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Coach’s Corner

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The monthly Coach’s Corners are recorded, transcribed sessions with members where together we work through your own scenarios. These sessions give you an opportunity to get feedback directly from Ian to apply these concepts to your business.

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2023 Coach's Corner
2023 March 01 – Coach’s Corner
11 Topics
CC23-03-01 Uncovering Client’s Impact Using Quadrants
CC23-03-02 Defining What Clients Success Looks Like
CC23-03-03 How Using The Quadrants To Define Impact & Results
CC23-03-04 When Is The Best Time For The Client Vision Pyramid
CC23-03-05 How To Get A Client To Open & Respond To Your Emails
CC23-03-06 Determining Best Fit To Avoid Losing Deals
CC23-03-07 Uncovering Objections With Client To Determine Best Fit
CC23-03-08 How To Leverage Expertise in Outreach
CC23-03-09 How To Politely Decline Clients But Remain Relationship
CC23-03-10 Adding on New Services to Your Business & Defining Outcome
CC23-03-11 Next Steps When Client Stops Responding
2023 February 01 – Coach’s Corner
11 Topics
CC23-02-01 Defining Impact So The Client Sells You
CC23-02-02 Impact and Results Help Capture Attention
CC23-02-03 What Makes A Good Email Sequence
CC23-02-04 How To Best Disarm To Lower Your Clients Guard
CC23-02-05 How To Book In Person Meeting With Clients
CC23-02-06 Successfully Setting Up Quarterly Business Meetings With Clients
CC23-02-07 Proactively Proving Value and Results Before Client Renewals
CC23-02-08 Best Way To Follow Up After A Well Received Presentation
CC23-02-09 Approaching Clients Who Expand Scope Without Expanding Budget
CC23-02-10 Determining Best Fit Leads To Success & Less Resources Wasted
CC23-02-11Asking The Right Questions To Prove Impact When They Are Trying To Cut Costs
2023 January 04 – Coach’s Corner
12 Topics
CC23-01-01 Determining Best Fit To Land Client
CC23-01-02 Disarming with Current Trends to Intrigue Potential Clients
CC23-01-03 How to Disarm The Know It All Client
CC23-01-04 Reconnecting With Clients When It’s Been A Long Time
CC23-01-05 How to Recover From Burnout & Lost Deals
CC23-01-06 Following Up Without Feeling Like A Nuisance
CC23-01-07 How to Engage Higher Ups Who Don’t Express Urgency
CC23-01-08 Uncovering Results & Impact with Client to Move Deal Forward
CC23-01-09 Engaging Existing Contacts When Taking Over New Role or Territory
CC23-01-10 Measuring Results and Success with Clients
CC23-01-11 Pre-Solving Objections To Avoid The Client Dropping The Ball
CC23-01-12 Following Up On Deals When New Role Takes Over
2022 Coach's Corner
2022 December 07 – Coach’s Corner
10 Topics
CC22-12-01 Using The Client Vision Pyramid To Qualify Leads & Quadrants To Define Client Success
CC22-12-02 When to Use Client Vision Pyramid in Sales Conversation
CC22-12-03 Closing a $2.4 Million Deal by Disarming & Listening To Client
CC22-12-04 How to Get a Client Talking About Issue, Impact & Importance
CC22-12-05 As You Grow Should You Still Work With Smaller Accounts
CC22-12-06 How to Develop Client Vision Pyramid with Multiple Business Units
CC22-12-07 Setting Up Out Reach Sequence to Avoid Being Ghosted
CC22-12-08 Uncovering Impact with Client’s Who Don’t Show Urgency
CC22-12-09 How to Set Up RFP to Show Impact & Results
CC22-12-10 Why Most Proposals Suck
2022 November 02 – Coach’s Corner
11 Topics
CC22-11-01 How To Follow Up When There Isn’t Urgency
CC22-11-02 Following Up After You Lost A Deal
CC22-11-03 Recovering With Client When You Dropped The Ball In The Past
CC22-11-04 Getting The Client To Define Their Top Problems
CC22-11-05 Handling Politics With Competing Vendors
CC22-11-06 Striking Balance With Partners Who Keep You Out Of Deals
CC22-11-07 Why Cold Emails Are Not A Waste Of Time
CC22-11-08 Pre-Meeting Setup To Ensure Success
CC22-11-09 Leveraging Expertise Without Talking Negatively About The Competition
CC22-11-10 How To Have Up A Successful First Meeting
CC22-11-11Uncovering Who Are The Key Decision Makers
2022 October 04 – Coach’s Corner
15 Topics
CC22-10-01 Client’s Haven’t Defined The Impact of Results
CC22-10-02 How to Recover After Billing Client for Something That You Didn’t Deliver
CC22-10-03 How to Differentiate Yourself From Competitors
CC22-10-04 How To Avoid Affiliate Company Cutting You Out of The Equation
CC22-10-05 How to Re-engage with Client After Its Been a While
CC22-10-06 Follow Up with Client Knowing The Chosen Vendor Hasn’t Delivered
CC22-10-07 How to Attract Customers & Establish Expertise in a New Market
CC22-10-08 Recovering with Client After Losing to Another Vendor Using The Quadrants
CC22-10-09 Confidence In Your Pricing
CC22-10-10 Following Up After No Response Without Discounting Price
CC22-10-11 Avoiding Discounts & Showing Value in Pricing
CC22-10-12 What to Include in Marketing Material
CC22-10-13 How to Focus on Results Instead of Pricing
CC22-10-14 Client Ghosts You After Sending Concise Business Case
CC22-10-15 Has The Client Convinced You Its a Problem Worth Solving
2022 September 07 – Coach’s Corner
10 Topics
CC22-09-01 Cold Outreach with Award Recipients
CC22-09-02 Pre-Addressing Objectors in a Group Meeting for Success
CC22-09-03 Client Just Wants a Quote – Will Not answer Questions
CC22-09-04 Quoting a List of Items without Results
CC22-09-05 Dealing with Delays and Excuses
CC22-09-06 Getting Feedback After a Lost Deal
CC22-09-07 Never Quote Without the Quadrants
CC22-09-08 Proposals Should Be What Is Already Agreed
CC22-09-09 Dealing With Unexplained Delays
CC22-09-10 New Client Gave us One piece of business – How to get more
2022 August 03 – Coach’s Corner
6 Topics
CC22-08-06 How To Keep The Door Open With A Client Who Chose A Competitor
CC22-08-05 Navigating The Quadrants When A Client Chose A Competitor Who Hasn’t Delivered
CC22-08-04 What To Do When Your Colleague Isn’t Following The Quadrants
CC22-08-03 Following Up When Your Client Has Gone Silent
CC22-08-02 Disarming People Who Are Rude On A Cold Call
CC22-08-01 Addressing A Slow Sales Quarter to Employees
2022 July 06 – Coach’s Corner
11 Topics
CC22-07-01 Shifting The Conservation From Information to the Quadrants
CC22-07-02 Best Use of the Client Vision Pyramid
CC22-07-03 Getting Your Client To Be Open Minded When They Think They Know It All
CC22-07-04 How to Determine Pricing With Undefined New Projects
CC22-07-05 Making It Beyond The Gatekeeper
CC22-07-06 How to Revise Pricing With Clients
CC22-07-07 Becoming More Confident Cold Calling
CC22-07-08 How to Follow Up Without Begging
CC22-07-09 When A New Executive Wants To Review Your Services
CC22-07-10 Aligning The Client Vision Pyramid With New Executives
CC22-07-11 Aligning Independent Sales Reps With Your Sales Process
2022 June 01 – Coach’s Corner
12 Topics
CC22-06-01 How to Know When A Client Is Invested & A Good Fit
CC 22-06-02 Best Way To Build Connections on LinkedIn
CC 22-06-03 How to Follow Up Without Sounding Desperate
CC22-06-04 How To Go From Cold Outreach To Scheduling A Meeting
CC22-06-05 How To Stay Within The Quadrants & Avoid The Pitch
CC22-06-06 What To Do If The Client Is Spoon-feeding Information
CC22-06-07 How To Maintain A Relationship If The Client Isn’t A Good Fit
CC22-06-08 Going From A 6 Month Sales Cycle to 30 Days
CC22-06-09 How To Recover When Your Client Doesn’t Show Urgency
CC22-06-10 How To Fast Track Clients Without An RFP
CC22-06-11 Leading with Client Values to Determine Good Fit
CC22-06-12 How to Recover From A Client Who Had Bad Experience With Another Employee
2022 May 04 – Coach’s Corner
11 Topics
CC22-05-01 Quadrants – The keys to success for new team members
CC22-05-02 NOT using the quadrants can be uncomfortable
CC22-05-03 All Roads Lead to the Same Side Quadrants
CC22-05-04 How to Help Clients Get In Touch with Urgency
CC22-05-05 Getting to the Truth or Hearing What We Want to Hear
CC22-05-06 How to Structure Comp Plans to Share Accounts for Successful Reps
CC22-05-07 Pique Curiosity and Earn Attention To Uncover Differentiation
CC22-05-08 Prior Performance is Impacting a Current Opportunity
CC22-05-09 Frame Questions to Help Clients Make Decisions
CC22-05-10 Help Your Clients Get Results from Vendors That Had Problems
CC22-05-11 Top Focus Areas for New Same Side Selling Participants
2022 April 06 – Coach’s Corner
10 Topics
CC22-04-01 Can They Afford the Engaged Level of the Client Vision Pyramid
CC22-04-02 Buy by Committee and Decide by Matrix – Strategies for Success
CC22-04-03 Wisdom About Selling Trust and Agreements
CC22-04-04 What Should Go Into a Proposal
CC22-04-05 Additional Resources in the Same Side Selling Academy
CC22-04-06 Working with Gatekeepers or Consultants in the Sales Process
CC22-04-07 Same Side Quadrants – What You Can Discover
CC22-04-08 How to Follow Up When They Went from Excited to Ghosting
CC22-04-09 What To Do When You Forgot to Use the Quadrants
CC22-04-10 What We Learn from Lack of Urgency
2022 March 02 – Coach’s Corner
8 Topics
CC22-03-01 They Went From Interested to Ghosting Us
CC22-03-02 Using DISARM to Build Trust and Shorten the Sales Cycle
CC22-03-03 Strategies for Handling Accounts That Keep You in the Dark
CC22-03-04 I Play Golf With My Current Vendor
CC22-03-05 Warning Signs for Deals
CC22-03-06 How Sellers Trap Themselves as a Commodity
CC22-03-07 Tradeshows – The Best Way to Follow Through
CC22-03-08 How to Differentiate When You Are Not the Cheapest
2022 February 02 – Coach’s Corner
9 Topics
CC22-02-01 Standing Firm Against Pricing Pressure
CC22-02-02 Trash or Pipeline – Warning Signs
CC22-02-03 How to Help Clients Recognize a Bad Deal from the Competition
CC22-02-04 Who to Blame When Deals Die
CC22-02-05 Why Saving Clients Money Might Not Be Sufficient
CC22-02-06 Take Price Off the Table
CC22-02-07 You Lost – How to Have the Next Conversation
CC22-02-08 When Unknown Players Drive Decisions
CC22-02-09 Key Information in the Sales Process
2022 January 12 – Coach’s Corner
13 Topics
CC22-01-01 Knowing We Are Not a Good Fit is Empowering
CC22-01-02 Using 1-10 questions and excluding options to get to the truth
CC22-01-03 Including Others Impacted Uncovers the Truth
CC22-01-04 Follow Up Next Year or Month or Quarter Might Not Be Honest
CC22-01-05 Lessons Learned from End of Year Spending
CC22-01-06 How to Use Disarming and Empathy to Avoid Pushiness
CC22-01-07 How to Expand Opportunities Without Seeming Pushy By Disarming
CC22-01-08 How to Regain Interest After Initial Outreach – Urgency
CC22-01-09 Should You Use Concessions To Move a Deal When Clients are Distracted
CC22-01-10 Strategy for Leaving Messages for Prospects – Think Radio Ads
CC22-01-11 Best Practices for Tradeshow Booth Interactions
CC22-01-12 How to Transform Transactional Buyers into Strategic Customers
CC22-01-13 Which Terminology Should You Use to Attract Clients
2021 Coach's Corner
2021 December 01 – Coach’s Corner
5 Topics
CC21-12-01 Why Interested Prospects Go Silent
CC21-12-02 How Showing You Care Builds Trust
CC21-12-03 How to Shorten the Sales Cycle
CC21-12-04 How and When to Communicate Change in Scope
CC21-12-05 How to Avoid Traps About Competitor Attributes
2021 November 10 – Coach’s Corner
8 Topics
CC21-11-01 – Client Ghosting Us
CC21-11-02 Committee Member Throwing Shade
CC21-11-03 Building Trust
CC21-11-04 How to communicate pricing increases
CC21-11-05 Cold Outreach
CC21-11-06 Pay for Play Email
CC21-11-07 Work with Channel Sales
CC21-11-08 How Covid Changed Selling
2021 October 06 – Coach’s Corner
10 Topics
CC21-10-01 – The Keys to Landing Your Biggest Sale Ever
CC21-10-02 – How to Overcome Clients Who Fail to Share Information
CC21-10-03 – Why Clients Will Not Share Information We Want
CC21-10-04 – Client Called and Said WE NEED IT YESTERDAY – and Other Big Traps
CC21-10-05 – Help Your Client Convince YOU of Urgency
CC21-10-06 – Long Sales Cycle – How to Help Clients Follow the Steps
CC21-10-07 – Presenting Too Many Options – How to React When Clients Want Us to Match Competitor Models
CC21-10-08 – Why Customers Will Stay with Vendors Who Fail to Meet Their Needs
CC21-10-09 – How to Help Earn Buy-In for Strategic Plans vs Reacting
CC21-10-10 – The Importance of Mapping the Entire Process with Clients
2021 September 01 – Coach’s Corner
15 Topics
CC21-09-01 The Right Questions to Help Your Client Uncover Urgency
CC21-09-02 How to Help Your Client Take the Next Step
CC21-09-03 How to Prep for an Important Meeting
CC21-09-04 How to Improve Messaging with Humor
CC21-09-05 Using Negative Language to Uncover the Truth
CC21-09-06 How to Drive Results with the Same Side Quadrants
CC21-09-07 When Deals Go Sideways – Check This Quadrant
CC21-09-08 How to Follow Up with Website Visitors Without Being Creepy
CC21-09-09 When Leads Come to You Remember to Disarm
CC21-09-10 How to Introduce Supply Chain Challenges Early In the Sales Process
CC21-09-11 How to Build Consistent Branding Across All Channels
CC21-09-12 How Business Changed After 6 Months In the Same Side Selling Academy
CC21-09-13 How to Communicate to Clients Who Lack Urgency
CC21-09-14 How to Help Skeptical Clients to Pull the Trigger
CC21-09-15 How to Anticipate a Deal Killer in the 11th Hour
2021 August 04 – Coach’s Corner
5 Topics
CC21-08-01 How to Manage a Meeting With Many Participants
CC21-08-02 How to Manage Presentations and Demos with Complex Concepts
CC21-08-03 How To Uncover People Who Can Drive Urgency
CC21-08-04 What to Do When A Senior Exec Directs You to Someone Who Is Not Following Through
CC21-08-05 How To Address Misconceptions About Your Services
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