Ian Altman introduces the connection between high-performing sales professionals and role play. Top performers practice role playing for at least one hour per week, with some dedicating 90 minutes to two hours weekly. Ian explains that regular

Tamsen Webster Say What They Can't Unhear

Oct 9th, 2024 36m 17s

Ian Altman and Tamsen Webster discuss her new book, "Say What They Can't Unhear," which focuses on creating messages that stick and lead to sustained action. Tamsen emphasizes the importance of aligning sales messaging with existing client beli

Biggest Mistakes in Sales Presentations

Sep 6th, 2024 6m 46s

Ian Altman discusses common mistakes in sales presentations, emphasizing that clients often view them as a time to rest rather than a valuable interaction. He suggests setting expectations in advance, focusing on understanding the client’s need

How to Change Behavior in Salespeople

Aug 9th, 2024 7m 48s

Ian Altman emphasizes the importance of identifying and addressing the top obstacles to sales performance, prioritizing opportunities for growth. He advocates for a tailored approach, focusing on specific problems and scenarios, building muscle

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Jun 26th, 2024 1m 59s

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Modern Strategies for Trade Show Results

Jun 21st, 2024 7m 43s

Ian Altman shares strategies for optimizing trade show experiences. He emphasizes setting objectives, identifying key attendees, and tailoring booth design and messaging to address attendees' problems. Altman advises against collecting numerous

Urgency Based on a Business Case

May 16th, 2024 6m 3s

Ian Altman emphasizes the importance of understanding why a client's interest in a solution may have waned, and encourages sales professionals to ask the right questions to determine if a problem is significant enough to warrant a solution. He

How This Company Grew Dramatically In Just One Year

Mar 27th, 2024 23m 14s

How EW Motion Therapy Adopted Same Side Selling.Saw alignment with company values.Differentiation was a big challenge.Client Vision Pyramid helped explain service levels.Referrals grew 34% year over year.Aiming for 30% referral growth this year

Magical Email Subject Lines to Increase Open Rates

Mar 4th, 2024 6m 38s

Which subject lines might your audience open in their inbox?How to come across as subject matter experts, not stereotypical sellersWhat is the goal of your cold outreach? Are you trying to get too much, initially?Where do LinkedIn Polls come in

The correct way to follow up after a break

Jan 24th, 2024 5m 29s

Topics covered:- Effective follow up after a break like the holidays or when it's been a while since contacting someone- Two scenarios: after a break, or when they've gone "dark"- The key is to "disarm" and not make it about selling- Focus on u

The best way to answer "What do you do for a living?"

Dec 21st, 2023 5m 46s

Answering "What Do You Do?"In this episode, Ian Altman discusses effective strategies for answering the common question "What do you do?" in networking and sales situations.Key takeaways:Get context first. Before answering, ask a bit about the

Pricing pressure? How top performers maintain profit margin.

Nov 27th, 2023 6m 7s

In this week's Same Side Selling podcast, host Ian Altman discusses three important topics: the common trap of ineffective prospect messaging that focuses too much on the seller's perspective rather than solving customer problems; dealing with

Stop Asking About Budget And Other Bad B2B Sales Questions

Oct 4th, 2023 7m 40s

Have you been making the mistake of asking your customers about budget or who the decision maker is? In this episode, Ian Altman reveals the secrets to successful B2B selling. Discover why asking about budget, decision-makers, and offering the

What Yellowstone Teaches Us About Selling

Sep 27th, 2023 6m 45s

In this captivating episode, Ian Altman draws intriguing parallels between the reliability of Yellowstone's Old Faithful geyser and the key qualities clients seek in business partnerships. Ian explores how predictability, consistency, and a com

Has Cold Outreach Gotten Harder in B2B Selling?

Sep 20th, 2023 6m 34s

Are you finding cold outreach more and more difficult? In this episode, Ian Altman tackles the evolving landscape of B2B cold calling. He dives into why it's becoming increasingly challenging to reach potential clients and offers practical insi

3 Biggest Fails In Sales Kickoff Meetings

Sep 13th, 2023 5m 45s

In this episode of the Same Side Selling podcast, Ian Altman reveals the three biggest blunders that can sink your sales kickoff meetings. Drawing from his wealth of experience with B2B companies, Ian discusses the importance of starting by ask

How To Overcome Rejection In Sales

Sep 6th, 2023 7m 8s

Have you struggled with facing rejection in your sales position? In today's episode, Ian addresses the fear of rejection in B2B sales. He introduces the concept of finding the right fit with clients, much like matching puzzle pieces. Ian emphas

The Most Overlooked Obvious Mistake In Email Outreach

Aug 30th, 2023 9m 51s

Discover the secrets to effective email outreach on this week's episode of the Same Side Selling podcast. In this episode, Ian Altman uncovers the most common mistakes that businesses make when reaching out via email. Are your messages getting

3 Unexpected Beliefs in B2B Sales

Aug 23rd, 2023 7m 18s

There are three essential beliefs crucial for success in B2B sales and in this episode Ian Altman reveals some unexpected perspectives. While the first belief centers on the customer's conviction that your product or service warrants a change,

How This Team Built A Culture Of Growth

Aug 16th, 2023 34m 17s

Are you looking to build a culture of growth in your organization with a proven sales strategy? In this episode, Ian Altman is joined by Kevin Bock and Eric Keebler of Precision Air Convey to share their transformative journey. These industry e

How To Build The Best Team Ever with David Burkus

Aug 9th, 2023 34m 45s

Looking for tips on how to build the ultimate team in your business? In this episode, Ian Altman is joined by with organizational psychologist and author of Best Team Ever, David Burkus where David dives deep into the art of crafting unbeatable

Build A Culture Of Growth With Non-Salespeople

Aug 2nd, 2023 6m 41s

Join host Ian Altman on this week's Same Side Selling podcast as he uncovers the secret to building a culture of growth for non-salespeople. Discover how to transform your team's mindset, moving away from the conventional sales approach towards

Why Cross Selling Your Other Products Could Be Failing

Jul 26th, 2023 7m 14s

In this episode of the Same Side Selling podcast, host Ian Altman discusses the challenges businesses face when cross-selling their new products or services to existing clients. He highlights two common traps: transitioning from a free offering

How To Work With Almost Anyone with Michael Bungay Stanier

Jul 19th, 2023 26m 47s

Do you find it challenging to work with difficult people, whether it's coworkers or customers? In this episode, Ian Altman sits down with Michael Bungay Stanier, author of "How To Work With Almost Anyone," to discuss the art of cultivating stro

Optimism, Persistence and Qualification in Professional Selling

Jul 12th, 2023 8m 32s

Welcome to the Same Side Selling podcast and the 350th episode! In this episode, Ian Altman dives into the the importance of optimism, persistence, and effective qualification in professional selling. Ian highlights the pitfalls of solely relyi