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...
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...
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...
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...
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...
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...
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. ...
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...
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...
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...
