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

3 Most Common Traps In Pipeline Reviews

Jul 5th, 2023 7m 3s

Do you find yourself constantly asking your team about the status of deals during pipeline reviews? Are you falling into common traps? In this episode, Ian Altman uncovers the three most common traps in pipeline reviews and how to pivot your ap

Never Lose An Employee Again with Joey Coleman

Jun 28th, 2023 30m 40s

On this week's episode of the Same Side Selling podcast, Ian is joined by Joey Coleman, bestselling author of "Never Lose An Employee Again." In this episode, Joey reveals a simple yet powerful path to finding and retaining top talent while dri

The Secret To How This CEO Grew His Company 10 Fold

Jun 21st, 2023 35m 33s

Want to know the secret formula this CEO used to grow his company 10 fold? In this episode, Ian is joined by the founder and CEO of ramarketing, Raman Sehgal. Discover the precise strategies that propelled Raman's business to astonishing height

Why Experts Hate Selling and How To Engage Them

Jun 14th, 2023 8m 6s

Why is it that subject matter experts hate being involved in the sales process and how can we engage them? While research shows that only 1 in 10 individuals in an organization has a job title associated with sales, the most successful organiza

Biggest Cold Outreach Mistakes

Jun 7th, 2023 6m 52s

Are you tired of your cold outreach efforts falling flat? In this episode, Ian shares three common cold outreach mistakes that can undermine your sales endeavors. From starting with disingenuous apologies to seeking the decision maker without

How This CEO Doubled His Revenue With Non-Salespeople

May 31st, 2023 22m 43s

In this episode of the Same Side Selling podcast, Ian Altman is joined by Sean Farrell, CEO of QDS, who reveals how he doubled his revenue by implementing Same Side Selling techniques. Discover the power of QDS's client-centric culture and thei

3 Worst Things Taught To Sellers

May 24th, 2023 6m 21s

Are you tired of old school sales techniques that just don't seem to work anymore? In this episode, Ian Altman reveals the three biggest mistakes that sellers often make and what alternative approaches can be used for better success. Ian identi