Are you doing your research before reaching out to potential connections on LinkedIn or are you making the common mistake of sending mass messages? When reaching out to potential clients, you want to make sure you are not only making a genuine connection but have also properly done the research just as you would before hopping on a sales call. You want to make sure you are reaching out to share your expertise to help them and not connecting with a client just to sell.

LinkedIn is a marathon, not a sprint and you want to treat each connection in the same way. In this week’s episode, I share how you can use Linkedin to build your connections genuinely and achieve better results. 

Quotes: 

“LinkedIn is not a sprint, it's a marathon”

“If you don't do your research in advance, it reflects poorly on you and your business. If you take a more disciplined approach, if you think about who can I help the most, you then reach out to those people not proactively about sales opportunities, but take more interest in what they're doing.”

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 potential client come to you and say, “we spoke before about what your company does, we are ready to buy, just send us a quote and we will get right back to you because we are excited to start”? Afterward, you hang up the phone pumped thinking you just scored an easy win and after you send the quote, they go silent. 

All the sudden, you are confused about what happened since they said themselves they were ready to buy and now you are left with the dreaded followup. So what went wrong? 

In this episode, I share with you how to qualify leads to truly understand their problems, their urgency and how you will help them achieve their desired results. When you take the discipline to find out what your potential client is trying to solve and if you do need to follow up you know exactly how you can serve their needs. 

Quotes: 

“Take the discipline to find out more about what it is they're trying to solve, to make sure they're gonna get the results that will give you an opening to navigate to the Quadrants to make sure you fully understand what they're doing, and you can best serve their needs. And when you do that your follow up can be based on their needs, not what it is you're trying to sell.”

“The trap that we fell into is that we didn't ask the discipline questions to fully understand their needs, their goals, the results are looking for who else needs to be involved? Instead, we just said, okay fine, we're gonna send you this information.”

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]

If you invest in a program and don’t see results, you are hurting your sales organization because they begin to think that the trainings are a waste of time. When you invest in a program, there are key factors you want to consider beforehand. In this week’s episode, I dive into how you can understand your organization’s biggest problem areas as well as make sure the training has a reinforceable process for your team to follow. The only way to true success and to see the needle being moved for your team is to hold your team accountable to a process they can follow and practice. 

Quotes: 

“If you spend money, and you don't get results, then it hurts the entire industry. And it actually hurts your sales organization, because then they start to think, Well, I'm not going to do the sales training stuff, because it was useless last time”

“If you don't practice, if you don't reinforce whatever you learn, after you've had the training, you're not going to succeed.”

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]

Welcome to the 300th episode! I am thrilled on this episode to share with you some of the many success stories from the Same Side Selling Academy. I am not sharing with you the wins we have on our end but the wins our client’s have had throughout their time learning and implementing the Same Side Selling techniques. 

These success stories are from Academy members who show up consistently to learn, practice and follow a proven process to put the client’s results first and show they are here to solve problems, not just to sell. Join me as I share some incredible wins and success stories with you to celebrate the 300th episode.

Quotes: 

“We asked how they did it, they said well, we just followed the process that we talked about every month in the Same Side Selling Academy. And we just stepped through with this client and the client basically sold us instead of us selling them, which is really what this whole methodology is about.”

“If you put yourself in uncomfortable situations with your peers, so that you get better and improve your skills. That's what moves the needle.”

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: https://www.samesidesellingacademy.com

Email : [email protected]

Have you ever forecasted a deal to happen and the clients seem excited to work with you and all the sudden they stop returning your calls or emails? Or maybe they do respond but they let you know they have to push the deal out 1,2 or 3 months? You were certain this deal was going to happen but now you are confused and wondering what caused this sudden delay. 

In this week’s episode, I share with you the approaches you can use to qualify your leads to uncover their level of urgency and commitment to solving their current problem. By asking the correct qualifying questions, you can gain more insight into how likely your potential client is to follow through with the deal. Join me on this week’s episode to learn more Same Side Selling techniques. 

Quotes: 

“The fact that you spend a lot of time and you forecast this deal is not a good reason for your client to follow up with you.”

“So when it comes to timing, if someone says, oh, yeah, we're really interested in your solution. Great. So what happens if you don't solve this?”

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]

There is a difference between the top sales performers and the people in the middle, effective training. There are three main components to a high performing sales training program and in this episode I share with you exactly how you can replicate that for your own business. 

 

We are honored that the Same Side Selling Academy is ranked in the top five sales programs globally but with that did not come mistakes early on. In this episode, I will not only share the formula to an effective and high performing sales training program but also the mistakes we made early on to help you avoid the same. Join me in this week’s episode to hear how you can use the Same Side Selling techniques to build a sales training program to help truly move the needle for your team. 

Quotes: 

“If you practice for just one hour a week, you'll outperform your peers. Because in doing this research with many, many different organizations, what I found is that less than 5% Practice at all. So if you carve out an hour a week to practice with your colleagues, you'll outperform your competition, head and shoulders.”

“The other thing people say to me is, well, our team is already really good. If that's the case, then wouldn't Major League Baseball players not practice? Wouldn't top performing basketball players and hockey players not practice? Top musicians and performers wouldn't practice?”

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]

You gather all this information from meetings for your pipeline reports, but do you keep falling into the trap of the client choosing another vendor, pricing difficulties or they ghost you? If so, you may be falling into these common pipeline traps that don’t actually ask or measure the necessary information to move the needle. 

In this week’s episode, I share with you the exact questions you should be asking and the evaluations you should be making to increase the chance of a potential client choosing your business over another vendor. You want to make sure you are getting an honest evaluation of not only the client’s problems but also the urgency at which they want to solve them. Join me in this week’s episode to hear how you can use the Same Side Selling techniques to bring in a much higher percentage of opportunities. 

Quotes: 

“A pipeline should not be a pipe dream. A pipeline should be an honest assessment of the opportunities that you have that are likely to happen.”

"We need to make sure that we're creating pipelines and forecasts that are accurate and reliable, not just some Wish List and fantasy”

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 encountered the VP of Business Prevention, the person who always finds a way to kill a deal? Instead of complaining about this person, you need to alter your approach to selling your product or service. You want to focus on discovering what key factors are important to this key decision maker and how you can best present your product or service to solve their problem. 

In this week’s episode, I share exactly how you can gain transparency and trust with the VP of Business Prevention to increase your reliability and sales. 

Quotes: 

“Their reluctance comes down to one of two things. They either don't believe in the impact of doing nothing. Or they don't believe in the results that allegedly, you're saying you can deliver for them.”

“Once they realize that you are more interested in the outcome or result than the sale, it builds a level of trust.”

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]

The customer experience has changed over the past few years. The expectations for access, immediacy, flexibility and convenience as customers have shifted and we must learn how to differentiate ourselves from competitors. 

In this week’s episode, Ian is joined by David Avrin. David is one of the most in-demand Customer Experience speakers and consultants in the world today. David Avrin, CSP, Global Speaking Fellow, has shared his content-rich, entertaining and actionable presentations with enthusiastic audiences across North America and in 24 countries around the world. David helps organizations better understand and connect with their changing customers and clients to help future-proof their businesses.

David's insights have been featured on thousands of media outlets around the world. He is also the author of five books including the acclaimed: It's Not Who You Know, It's Who Knows You!, Why Customers Leave (and How to Win Them Back) and his newest book: The Morning Huddle -- Powerful Customer Experience Conversations to Wake You Up, Shake You Up, and Win More Business.

 

Join David and Ian as they discuss exactly how you can differentiate yourself and better your customer experience.

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]

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.

Quotes: 

“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: 

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

Twitter: https://twitter.com/IanAltman

Website: www.samesidesellingacademy.com

Email : [email protected]