Same Side Selling Podcast

Are you stuck with delayed deals? Do you clients lack a sense of urgency to solve their problem? This is a common problem salespeople deal with when trying to finish a deal. However, you may be falling into a common trap when qualifying your leads that ends in a delayed deal.

In this week's episode, I share with you the strategy and questions to ask when qualifying leads to determine the clients problems and urgency. By asking the right questions and showing up to solve and not sell, you can find yourself avoiding the common problem of delayed deals while increasing your business success.

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

Why do customers buy from you? When trying to sell, you may be falling into the common trap of focusing on why your products or services are the best. No matter how good your product or services are, clients buy because of what problems they help solve for them.

In this episode, I am joined by Karen Hayward, author of Stop Random Acts of Marketing. Karen shares her insights and tips as a sales and marketing consultant for mid-market CEOs. Join us in this episode as Karen shares how to tap into the voice of the customer and understanding how they actually buy to improve your business success.

Grab a copy of Stop Random Acts of Marketing HERE

Connect with Karen Hayward:

• LinkedIn
• Email : [email protected]

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

What can bad driving and bad selling possibly have in common? During this episode, I share how these two correlate and what lessons can be learned from each. Join me in this episode as I discuss the best practices to increase your business growth and sales success.

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

As salespeople, we get really excited when we have evidence of how well our product or service solves a problem. But often, our clients don't buy into our facts as we expect.

In this episode, I share a much more effective tactic you can use to connect with your clients and enrich the sales process.

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

Whether you are reselling someone else's products or services or you have independent reps who sell your products, there are key mistakes you want to make sure you avoid with channel partners.

In this episode, I share with you the best strategies to use when selling with channel partners to work together and implement your sales processes. Channel Partners can be a great resource for your business to increase your sales and capitalize on existing relationships as long as you are able to avoid the traps many fall into it. Join me in this episode to learn how to ensure success with your clients and collaboration with you Channel Partners.

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

As the end of the year approaches, it is a time most sales people are trying to win year end deals. However, there are key mistakes salespeople make that end up adding a false sense of urgency and a need to discount their products or services. In this episode, I share the key steps to increase your success for year end deals by showing up the solve the clients problems instead of just selling.

Quotes:

"The biggest mistakes that I see people make those come down to creating a false sense of urgency."

"Accept the fact that sometimes our urgency is not aligned with their urgency and if it's not, then rather than jeopardize the relationship and try and push for a deal when it's not right, just be willing to push things off a little bit."

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

Have you spent endless hours putting together the perfect proposal only to not be chosen by the client? You are stuck wondering how you did not land the deal because your proposal was detailed, well put together and shared all of the information about your company. Well, you may have fallen into the common trap most proposals do.

In this episode, I share with you the most important questions to ask and how to trap to avoid the common proposal traps. Using this method will show you how to focus on the client and increase your business sales success.

Quotes:

"No one cares about your qualifications. No one cares about your experience. No one cares about how many offices you have, or how many employees or how many partners, or how many associates, what they care about is how well do you understand their situation?"

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin

• Twitter

• Website

• Email : [email protected]

On this Thanksgiving special, I take a look back at this year and share my gratitude for clients and lessons learned.

Join me on this episode as I share some key sales tips of this year and how thankful I am for all of you in the Same Side Selling community.

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

Have you been working on a deal for weeks but it feels like its dragging on and there doesn't seem to be any urgency? You may be making the common mistake of not asking the one question for success.

In this week's episode, I share with you the one question to ask to determine whether the potentials clients problems are worth solving. Using this method, you can prevent wasting time on client's who do not have urgency and do not see your expertise in solving their problems.

Quotes:

"Effective sales is not about persuasion, or coercion. Effective selling is about getting to the truth as quickly as possible"

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

Are you doing cold outreach but getting zero responses? Cold outreach can be a great tool in generating new leads. However, it can also be detrimental to your business if you aren't executing it properly.

In this week's episode, I share with you the many mistakes salespeople fall into when doing cold outreach and how you can fine tune your practice to increase your response rate. By using these two simple strategies I share with you in this episode, you will be able to capture a potential client's attention, show up to solve not just sell and also increase your business growth.

Quotes: 

"We want to make sure that we're not just using automation to make ourselves look foolish. Instead, we're using the technology that is out there to do our homework in advance”

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website

Email : [email protected]