Ian Altman  00:04 Welcome to the Same Side Selling podcast. I know you’re shocked to know that I’m your host, Ian Altman. One of the most common questions I get these days is how do we pivot to this virtual environment? How do I make it so that when I’m not connecting with people in…

Welcome to the Same Side Selling Podcast. I’m your host, Ian Altman. I received an email the other day from somebody who I’ve known for a long time. He said, What do we do when we get these emails from somebody that says, Hey, we love your stuff, please send us a proposal for x.…

Welcome to the Same Side Selling Podcast. I’m your host, Ian Altman.  I was having a conversation with a colleague recently, and he said, as far as I’m concerned, all salespeople are positive. In fact, the really successful salespeople are always positive, and they’re always optimistic. And I disagree. Because I actually think that the…

Welcome to the Same Side Selling Podcast. I’m your host, Ian Altman. I know that it’s a surprise to many of you that I am the host of the Same Side Selling Podcast. I’m joined this week by a repeat guest, but it’s a special occasion this time. So my guest is Raman Sehgal. And…

Welcome to the Same Side Selling Podcast. I’m your host, Ian Altman. I received a phone call earlier today that prompted me to record this episode. The individual called, and unlike most of us, when we see a call from something that’s obviously a cold call, most people don’t answer. I answer because I want…

00:05 Ian Altman Welcome to the Same Side Selling Podcast. I know it’s a big surprise, I’m your host, Ian Altman. This week, I’m joined by a brilliant mind in the world of marketing and branding, Gair Maxwell. Gair is the author of this wonderful book, Big Little Legends. We’re going to talk about some…

Welcome to the Same Side Selling Podcast. I’m your host, Ian Altman. A number of years ago, someone approached me and asked me about integrity-based selling. And I looked at that person after I thought for a second, and I said, You know what, if you have to ask, we’re probably not going to be…

Welcome to the Same Side Selling podcast. I’m your host, Ian Altman.  On this episode, I want you to think about why questions are more powerful than facts when it comes to sales.  I was speaking with a client recently, and this is someone who, as the person leading their sales, is a skilled sales…

Welcome to the Same Side Selling Podcast. I’m your host, Ian Altman. On this episode, I want to discuss your preparation for big meetings. Oftentimes people come to me after I’ve given a talk, and they say, we’ve got this big meeting coming up. What should we be doing to get ready for it? Or…

Welcome to the Same Side Selling Podcast. I’m your host, Ian Altman. On today’s episode, we’re talking about those opportunities where the client seems enthusiastic. They can’t wait to do business with you. They want a quote because we’re ready to move, and then, poof, they disappear. They don’t return your phone calls. They don’t…