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/

On this episode, we're talking about email campaigns for sales and marketing efforts. I've received a lot of emails or LinkedIn messages lately from people trying to pitch me some product or service. When will organizations learn it is a complete waste of resources and money to pitch their stuff blindly in an email? They're not focused on the problems they solve, they're just trying to pitch whatever it is they have to sell and it turns people off.

What I want you to realize is that when you have some sort of an email campaign, do not try and pitch your services. Tune-in and find out what you should do instead.

Listen and Discover

> Ways to entice and engage in a conversation with people via an email campaign.
> How to craft email messaging that focuses on the problems that you solve and be open to the fact that people may not need what you've got.
> How the Same Side quadrants can help you determine whether or not an opportunity is worth pursuing or not. 
> An approach to selling (and emailing) that everybody can embrace, even your customers.
> And much more...

The notion of delighting, amazing and just generally creating an overall great experience for your customers just isn't enough anymore. In fact, what people find is that if their level of effort is too great, if it takes too long to get a problem resolved, then 96% of those customers who expend a lot of effort are disloyal to the brand.

Roger Dooley calls this “Friction”. Often times B2B Organization are not aware of what causes friction for their customers? Friction frustrates customers, costing you sales, reducing loyalty, and creating negative word of mouth. Inside your organization, this Friction also destroys productivity, reduces employee engagement, and increases turnover. Friction is a multi-trillion dollar problem.

In this episode, Roger shares how to spot Friction, how to eliminate it, and occasionally use it to your advantage. You're going to learn a ton from Roger Dooley.

Listen and Discover
> The biggest misconception businesses have when it comes to customer loyalty.
>What is Friction and how to spot it in your organization?
> When should you eliminate Friction versus use it to your advantage?
> How friction impacts employee productivity and engagement.
> And much more...

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

Randy Frisch will push you to rethink how you approach content for complex buyer journeys. The current mindset is all about volume--the more content created, the better. But the reality is that almost 70% of content created within an organization is never used, and there's little point investing in content marketing if you're not leveraging the assets you create.

Randy is the CMO and Co-Founder at Uberflip, a content experience platform that empowers marketers to create content experiences at every stage of the buyer journey.

In this episode, Randy unpacks what he called the Content Experience Framework, arming your organization to deliver personalized experiences that leverage your content to engage your audiences at scale--as well as identify and ramp up the key players in your organization who need to own this process.

You’re going to learn a ton from Randy Frisch.

Listen and Discover

> The greatest misconception people have when it comes to content marketing.
>Three keys to making sure that your content delivers value for your customers.What is a content experience?
> How to drive profitable customer action and engagement with a content experience.
> And much more...

Do you have a sense of purpose or do you just show up to sell stuff? Lisa Earle McLeod is an expert in motivating and leading organizations. She helps organizations accelerate revenue growth, increase competitive differentiation and ignite emotional engagement with a customer-driven methodology called Noble Purpose.

Research shows that organizations with a noble purpose bigger than money outperformed the market by over 350%. In fact, salespeople who sell with a noble purpose, whose intention is to improve the lives of their customers, outsell target focus salespeople.On this episode, Lisa shares the steps you can take to start selling with a noble purpose.

You're going to learn a ton of amazing insight from Lisa Earle McLeod!

Listen and Discover
>The greatest misconception people have when it comes to motivating sales organizations
>Why the selling with noble purpose methodology works.
> If your organization is really customer focus.
> What to do if you’re being commoditized.
> Why most of today's sales training methods are outdated.
> And much more...

Welcome to the 200th episode of the Same Side Selling podcast! Traditionally businesses and salespeople take an always be closing approach to sales. This idea that you should constantly push for a sale.  On the other hand, leading organizations achieving remarkable growth and success with their clients take a very different approach.  They know how to sell like an expert and not like a salesperson.

Instead of focusing on always trying to make the sale and pushing for a close in every situation, successful organizations realize it is better to take the approach of finding impact together or FIT.   On this episode, I talk about this core principle of finding impact together from the second edition of Same Side Selling. In the second edition, we profile companies that more than double their growth rate while pursuing fewer opportunities and they qualify by finding impact together with their clients.

If you want to sell like an expert and not like a salesperson, tune in and discover a sales approach you can follow to achieve lasting success.

Listen and Discover
>What is finding impact together?
> 3 core areas of the sales process that will make a profound impact on success for you and your clients.
> How to disarm the notion that you're just there to sell something
> A method to help qualify which opportunities are worth pursuing and which ones aren’t.
> And much more...

So often, especially people in sales leadership roles, think that their job is to monitor the performance of others. When in fact the most successful, top performing leaders are the people who constantly coach and mentor their team members, not just monitor their progress. In this episode, Halelly Azulay shares the best way to build and cultivate leaders for your sales organization. Halelly founded TalentGrow LLC, a consulting company focused on developing leaders and teams, especially for enterprises experiencing explosive growth or expansion.

You’re going to learn a ton from Halelly Azulay!

Listen and Discover
> How to overcome the biggest misconceptions people have about leadership.
> Whether leaders are born or made.
> The biggest mistake people make when cultivating new leaders.
> Specific steps you can take to get the most from leaders in your organization.
> Methods to help teach executives and sales managers properly delegate.
>And much more...

Tom Pisello, also known as the ROI Guy, is the chief evangelist at Mediafly. In the episode, Tom & I discuss the impending death of the B2B sales rep. Tom shares what types of attributes are necessary for B2B sales reps to survive and thrive in this day. We also explore how to add value to your clients in a proactive rather than a responsive way. Tom is a successful serial entrepreneur, popular speaker, and author. He has great research and insight for those in the world of B2B Sales.

You’re going to learn a ton from Tom Pisello!

Listen and Discover
> How 1.5 million of the 5 million B2B sales reps are predicted to be out of a job by 2020.
> Why you need two value-added archetypes within your B2B sales organization.
> The impact a Customer Success Department can have on growing revenue and customers.
> What it means to co-create the journey with your customer during the sales process, be an expert in that journey as well as an expert in the business problem they're trying to solve.
> And much more...

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

Influence is not something you can turn on or turn off during high stakes moments. Instead, it comes down to constant practice. Stacey Hanke is the author of the book: Influence Redefined - Be the leader you were meant to be Monday to Monday. Stacey shares everything you need to successfully build trust and influence others to take action.

You’re going to learn a ton from Stacey Hanke!

Listen and Discover
> Three key elements that can really enhance your ability to influence others.
> Ways to avoid the biggest traps people fall into when it comes to influencing others.
> The ability to drive people to take action long after the interaction has occurred.
> Specific ways that you can get input and advice to shape how you appear to other people.
> And much more...