, and then implement those notes during your next trade show, conference or convention.

Listen to this episode and discover:

- How to use predictive tools for greater results at trade shows.

- Are most people interested in your latest technology or feature?

- What is I3 and how can you use it?

- What is my catch and release program and why should you use it?

- How to engage someone who approaches your booth.

Episode Overview

By the time you get to an event your company has typically invested a small fortune just to have you there. From hotels to airfare to marketing materials and the booth itself, presenting your organization at live events can be costly. And because many people aren't properly prepared an event doesn't pay off as much as it could.

Too many organizations are content with the typical marketing department's direction: get as many business cards as possible. The goal is to simply get there, talk to as many people as possible, gather as much information from as many of those people as possible and then follow up post-event.

But this is an ineffective approach, and one of the biggest mistakes I see people making when attending events. Rather than blindly gathering as many business cards as possible, take the time to prepare in advance. Know who is going to be there, and be willing to invest the capital to find out. Once you know who is attending you can send a note to potential attendees who might be a fit for you.

Simply let them know you solve several different problems (typically three) and explain from their website and their company history it looks like they may have a need for one of your solutions. Offer to set up a time to meet with them at the event to explore this further. If you peak their interest set up an appointment.

Now that you have the appointment continue to make it about them. When you meet with them be sure you are curious about them, and what makes them tick. Don't focus on how you're going to sell to them! We're all pre-wired to not want to be sold to, so avoid doing it. Instead ask questions, get curious about them and engage them in a dialogue.

Also on today's episode I explain a surefire way to respect attendees' time while still discovering if they are a match for what you do, what I mean by the catch and release program, and some of the things you should NOT be doing while attending a live event! There's all of that and more on this edition of the show.

Discover more at http://www.ianaltman.com/business-cast/

In person events like trade shows, conferences and conventions can be some of the best ways to make an impact on your target audience, expand your network and grow your revenue. But only if you're approaching the event with the proper preparation, advanced planning and setting the right goals for your attendance.

On this special solo show I'll explain what the biggest mistakes are that I see most presenters and exhibitors making at live events, how you can avoid them, how to attract the right people and how to know who they are. I'll also explain what you need to do in advance of the event, and why these steps are critical.

There's a lot of information in this one so get ready to take some notes, and then implement those notes during your next trade show, conference or convention.

Listen to this episode and discover:

- How to use predictive tools for greater results at trade shows.

- Are most people interested in your latest technology or feature?

- What is I3 and how can you use it?

- What is my catch and release program and why should you use it?

- How to engage someone who approaches your booth.

Episode Overview

By the time you get to an event your company has typically invested a small fortune just to have you there. From hotels to airfare to marketing materials and the booth itself, presenting your organization at live events can be costly. And because many people aren't properly prepared an event doesn't pay off as much as it could.

Too many organizations are content with the typical marketing department's direction: get as many business cards as possible. The goal is to simply get there, talk to as many people as possible, gather as much information from as many of those people as possible and then follow up post-event.

But this is an ineffective approach, and one of the biggest mistakes I see people making when attending events. Rather than blindly gathering as many business cards as possible, take the time to prepare in advance. Know who is going to be there, and be willing to invest the capital to find out. Once you know who is attending you can send a note to potential attendees who might be a fit for you.

Simply let them know you solve several different problems (typically three) and explain from their website and their company history it looks like they may have a need for one of your solutions. Offer to set up a time to meet with them at the event to explore this further. If you peak their interest set up an appointment.

Now that you have the appointment continue to make it about them. When you meet with them be sure you are curious about them, and what makes them tick. Don't focus on how you're going to sell to them! We're all pre-wired to not want to be sold to, so avoid doing it. Instead ask questions, get curious about them and engage them in a dialogue.

Also on today's episode I explain a surefire way to respect attendees' time while still discovering if they are a match for what you do, what I mean by the catch and release program, and some of the things you should NOT be doing while attending a live event! There's all of that and more on this edition of the show.

Discover more at http://www.ianaltman.com/business-cast/

Does it seem counterintuitive to you that by leaving money on the proverbial sales table you could actually increase your bottom line? While it may seem that way at first glance, today's guest shares how that is what has been happening in his business.

On this episode of Grow My Revenue I'm joined by Sean Farrell of Quality Data Systems (QDS), and he explains how they've used integrity-based sales to exponentially grow their company. For a few years now QDS has focused more on their clients and the solutions those clients need, that has tripled QDS' bottom line. Listen in for real-life examples and how using an integrity-based approach to selling has created so much growth for QDS, and can for you too.

Listen to this episode and discover:

- Why doing the right thing now can lead to bigger deals in the future.

- What is integrative sales really about?

- How focusing on results generates better outcomes for them and their clients.

- Will more questions equal a longer sales cycle?

- How QDS tripled their bottom line without pursuing triple the amount of opportunities.

- And so much more…

Episode Overview

Sean Farrell has been the CEO of Quality Data Systems for a few years now even though he never intended to go into the family business. QDS was a company his dad started in 1983, but it was his dad's work and not of interest to Sean. Sean had other ideas: he played collegiate baseball at the University North Carolina and was later drafted by the Oakland Athletics.

When he tore up his shoulder diving for a ball in the outfield Sean went through several surgeries, none ever fixing it properly. Between the injury and the incredibly low pay of the minor leagues he opted to make some cash by going into sales.

Soon he found his competitive nature taking over and discovered his love of sales. Landing a deal was just as sweet to him as hitting a home run! Thirteen years later he is still at QDS and loving the work he does there.

When Sean's dad started the company and still today QDS sells and services money-handling equipment for banks, credit unions, and retail. Anyone who handles cash, coin or check can be served by a product or offering QDS has available. Over the years that has evolved from desktop products to integrative systems and solutions, that integration at Sean's behest.

On this episode of Grow My Revenue, Sean and I take a snapshot look at what QDS was doing prior to the implementation of integrity-based sales, and what they've been doing since implementing this new way of doing business. Plus Sean gives a real-life example of integrity based sales and how he served his clients' needs with a much smaller monetary investment (even when he knew the client had a sizable budget for the solution).

Sean explains that by focusing on how QDS solved similar problems for previous clients the company presents itself in a way that opens doors with potential new clients. QDS' approach now is simply they are there to solve the problems clients have and deliver the results the clients need. Price is rarely a key driver in those conversations today because it's all about the value and results QDS provides, and as a result it's actually helped QDS become more profitable.

Another surprising share on this episode is Sean's real-life example of providing a very inexpensive solution to a client with a large budget - and how that won QDS a role as a trusted advisor to the client and led to more sales in the future.

This is an episode you don't want to miss, especially if you've been considering implementing an integrity-based sales approach for your team. There's all of that and so much more on today's episode of Grow My Revenue!

Discover more at http://www.ianaltman.com/business-cast/

Does it seem counterintuitive to you that by leaving money on the proverbial sales table you could actually increase your bottom line? While it may seem that way at first glance, today's guest shares how that is what has been happening in his business.

On this episode of Grow My Revenue I'm joined by Sean Farrell of Quality Data Systems (QDS), and he explains how they've used integrity-based sales to exponentially grow their company. For a few years now QDS has focused more on their clients and the solutions those clients need, that has tripled QDS' bottom line. Listen in for real-life examples and how using an integrity-based approach to selling has created so much growth for QDS, and can for you too.

Listen to this episode and discover:

- Why doing the right thing now can lead to bigger deals in the future.

- What is integrative sales really about?

- How focusing on results generates better outcomes for them and their clients.

- Will more questions equal a longer sales cycle?

- How QDS tripled their bottom line without pursuing triple the amount of opportunities.

- And so much more…

Episode Overview

Sean Farrell has been the CEO of Quality Data Systems for a few years now even though he never intended to go into the family business. QDS was a company his dad started in 1983, but it was his dad's work and not of interest to Sean. Sean had other ideas: he played collegiate baseball at the University North Carolina and was later drafted by the Oakland Athletics.

When he tore up his shoulder diving for a ball in the outfield Sean went through several surgeries, none ever fixing it properly. Between the injury and the incredibly low pay of the minor leagues he opted to make some cash by going into sales.

Soon he found his competitive nature taking over and discovered his love of sales. Landing a deal was just as sweet to him as hitting a home run! Thirteen years later he is still at QDS and loving the work he does there.

When Sean's dad started the company and still today QDS sells and services money-handling equipment for banks, credit unions, and retail. Anyone who handles cash, coin or check can be served by a product or offering QDS has available. Over the years that has evolved from desktop products to integrative systems and solutions, that integration at Sean's behest.

On this episode of Grow My Revenue, Sean and I take a snapshot look at what QDS was doing prior to the implementation of integrity-based sales, and what they've been doing since implementing this new way of doing business. Plus Sean gives a real-life example of integrity based sales and how he served his clients' needs with a much smaller monetary investment (even when he knew the client had a sizable budget for the solution).

Sean explains that by focusing on how QDS solved similar problems for previous clients the company presents itself in a way that opens doors with potential new clients. QDS' approach now is simply they are there to solve the problems clients have and deliver the results the clients need. Price is rarely a key driver in those conversations today because it's all about the value and results QDS provides, and as a result it's actually helped QDS become more profitable.

Another surprising share on this episode is Sean's real-life example of providing a very inexpensive solution to a client with a large budget - and how that won QDS a role as a trusted advisor to the client and led to more sales in the future.

This is an episode you don't want to miss, especially if you've been considering implementing an integrity-based sales approach for your team. There's all of that and so much more on today's episode of Grow My Revenue!

Discover more at http://www.ianaltman.com/business-cast/

One of the fundamental tenets of sales I emphasize on this show is selling with integrity. So why would I suggest you learn what con artists already know? Because it's the exact same technique everyone uses to grow their influence, whether they are a con artist, a trial attorney, a CIA operative or anyone else.

On this episode of Grow My Revenue influence coach and author Shari Alexander joins us to look at the fascinating topic of influence. She's explored the what influence actually is, why influence isn't inherently good or bad, and how to use the 3 step process she's uncovered used by the most influential people in the world.

Listen to this episode and discover:

- Why do so many people shy away from building their influence?

- What is the hourglass theory of conversation?

- The role curiosity plays in establishing rapport and connection.

- Elicitation vs interrogation: what is the difference? Shari gives an example.

- Is there such a thing as too many questions?

Episode Overview

When Shari began studying influence and communication she was fascinated to find that no matter who was wielding the influence, con artist or CIA operative or trial attorney, they were using the same patterns and strategy. She was even more astounded to realize how little leaders knew about this strategy, especially as compared to con artists.

The strategy she observed is a three step process she calls observe, connect and influence. Most of us, especially sales people, want to jump to the third step (influence) and learn all about it. You've probably heard someone say "I want to grow my influence". And while that's a healthy approach it falls short of the first two steps, and often leads to increased risk on the part of the influencer and the influencee.

On today's episode Shari explains what each of these steps are and why they are necessary to the step after it, what we can learn from the long con game played by con artists, as well as the pivotal part curiosity plays in creating rapport, connection and, ultimately, influence.

Observation.

The first step in influence is observation. You're looking for certain things in the person you are wanting to influence, you observe certain ways you can connect with them and certain things you can talk about so you can move on to the next step: rapport.

Rapport.

The second step, rapport, is simply about building likability with the person you are influencing. You are finding ways for them to like you, and for you to like them. This is how and when you build trust: both of which are critical pieces that need to be present before you move into step three, influence.

Influence.

The final step is influence. This step is where you actually make the ask. If you've done the other two steps effectively you often don't need to know much about this step, but having a few techniques here will help.

The reality is all of us want to be seen, heard and appreciated, but very few of us are giving it. So when a con artist provides this to a mark it becomes addictive to the mark, and they'll give anything to get another "hit".

There's so much valuable and insightful information shared on today's episode of Grow My Revenue! Be sure to listen in to hear it all.

One of the fundamental tenets of sales I emphasize on this show is selling with integrity. So why would I suggest you learn what con artists already know? Because it's the exact same technique everyone uses to grow their influence, whether they are a con artist, a trial attorney, a CIA operative or anyone else.

On this episode of Grow My Revenue influence coach and author Shari Alexander joins us to look at the fascinating topic of influence. She's explored the what influence actually is, why influence isn't inherently good or bad, and how to use the 3 step process she's uncovered used by the most influential people in the world.

Listen to this episode and discover:

- Why do so many people shy away from building their influence?

- What is the hourglass theory of conversation?

- The role curiosity plays in establishing rapport and connection.

- Elicitation vs interrogation: what is the difference? Shari gives an example.

- Is there such a thing as too many questions?

Episode Overview

When Shari began studying influence and communication she was fascinated to find that no matter who was wielding the influence, con artist or CIA operative or trial attorney, they were using the same patterns and strategy. She was even more astounded to realize how little leaders knew about this strategy, especially as compared to con artists.

The strategy she observed is a three step process she calls observe, connect and influence. Most of us, especially sales people, want to jump to the third step (influence) and learn all about it. You've probably heard someone say "I want to grow my influence". And while that's a healthy approach it falls short of the first two steps, and often leads to increased risk on the part of the influencer and the influencee.

On today's episode Shari explains what each of these steps are and why they are necessary to the step after it, what we can learn from the long con game played by con artists, as well as the pivotal part curiosity plays in creating rapport, connection and, ultimately, influence.

Observation.

The first step in influence is observation. You're looking for certain things in the person you are wanting to influence, you observe certain ways you can connect with them and certain things you can talk about so you can move on to the next step: rapport.

Rapport.

The second step, rapport, is simply about building likability with the person you are influencing. You are finding ways for them to like you, and for you to like them. This is how and when you build trust: both of which are critical pieces that need to be present before you move into step three, influence.

Influence.

The final step is influence. This step is where you actually make the ask. If you've done the other two steps effectively you often don't need to know much about this step, but having a few techniques here will help.

The reality is all of us want to be seen, heard and appreciated, but very few of us are giving it. So when a con artist provides this to a mark it becomes addictive to the mark, and they'll give anything to get another "hit".

There's so much valuable and insightful information shared on today's episode of Grow My Revenue! Be sure to listen in to hear it all.

Some of the latest developments in business tech you might not have heard of are competitive intelligence and predictive campaigning. Competitive intelligence keeps tabs on what the industry is saying about your company, what your competition is doing as well as your prospective and existing customers.

Predictive campaigns are the latest evolution in marketing: they provide key information about customers based on thousands of data points, and show you why certain customers work with you and uncover others like them already in your database!

On this episode of Grow My Revenue I have two key leaders in this area join me to talk about both of these topics and how they are shaping the future of sales and marketing.

Listen to this episode and discover:

- What is crowdsourcing, according to Jim?

- How do you know if you are paying enough attention to your competitors?

- What you should be looking for in competitive intellingence, and probably aren't.

- 97% of all so-called leads never result in a sale: true or false?

- What does predictive analytics actually do?

- And so much more…

Episode Overview

On this episode Jim shares how Owler helps people spend less time gathering information on their competition and their own company's place in the market, and how Owler has turned competitive intelligence into a democracy for everyone. In the past only large companies could afford competitive analysis but with the advent of Owler and similar companies everyone can receive competitive intelligence data.

Also on this episode is John Bara, a 25-year veteran of Silicon Valley who works with some of the fastest growth companies there. He is the President and Chief Founder of Mintigo. Today he explains what predictive campaigns are, and how they are at the forefront of the latest in the evolution of marketing.

Predictive campaigns are the latest way for marketers to gather customer and prospect data. They are based on predictive analytics, predictive fit and intent data. Predictive analytics creates a broader profile of a person, Mintigo calls this the customer DNA.

An example of this is let's say you're a tech company and you're selling software. What you know about your customers is fairly light: you know their name, title, email and and what they've bought from you, how much they paid and how long ago they bought. That's not a lot of data and it doesn't go very deep into the person.

Predictive analytics would gather thousands of data points about that person and add to their profile, to help give you get a pattern of who they really are. Some examples would be: the job title of who they are hiring, what types of tech are they using, what certifications do they have (legal, regulatory, tech). You'd also find out how much they are spending on Google ads and other PPC ads, and what are their geographic trends. You have a broader, richer look at your customer.

Predictive fit helps you understand those thousands of data points to find out why you are doing well with certain types of customers, and who else in your database fits that mold. It also helps you understand how to have a sales conversation with that prospect.

John goes on to explain what intent data is, how it's useful as well as hi best piece of advice for marketers on this episode of Grow My Revenue. On this episode both John and Jim provide valuable revelations about the latest technology in sales and marketing, and how it can help you grow your revenue.

Discover more at http://www.growmyrevenue.com/podcast/competition/

Some of the latest developments in business tech you might not have heard of are competitive intelligence and predictive campaigning. Competitive intelligence keeps tabs on what the industry is saying about your company, what your competition is doing as well as your prospective and existing customers.

Predictive campaigns are the latest evolution in marketing: they provide key information about customers based on thousands of data points, and show you why certain customers work with you and uncover others like them already in your database!

On this episode of Grow My Revenue I have two key leaders in this area join me to talk about both of these topics and how they are shaping the future of sales and marketing.

Listen to this episode and discover:

- What is crowdsourcing, according to Jim?

- How do you know if you are paying enough attention to your competitors?

- What you should be looking for in competitive intellingence, and probably aren't.

- 97% of all so-called leads never result in a sale: true or false?

- What does predictive analytics actually do?

- And so much more…

Episode Overview

On this episode Jim shares how Owler helps people spend less time gathering information on their competition and their own company's place in the market, and how Owler has turned competitive intelligence into a democracy for everyone. In the past only large companies could afford competitive analysis but with the advent of Owler and similar companies everyone can receive competitive intelligence data.

Also on this episode is John Bara, a 25-year veteran of Silicon Valley who works with some of the fastest growth companies there. He is the President and Chief Founder of Mintigo. Today he explains what predictive campaigns are, and how they are at the forefront of the latest in the evolution of marketing.

Predictive campaigns are the latest way for marketers to gather customer and prospect data. They are based on predictive analytics, predictive fit and intent data. Predictive analytics creates a broader profile of a person, Mintigo calls this the customer DNA.

An example of this is let's say you're a tech company and you're selling software. What you know about your customers is fairly light: you know their name, title, email and and what they've bought from you, how much they paid and how long ago they bought. That's not a lot of data and it doesn't go very deep into the person.

Predictive analytics would gather thousands of data points about that person and add to their profile, to help give you get a pattern of who they really are. Some examples would be: the job title of who they are hiring, what types of tech are they using, what certifications do they have (legal, regulatory, tech). You'd also find out how much they are spending on Google ads and other PPC ads, and what are their geographic trends. You have a broader, richer look at your customer.

Predictive fit helps you understand those thousands of data points to find out why you are doing well with certain types of customers, and who else in your database fits that mold. It also helps you understand how to have a sales conversation with that prospect.

John goes on to explain what intent data is, how it's useful as well as hi best piece of advice for marketers on this episode of Grow My Revenue. On this episode both John and Jim provide valuable revelations about the latest technology in sales and marketing, and how it can help you grow your revenue.

Discover more at http://www.growmyrevenue.com/podcast/competition/