Scheduling a demo shouldn’t be your goal, piquing the interest of executives with the problems you solve should be your biggest priority. To successfully generate sales after demos, you want to focus on piquing interest, determine if you are a good fit and deliver evidence that you can provide results. In this week’s episode, I share how you can shorten sales cycles and have clients less concerned about price by using the Same Side Selling approach.


“Instead of focusing on what it is that you’re selling, which nobody cares about, you need to look at it through the lens of your customer.”

“Make sure the executives first get those early adopters in there who understand what the underlying process is, how people are going to make decisions and whether or not the right messaging is correct.”

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: 




Email :