What are the key mistakes made when managing a sales team? In this episode, I share how you can approach your team as a sales mentor, not just a manager. As a sales manager, it is important to not just track activity but to mentor and provide guidance to help your team accomplish the best results. By pivoting your approach, you can help your sales team increase productivity, ask the right questions and generate more results.

Quotes: 

“So when we lose a deal in the 11th hour when you “lose a deal” in that last meeting, recognize it's probably not the last meeting, it was probably the first meeting that set you up as someone to sell and not solve.”

“Don't use your sales organization as a data entry vehicle. In fact, the more information you ask them to collect, the less likely they are to be compliant with your CRM or Salesforce automation tool. So instead, make sure you're collecting the information that's important for them and for the organization.”

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: https://www.linkedin.com/in/ianaltman/

Twitter: https://twitter.com/IanAltman

Website: www.samesidesellingacademy.com

Email : [email protected]

Have you ever gotten to the last meeting with a potential client only to lose the deal and wonder what went wrong? One of the common problems is not in your last meeting but how you set up the dynamics with your client in your first meeting. During this episode, I share how to position yourself with your potential client by asking the correct questions to demonstrate that you are here to solve their current problems, not just to sell. By focusing on the results, you can establish a genuine connection with your clients and minimize your chances of losing the deal in the final meeting. 

Quotes: 

“You can either show up as someone who's there to sell something, or someone who's there to solve something.” 

“So when we lose a deal in the 11th hour when you “lose a deal” in that last meeting, recognize it's probably not the last meeting, it was probably the first meeting that set you up as someone to sell and not solve.”

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: https://www.linkedin.com/in/ianaltman/

Twitter: https://twitter.com/IanAltman

Website: www.samesidesellingacademy.com

Email : [email protected]

Want to know the biggest thing that drains your resources from your business? When you are trying to sell your solution to a client and they just stick with the status quo. Sticking with the status quo is when your client reaches the conclusion that staying with what they were already doing (or doing nothing) is better than doing business with you. In today's episode, Ian discusses how to avoid selling to clients who aren’t deeply invested in solving their problems and focus on the clients who are committed and ready to make changes. Understanding these two concepts will allow you to not waste your time with clients who are not ready to make a decision. 

Quotes: 

“If your client or prospect can't convince you that their problems are worth solving…How much time should you spend trying to develop a solution to something that they don't think is worth solving? And the answer is zero.” 

“Ask yourself, have they convinced me that they have a problem that's worth solving? Had they convinced me that if they don't make this change, something bad is going to happen with them , that makes it worth going through the effort of making a change.”

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: https://www.linkedin.com/in/ianaltman/

Twitter: https://twitter.com/IanAltman

Website: www.samesidesellingacademy.com

Email : [email protected]

Have you ever had a horrible client interaction where you are trying to rack your brain on how to recover? In sales, there are a myriad of different issues you can face which is why it is important to know how to handle these situations. In this episode, Ian Altman discusses two important tips when dealing with botched client interactions that will help you avoid future issues or losing your client’s trust. 

Quotes: 

“So, what I want you to consider is this, is that next time something doesn't go right, If you catch yourself saying, 'Well, it's someone else's fault. Somebody didn't do this. This person didn't do this or that...' Instead, look in the mirror and say, 'what could I have done differently? And how can I take responsibility for that?' ” - Ian Altman 

“And if every time something goes sideways, you blame somebody else, Then you've just become a really great storyteller” - Ian Altman

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: https://www.linkedin.com/in/ianaltman/

Twitter: https://twitter.com/IanAltman

Website: www.samesidesellingacademy.com

Email : [email protected]

This new virtual world has been in the making for quite some time, but the global pandemic sure sped things up.

So, how do we pivot to this virtual business environment?

Ian Altman is joined by Adrian Salisbury to discuss how you can improve the quality of your Zoom meetings, and avoid looking like an amateur when it matters most.

While it may initially seem like a great opportunity when a potential client asks for a proposal, this type of request can trap us into an endless cycle of following-up and "checking in".

Learn how to respond in an efficient way that will be more likely to lead to success, and a good long-term client relationship.

A lot of people believe that in order to be a successful salesperson you must be endlessly optimistic. Ian Altman challenges this belief and explains why the top sellers benefit from being quite skeptical.

Ian Altman is joined by newly published author and business owner, Raman Seghal. Raman has credited much of his success to Same Side Selling and today he's sharing some of his best tips for starting your business.

A common sales tactic is to ask for the "decision maker" when speaking to potential new clients. This can (and often does) backfire in multiple ways ultimately leading to a loss of a sale.

Ian Altman explains why you should avoid this line of questioning and how to instead get you and your customer on the same side.

Ian Altman is joined by author and marketing expert Gair Maxwell to discuss some of the biggest mistakes that businesses make when it comes to their marketing and branding. They then dive into helpful tips you can utilize to avoid these blind spots.