Posts by Ian Altman
Are you selling instead of solving?
Picture this. You walk into a store and the hyper-ambitious salesperson walks up to you and asks, “May I help you?” What’s your response going to be? For most of us, the response is something along the lines of “No thanks, just looking”. Why do we give that response? Is it because we think that…
Read MoreWhy B2B Clients Focus on Price
One recurring theme that keeps coming up in our Same Side Selling Academy’s Coach’s Corner each month is why B2B clients focus on price so much. Maybe you have a client where all they seem to care about is price. Let’s talk about why that happens. There are three distinct reasons that lead our clients…
Read MoreAre You Pushing the Right Amount for Business Growth?
Are you pushing the right amount for your business growth? We’ve all been on the receiving end of people working really hard to try to grow their businesses. It’s all with the best of intentions. What often happens is we hear from people trying to sell us stuff who say things like: Hey, I’d love…
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