Lee Salz is the author of the new book Sales Differentiation. In this episode, Lee gives us a glimpse into his nineteen sales differentiation strategies meant to help salespeople win deals while protecting margins. Lee's concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you."  We discuss ways to stand out, not only in terms of your products and services but as a sales professional and for people on your team. You're going to learn a ton from Lee Salz

Listen and Discover

> The biggest mistake professionals make when it comes to differentiation and how to avoid it.
> Nineteen different strategies for sales differentiation that can help you stand out from the competition and compete on value versus price.
> Why 'how you sell, not what you sell, differentiates you'.
> What it takes to ask great positioning questions
> Why the educated buyer may not be as educated about what it takes to purchase and implement your solution compared to you
> And much more...

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

Todd Herman as a high-performance coach for top athletes, entrepreneurs, and companies around the world. His programs have been twice recognized as being the world's top leadership and skill development program by the Stevie awards.

In this episode, Todd discusses his new book, The Alter Ego Effect - The Power of Secret Identities to Transform Your Life. Truthfully when I hear about Todd’s new book, I was a little bit skeptical. My first thought was people are going to pretend to be somebody based on a ‘fake it until you make it’ approach. Well, I got to page two of his book and thought WOW...this is some great stuff!

Todd's Alter Ego Effect is a proven way of overcoming the self-doubt, negativity, and insecurity that hold you back, and empowering you to ultimately become your best self. You’re going to learn a ton from Todd Herman about the alter ego effect on business success.

Listen and Discover

> The greatest stumbling block or misconception that people have when it comes to mindset and things that might be holding them back.
> Why an alter ego is not just about pretending to be a superhero.
> How taking on an alter ego can help you achieve rapid dramatic success while still being authentic.
> Why thinking with ‘the end in mind’ can help you achieve a better outcome for projects and other things you’re trying to accomplish.
> What it means to set good, better, best goals.
And much more...

Discover more about the Same Side Selling podcast:

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

This Same Side Selling podcast episode features David Campbell, the Chief Operating Officer at Optimal Networks, an IT services company that helps their clients achieve remarkable results. I've worked with David and his team over the years to integrate Same Side Selling into their business processes.

In this episode, David shares how Optimal Networks successfully engaged non-salespeople to grow revenue and built an amazing culture within their organization around growth. You're going to learn a ton from David Campbell.

Listen and Discover

> Why most people have is the wrong idea of what selling means.
> Strategies to overcome the biggest challenges when engaging non-salespeople to grow your business.
> Methods to build a culture within your organization around growth.
> How to sell like an expert, not like a salesperson.
> Ways to lead discussions with clients about results.
> Methods to demystify the sales process, not only for your own team, for your clients.
> What happens when you integrate the Same Side Selling methodology into your business.
> And much more...

My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sales force management and performance.

In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with competition, selling value versus price and opportunity ID and conversion. These two episodes with Anthony are packed for of valuable insight and knowledge about the B2B selling process. You're going to learn a ton from Anthony Iannarino.

Listen to this Part 2 of 2 and discover
> A new perspective on CRM processes
> The importance of Prep and practice in sales
> strategies for Linkedin
> Why ‘closing’ is the wrong approach in sales
> Insights from Anthony’s new book Eat Their Lunch
> Details about the 2nd Edition of Same Side Selling
> And much more...

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

My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sales force management and performance.

In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with competition, selling value versus price and opportunity ID and conversion. These two episodes with Anthony are packed full of valuable insight and knowledge about the B2B selling. You're going to learn a ton from Anthony Iannarino.

Listen to this Part 1 of 2 and discover
> An integrity based selling approach.
> Methods to determine if what you offer/sell is a good fit for customers.
> How to align your sales approach with the way people make and approve decisions.
> Strategies to handle competitive situations.
> “Level Four Value Creation” and what it means to focus on value vs results.
> The difference between price and cost.
> And much more

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

On this Same Side Selling episode, Chris Yoko the CEO of Yoko Co joins us to share what helped his business grow by 40% this past year alone.  Chris and his team have been big advocates of Same Side Selling in their business. You'll hear how Chris's team shifted the focus from price to results with their customers and specific things you can do to make it clear to your customers that you really care about them versus just about making money.

You’re going to learn a ton on this episode with Chris

Listen to this episode and discover:

> How to deliver amazing outcomes that lead to repeat and referral business.
> A method to ensure that your clients and potential clients can easily compare what you do to others, using the 'Client Vision Pyramid'.
> What can happen when you focus on results and value, not just on price.
> An approach to help your business development folks and internal team work together in delivering results clients want.
> And so much more…

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

Giving your potential client an About Us explanation in a presentation or sales call ultimately hurts you more than it helps. Nobody cares about your background if they don't first, see how whatever you do might apply to their own situation.

In the research I've conducted on how executives make and approve decisions, there are two critical questions people ask before approving a purchase. On this Same Side Selling episode, I share insight to help you effectively overcome one of the biggest mistakes I see businesses make when meeting with potential customers.

Listen to this episode and discover:

> The first thing you should do when you are meeting with a potential client.
> Why giving an "about us" section in any presentation will hurt more than help.
> How to use the Same Side Quadrants in any meeting to help you stay focused.
> Why a client even agreed to meet with you.
> And so much more...

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

On this week's episode I'm joined by Linda Quarles, Director of strategy and organizational design at Frog Design. Linda has spent decades leading organizational transformations at companies like Microsoft, Owens Corning, BAE Systems, and Cigna. She brings deep expertise in how to understand human behavior from a customer perspective. Linda shares insight into how to really uncover your clients' underlying challenge, why innovative initiatives fail, and what to recognize when trying to convince your client.

You’re going to learn a ton on this episode with Linda Quarles.

Listen to this episode and discover:

> The biggest mistake that organizations and leaders make when it comes to thinking about growth.
> How to really uncover your clients' underlying challenge.
> Reasons why some innovative initiatives fail.
> Why you shouldn't be in the business of convincing.
> And so much more…

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

On this week's episode, Wes Schaeffer, a marketing strategist that is best known as The Sales Whisperer joins us. Wes is a sales trainer, inbound marketing strategist, HubSpot partner, and Infusionsoft's Partner of the Year. Wes and I talk about all areas of sales; from the mistakes that you could be making, to the qualities you may be lacking, what you should be implementing, and how you can ultimately pivot your business to generate better results.

You're going to learn a ton on this episode with Wes Schaeffer.

Listen to this episode and discover:

> Specific strategies to implement digital marketing to help grow business.
> The biggest misconceptions people have when it comes to sales and confidence.
> Why motivation may not be enough when it comes to selling.
> What your number one job is in sales.
> And so much more…

No matter what your product or service, Seth Godin has tremendous insight on reframing your sales and marketing approach to grow your business. As an Entrepreneur, best-selling author, and speaker, Seth focuses on everything from effective marketing and leadership, to the spread of ideas and changing everything.

You're gonna learn a ton on this episode with Seth Godin.

Listen to this episode and discover:

> Biggest mistakes people make in the world of marketing and business growth.
> How to reframe your marketing approach to help grow your business.
> The importance of successfully delighting and amazing people.
> Why storytelling is essential to connect with your audience.
And so much more…

Are you ready to transform your approach to marketing? Tune into Same Side Selling to get a ton of incredible insight for Seth Godin!