We’re joined by a repeat guest, Marcus Sheridan. Marcus is a guru when it comes to marketing and sales communication.  In this episode, we focus specifically on video communication in the world of sales. Video content is a powerful tool that is often overlooked or even avoided. Marcus shares how video can help shorten sales cycles and accelerate the client’s decision-making process.

You’re going to learn a ton with Marcus Sheridan!

Listen and Discover

> The biggest misconception people have when it comes to video communication in the world of sales.
> How to have a culture of video with sales and marketing.
> Is video a marketing or sales tool?
> Why video can help build trust.
> Two keys that can help you shorten sales cycles.
> How video can help accelerate the client’s decision-making process.
> And much more...

Discover more about the Same Side Selling podcast at https://www.ianaltman.com/same-side-selling-podcast/

Scott Ingram is quota carrying B2B sales professional with a $3 million quota. In his spare time, Scott hosts two sales podcasts where he interviews and deconstructs world-class sales performers to uncover their favorite sales books, habits, routines, strategies and tips. Scott believes we can learn the most from people who are the best and he practices that daily with his endeavors.

We have a great discussion about attributes and traits the top 1% performing sales professionals have in common, CRM processes and what it takes to be successful. You’re going to learn a ton from Scott Ingram!

Listen and Discover

> The biggest misconception people have about the top-performing salespeople.
> Attributes and traits top performers have in common.
> Why commission and the dollars actually aren't the biggest drivers for salespeople.
> What makes CRMs work (and not work) for sales professionals.
> And much more...

Discover more at the Same Side Selling Podcast a thttps://www.ianaltman.com/same-side-selling-podcast/

Christina Daves, the DIY (Do-It-Yourself) PR strategist joins us to share a ton of tips and pointers that can help with public relations and getting free publicity for your business.

Having no resources for advertising or hiring a PR firm, Christina taught herself everything she could about generating her own publicity. She has appeared in over 1000 local and national media outlets and has a regular segment on Good Morning Washington. Christina, together with her clients, reached over 873 million views and generated over 8 figures in sales from free publicity in one year.

Well known for her best-selling book, PR for Anyone™ - 100+ Affordable Ways to Easily Create Buzz for Your Business, Christina has a new book called The DIY Guide to Free Publicity.

I’m thrilled to have Christina share her wisdom with you because I learned so much from her and I'm sure you will too!

Listen and Discover

> The biggest misconception about PR and which pitfalls you can avoid.
> How to become a valuable asset for media outlets.
> Some of the traps or mistakes that people make when they're trying to pitch ideas.
> Specific steps you can take to become PR famous.
> How to move the needle and help get free publicity on your own.
> And much more...

Discover more at https://www.ianaltman.com/same-side-selling-podcast/

As soon as you start trying to convince someone, you sound like a stereotypical salesperson and you don’t want to fall into that trap. On this episode discover how to shift your focus away from convincing clients and prospects. Instead, you want your prospect to convince YOU they have a problem that's worth solving. This mindset shift can really make a difference in your business and the top-performing clients the I work with see measurable results from it.

Listen and Discover

> How to uncover the Issues your customers are trying to solve.
> Questions you can ask to uncover the Impact and Importance with your client.
> Why defining results with your client will help you stand out over other organizations.
> And much more...

Discover more at https://www.ianaltman.com/same-side-selling-podcast/

Every day we entrust some of our most important messages to a form of communication that doesn't build trust, provide differentiation, or communicate clearly enough. Ethan Beute explains how to dramatically improve relationships and results with your customers, prospects, and team by adding personal videos to emails, text messages, and social messages.

Ethan is the Chief Evangelist at BombBomb - a company helping people become more successful in implementing simple, personal videos to rehumanize their businesses. On this episode, Ethan shares great insight from his new book Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience

You're going to learn a ton from Ethan Beute!

Listen and Discover

* Specific tips to ensure you come across authentically in video communication with your customers and employees.

* How you can use video to follow-up with clients after a meeting in competitive situations.

* Methods to help you become more relatable via video.

* What constitutes ‘good enough’ in video messages.

*And much more...

It’s not possible (or smart) for sales to give a product demo to every potential customer. Technology has changed the buying and selling process. Companies have invested hundreds of millions of dollars to help transform the customer engagement experience during the buyer’s journey. Despite this investment, many companies still have parts of their customers’ journey stuck in the past. In the episode, we talk about ways to satisfy buyer needs in the pre-sales process by applying technology to improve your pre-sales resources and demo process.

Greg Dickinson is the founder of Omedym, a technology company that is on a mission to allow companies to engage with their customers in a completely new way. It's really a fascinating discussion with Greg!

Listen and Discover
> The biggest mistakes when it comes to using product demos and videos in the sales process.
> Are pre-sale product demos necessary?
> How to deliver the right information that each buyer needs or wants for their evaluation at the right time.
> Methods to more intelligently provide video and other content targeted specifically to your customers.
> And much more...

You know the scenario... you've been working with a client or potential client for awhile. You maybe even had a meeting with them, you may have sent them a detailed proposal about all the things that you can offer them in response to what they told you was important. And now they just go silent. They don't even have the common courtesy to get back to you and to tell you that they're not interested. It's almost like they've disappeared. They've become a ghost.

On this Same Side Selling episode, I talk about a common phenomenon in sales known as ‘ghosting’. Tune in to find out why it happens and some of the things you can do to try and fix it.

Listen and Discover

> Reasons why potential clients don’t respond to your calls and emails.
> What’s an elevator rant?
> How to determine if there’s a good fit between the client's problems and your solutions
> A method to help clearly differentiate you from the competition
> The Client Vision Pyramid - what is it and how can it help you.
> And much more...

Tom Williams shares how companies and individuals can overcome some of the most common deal-killing obstacles sellers encounter in the sales process that can kill an opportunity. Tom is the Chairman & Founder at Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation.

In our discussion, Tom shares concepts from his new book The Seller’s Challenge, How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Tom’s current research, best practices, and real-life examples can help you craft an actionable plan to optimize productivity and drive success.

You're going to learn a ton from Tom Williams.

Listen and Discover

> The biggest mistake sellers make when it comes to working with buyers or procurement.
> What causes your product or service to be seen as a commodity versus high value.
> How a creating a Stakeholder Map can help you figure out who needs to be involved in discussions.
> 10 reasons sales calls fail.
> The biggest sales skill that gets overlooked.
> And much more...

Discover more about the Same Side Selling Podcast
https://www.ianaltman.com/same-side-selling-podcast/

Dana Cavalea believes there is a ‘champion’ in all of us and it is his duty to bring that champion to life. Using the same techniques he applied to working with professional athletes and teams; Dana helps companies and individuals maximize their performance, productivity, and results.

Coach Dana Cavalea is the former Director of Strength & Conditioning and Performance for the New York Yankees. He led the team to a World Championship in 2009. That same year he was awarded the Nolan Ryan Award given to the top Strength & Performance Coach in Major League Baseball as voted by his peers. He also wrote the book: Habits of a Champion, Nobody Becomes a Champion By Accident.

You're going to learn a ton from Dana Cavalea.

Listen and Discover

> The biggest misconception when it comes to leading teams.
> How your energy may be a key component to how other people perceive you.
> The steps you can take to get better performance from your team.
> The best way to activate your team.
> And much more...

Discover more about the Same Side Selling Podcast:
https://www.ianaltman.com/same-side-selling-podcast/

If you want to increase team productivity, relieve stress, and be happier at work, this is the episode for you! Tap into Andrew Tarvin’s expertise when it comes to adding humor in the workplace. Andrew is the world's first humor engineer. He teaches people how to get better results by strategically using humor in the workplace.

We're not talking about needing to have clowns and jugglers running around the office. Rather how to strategically use humor better in the workplace. The goal is not to make you funnier—though that may be a side effect—but to make you effective-er. Humor is a valuable skill to be able to get better results by connecting at a more human level.

By the way, Andrew doesn’t think that there is an organization that couldn’t benefit from humor. When things are very stressful, humor can be very good for catharsis, can be very good for relieving stress. Andrew has even helped serious organizations, like the FBI, Red Cross, and some emergency first responders.

You're going to have a blast listening to Andrew Tarvin.

Listen and Discover

- The biggest mistake or misconception people have about humor in the workplace.
- Five skills of work where you can use humor.
- The difference between comedy and humor.
- How to strategically use humor better in the workplace.
- Three inappropriate reasons when humor is inappropriate at work.
- How to use humor as a way to reduce status differentials and build rapport with someone.
- And much more...

Discover more at https://www.ianaltman.com/same-side-selling-podcast/