2021 December 01 - Coach's Corner

Same Side Selling Academy > Lessons > 2021 December 01 - Coach's Corner
Add Group Goal


Course Navigation

Course Home Expand All
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
2021 July 07 - Coach's Corner
9 Topics
CC21-07-01 What if my great meeting turns into no-response and a stall
CC21-07-02 How to prompt action - Ask about walking away
CC21-07-03 What if my boss wants me to qualify based on budget
CC21-07-04 What to include and avoid in email pitches to prospects
CC21-07-05 Emails - How to develop a sequence for better results
CC21-07-06 How much content is TOO MUCH content in an email
CC21-07-07 What if their current provider is not responsive
CC21-07-08 How to use the Academy to unlock stalled deals
CC21-07-09 How to send physical mail that will get opened
2021 June 02 - Coach's Corner
11 Topics
CC21-06-01 Maintaining Personal Relationships Until the Timing is Right
CC21-06-02 Adding Value to Be The Right Choice When the Need Changes
CC21-06-03 Getting to Truth with Referrals
CC21-06-04 Focus on Problems and They Will Find You
CC21-06-05 How to Use Same Side Selling in Recruiting
CC21-06-06 How to Use a Pre-Meeting to Setup a Good Meeting
CC21-06-07 Using the Quadrants to Avoid Wasting Time on the Wrong Clients
CC21-06-08 What To Do When A New Leader Comes on Board
CC21-06-09 How to Get a Response When the Client Has Gone Silent
CC21-06-10 How Long to Wait Before Sending Another Email
CC21-06-11 What To Do If the Client Seemed Interested and Went Silent
2021 May 05 - Coach's Corner
9 Topics
CC21-05-01 Use the Quadrants to Requalify an Old Opportunity
CC21-05-02 They Invited You to Give a Capabilities Briefing
CC21-05-03 How Do You Communicate That Website Tracking Told You to Call
CC21-05-04 When Should You Measure Results After the Sale?
CC21-05-05 Is Your Non-Responsive Client or Prospect Worth Pursuing?
CC21-05-06 Same Side Selling Methodology
CC21-05-07 How to Handle A Client Who Lack Engagement to Get Results
CC21-05-08 What if Your Break-off Client Expects Same Pricing as Larger Affiliate
CC21-05-09 What If Your Manager Wants Daily Calls to Clients About a Deal
2021 April 07 - Coach's Corner
7 Topics
CC21-04-01 What If Your Client Doesn't Turn ON Their Video
CC21-04-02 Cold Calling and Prospecting - Why Nobody Is Responding
CC21-04-03 Prospecting Messages - What If They Don't Respond To the First One
CC21-04-04 What If They Ignore You Because They Have An Existing Vendor
CC21-04-05 Best Way to Use LinkedIn to Find New Prospects
CC21-04-06 Cold Calling and Gatekeepers
CC21-04-07 What To Do When Buying Our Stuff Takes a Back Seat in Urgency
2021 March 3 - Coach's Corner
8 Topics
CC21-03-01 Tips for Sales Guidance
CC21-03-02 Why Conversion Rates are Misleading
CC21-03-03 How to re-engage after several months of silence
CC21-03-04 How to trigger urgency without begging
CC21-03-05 How to get comfortable speaking about money
CC21-03-06 How to stand firm on pricing and avoid unilateral concessions
CC21-03-07 Same Side Improv Results
CC21-03-08 How to decline blind bids with integrity
2021 February 3 - Coach's Corner
10 Topics
CC21-02-01 Tactics if the gatekeeper is blocking you
CC21-02-02 How to get others involved when your contact says to just work with them
CC21-02-03 How to respond when clients ask for references before the first meeting
CC21-02-04 What to do when urgent turns into silence
CC21-02-05 When a big impact isn't their top priority
CC21-02-06 How to handle termination letters
CC21-02-07 Changing price objections to real objections
CC21-02-08 How to stand out with virtual presentations
CC21-02-09 Role Play - The first inquiry is about price
CC21-02-10 Bad past experience has clients concerned about long contracts
2021 January 13 - Coach's Corner
10 Topics
CC21-01-01 Measuring Impact and Importance
CC21-01-02 How to negotiate a longer-term contract upon renewal
CC21-01-03 How to sound natural during a 1-1 networking follow-up
CC21-01-04 How long should a same side pitch be?
CC21-01-05 What to do when a prospect ghosts you at the 11th hour
CC21-01-06 What do you do with complaints about a 95% satisfaction rate?
CC21-01-07 How to stand out in a remote presentation when you know other vendors are before and after you
CC21-01-08 How to handle pricing pressure from a bully board member
CC21-01-09 How to handle rejection and a mindset shift to not take it personally
CC21-01-10 What to do when your contact retires and you have to renegotiate with a stranger
2020 Coach's Corners
2020 December 02 - Coach's Corner
6 Topics
CC20-12-01 RFP - Assuming the Worst
CC20-12-02 Disarming to Drive Results
CC20-12-03 Avoid Free Consulting
CC20-12-04 Tips for LinkedIn Prospecting
CC20-12-05 Need to Uncover What's So Important
CC20-12-06 Deals Stall in Negotiation and Perceived Risk
2020 November 04 - Coach's Corner
7 Topics
CC20-11-01 Stop Convincing - Be Convinced
CC20-11-02 Blocking Direct Client Access - and We Know our Exact Needs
CC20-11-03 Helping Sell Ideas Up the Decision Chain
CC20-11-04 Protecting Your Clients in Opportune Times
CC20-11-05 Client Not Acting Despite HUGE Impact
CC20-11-06 Maintaining Clients and Communication with large numbers of clients
CC20-11-07 Excited Clients Are No Longer Interested
2020 October 07 - Coach's Corner
7 Topics
CC20-10-01 Enticing Voice Message
CC20-10-02 Clients Just Focused on Price
CC20-10-03 Earn Attention with Cold Email Outreach
CC20-10-04 Reignite Dormant Deals
CC20-10-05 Client Does Not Appreciate What We Do
CC20-10-06 Map Transition Plan
CC20-10-07 All About Price
2020 September 02 - Coach's Corner
8 Topics
CC20-09-01 Disarming without Dismissing
CC20-09-02 We Don't Have the Exact References They Want
CC20-09-03 Presenting on Zoom
CC20-09-04 How to cover the quadrants for existing accounts
CC20-09-05 How to Handle Returning Tire Kickers
CC20-09-06 What if your manager is pushing urgency?
CC20-09-07 How to engage in a new role, Elevator Rants, and 1-10
CC20-09-08 How do deal with clients who are leaving
2020 August 05 - Coach's Corner
8 Topics
CC20-08-01 Client Vision Pyramid Refresher
CC20-08-02 Client Vision Pyramid Example - GPO
CC20-08-03 Client Vision Pyramid - Cost Reduction
CC20-08-04 Clients who only use a portion of our services
CC20-08-05 My client has gone silent
CC20-08-06 Client is not interested in our next demo
CC20-08-07 Trouble saying no, even when that's the answer
CC20-08-08 Playing fetch - How to avoid chasing rainbows
2020 July 01 - Coach's Corner
5 Topics
CC20-07-01 Same Side Pitch Refresh
CC20-07-02 Role Play - Clients Focused Just on Price - Group Purchasing Example
CC20-07-03 Role Play - Same Side Pitch - Tech Training Services
CC20-07-04 Role Play - Same Side Pitch - Group Purchasing Services
CC20-07-05 Ghosting - Clients who don't return calls and go silent
3 of 3
Return to Coach's Corner

Recent Podcast

Biggest Blindspot in Sales Meetings with Clients

Ian Altman discusses the biggest blind spot in sales meetings: lack of...
Listen to this episode

Expand Existing Accounts without Pushing

Ian Altman discusses strategies for expanding existing accounts without appearing pushy. He...
Listen to this episode

Real vs. Wishful Sales Forecasts

Ian Altman discusses the difference between real and wishful sales forecasts on...
Listen to this episode

The good bad and ugly of AI in sales

Ian Altman discusses the pros and cons of using AI in sales....
Listen to this episode

The Connection Between Role Play and Success in Sales

Ian Altman introduces the connection between high-performing sales professionals and role play....
Listen to this episode

SEARCH
B2B organizations call on Ian Altman when they want to accelerate revenue growth with integrity.
Visit our FacebookVisit our TwitterVisit our LinkedIn
+1 (240) 242-7460
Newsletter
Receive proven insights and expert advice to help you modernize your approach to marketing and sales.
Sign Up
Copyright © 2022 Ian Altman. All rights reserved.
linkedin facebook pinterest youtube rss twitter instagram facebook-blank rss-blank linkedin-blank pinterest youtube twitter instagram