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)...
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...
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...
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...
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...
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.
What does it mean to sell with integrity? It means that you're putting your client's results ahead of your own desire to make a sale. Ian Altman shares some real-life experience on why selling with integrity matters.
As salespeople, we get really excited when we have evidence of how well our product or service solves a problem. But often, our clients don't buy into our facts as we expect. Ian Altman explains a much more effective tactic you can use to connect with your clients and enrich the sales process.
