As a salesperson, it can be frustrating when potential clients are hesitant to make a change from their existing vendors. In this episode of the Same Side Selling podcast, host Ian Altman provides invaluable insights into understanding and overcoming this common challenge. Ian delves into the reasons behind client loyalty to their current providers, such...
Why do clients always seem to be focused on price? In this episode, Ian sheds light on how the seller's mindset plays a crucial role in the clients buying perspective. Ian shares valuable insights on how sellers can shift the conversation towards value by focusing on the results and problems they solve for their clients....
Are you feeling stuck in achieving your sales goals? In this episode, Ian is joined by Cara Brookins, author of "Unstuck: End Procrastination Using the Ancient Psychology Behind How-to Videos." Cara shares her powerful insights and practical tips on how to transform your mindset and take action towards achieving your goals. With a focus on...
Join Ian Altman on this episode as he challenges the traditional notion of marketing's role in generating leads and passing them off to the sales team. Instead, discover how marketing can play a pivotal role in equipping sales teams with the necessary tools to address client concerns and solve their problems throughout the entire sales...
In this episode, we're diving into a question that's been debated for years: is it easier to sell products or services? While selling products may seem straightforward, the real challenge lies in standing out from competitors who offer the same thing at a lower price. But when it comes to selling services, the game changes...
Sales can be a tricky business, and rejection is a part of it. No matter how good you are at selling, you're bound to face a "no" from time to time. But the good news is that a "no" isn't the end of the road for your sales process. In fact, it can be an...
In this episode, Ian discusses the importance of having a specific plan in place to achieve sales goals. Simply setting a goal is not enough; it's crucial to identify the clients and industries that will contribute to the goal and create a strategy for reaching them. Top performers develop a clear plan with contingencies and...
Do you struggle to keep people engaged during a live event? In this episode, Ian is joined by Founder and CEO of Go West Creative, David Fishchette. David shares his insights and tips on creating live events that captivate and engage audiences. David believes in the power of authenticity and shares his secrets on how...
When gifting a client, the gift should signify the value you place on the relationship. In this episode, John Ruhlin from Giftology joins Ian to delve into the world of gifting in sales and how it can be used to cut through the noise, drive referrals and increase top of mind awareness. We cover the...
Although AI is a fast growing and useful tool when it comes to marketing and sales strategies, you can still fall into a common trap. Whether using Artificial Intelligence or learned sales strategies, you must make sure you are asking the right questions. In this week's episode, I share with the key questions and strategies...
