Biggest Mistakes Selling with Channel Partners
Whether you are reselling someone else's products or services or you have independent reps who sell your products, there are key mistakes you want to make sure you avoid with channel partners.
In this episode, I share with you the best strategies to use when selling with channel partners to work together and implement your sales processes. Channel Partners can be a great resource for your business to increase your sales and capitalize on existing relationships as long as you are able to avoid the traps many fall into it. Join me in this episode to learn how to ensure success with your clients and collaboration with you Channel Partners.
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
The Secret to Year End Deals in B2B Selling
As the end of the year approaches, it is a time most sales people are trying to win year end deals. However, there are key mistakes salespeople make that end up adding a false sense of urgency and a need to discount their products or services. In this episode, I share the key steps to increase your success for year end deals by showing up the solve the clients problems instead of just selling.
Quotes:
"The biggest mistakes that I see people make those come down to creating a false sense of urgency."
"Accept the fact that sometimes our urgency is not aligned with their urgency and if it's not, then rather than jeopardize the relationship and try and push for a deal when it's not right, just be willing to push things off a little bit."
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
Have you spent endless hours putting together the perfect proposal only to not be chosen by the client? You are stuck wondering how you did not land the deal because your proposal was detailed, well put together and shared all of the information about your company. Well, you may have fallen into the common trap most proposals do.
In this episode, I share with you the most important questions to ask and how to trap to avoid the common proposal traps. Using this method will show you how to focus on the client and increase your business sales success.
Quotes:
"No one cares about your qualifications. No one cares about your experience. No one cares about how many offices you have, or how many employees or how many partners, or how many associates, what they care about is how well do you understand their situation?"
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
• Linkedin
• Twitter
• Website
• Email : [email protected]
Gratitude For The Same Side Selling Community
On this Thanksgiving special, I take a look back at this year and share my gratitude for clients and lessons learned.
Join me on this episode as I share some key sales tips of this year and how thankful I am for all of you in the Same Side Selling community.
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
The ONE Question Salespeople Need to Ask for Success
Have you been working on a deal for weeks but it feels like its dragging on and there doesn't seem to be any urgency? You may be making the common mistake of not asking the one question for success.
In this week's episode, I share with you the one question to ask to determine whether the potentials clients problems are worth solving. Using this method, you can prevent wasting time on client's who do not have urgency and do not see your expertise in solving their problems.
Quotes:
"Effective sales is not about persuasion, or coercion. Effective selling is about getting to the truth as quickly as possible"
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
The Worst Way to Cold Outreach
Are you doing cold outreach but getting zero responses? Cold outreach can be a great tool in generating new leads. However, it can also be detrimental to your business if you aren't executing it properly.
In this week's episode, I share with you the many mistakes salespeople fall into when doing cold outreach and how you can fine tune your practice to increase your response rate. By using these two simple strategies I share with you in this episode, you will be able to capture a potential client's attention, show up to solve not just sell and also increase your business growth.
Quotes:
"We want to make sure that we're not just using automation to make ourselves look foolish. Instead, we're using the technology that is out there to do our homework in advance”
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
Email : [email protected]
Recruiting Is Selling Careers
When you are recruiting talent, are you searching for candidates who fit objective criteria? This is one common mistake across sales organizations when growing their sales teams. Although you do want to make sure you have a qualified candidate, you also want to make sure you are recruiting sales people who are looking for the same culture and environment that you are investing in as a company.
In this week’s episode, I share with you the best practices when recruiting talent to find candidates who will be long term invested in the culture of your company, not just on sales.
Quotes:
“If we're just selling salary, then don't be surprised when somebody decides to move because someone else pays them a little more salary. But if they're aligned with our culture, they're likely to want to stick around, because it's going to feed them in ways that go beyond just their salary”
“So remember when we're recruiting, we're in essence selling our culture and if we don't sell our culture, then all we're selling is salary.”
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
3 Biggest Voicemail Mistakes in Sales
A voicemail is an opportunity for you to pique a potential client’s interest. However, many fall into common traps that inevitably set them up for failure. In this week’s episode, I am going to share with you 3 common traps I see sales people fall into with voicemails. Join me in this conversation as I give you tips on the best strategy when calling potential clients and voicemails to help increase your business growth and get on the same side as your clients.
Quotes:
“The second trap they fall into is they don't plan on leaving a message or even worse, they don't plan for the person to answer the call. So now when it happens, they're at a loss.”
“ If you get their gatekeeper, if you get the person who is their administrative assistant, their job is to help make their time efficient. So you simply say to them, Look, I don't want to waste their time or my time if this isn't a fit. Can I share with you the top two or three things that people come to us who are in their position to help address, if one of those sounds like it's worth a discussion, I'm happy to speak with them. If not, let me know so I don't waste their time.”
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
Avoid The Sales Kickoff Meeting Traps
Are you making useful time with your sales kickoff meeting or are you just presenting your team with information you could deliver in a video or email? One of the biggest mistakes I see organizations make is not productively using their sales kickoff meeting to uncover what struggles or challenges they are facing.
You want to utilize a sales kickoff meeting to energize, boost sales and hit the ground running but you can only do that when you give your team the tools to grow their business. In this episode, I share with you the important factors to incorporate in your next sales kickoff meeting as well as how to improve your team’s techniques and skills to increase sales revenue.
Quotes:
“The point of a sales kickoff is to energize and boost sales and hit the ground running, then give the team the tools they need to grow their business, not just things to feel good about.”
“So at your next sales kickoff, it's fine to have awards. It's fine here from marketing and product development and HR. But let's try and minimize that interaction to the things that matter most and then spend more time on roleplay and practice of real life customer situations.”
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
Linkedin: https://www.linkedin.com/in/ianaltman/
Twitter: https://twitter.com/IanAltman
Website: https://samesidesellingacademy.com/
Email : [email protected]
Keys to Effective Communication with Darcy Webb
It is key that you are effectively communicating with your team, clients and potential customers. You want to make sure your message is being heard and your passion or emotion behind the words is being properly construed.
In this episode, Darcy Webb, The Speech Diva, shares some key takeaways on how to effectively communicate better. During this episode, Darcy will share different exercises you can do to make sure you are properly communicating when speaking by correctly using your mouth and facial expressions. Join us in this conversation to learn the best techniques for effective communication to increase make sure your messages are clearly being articulated.
This episode’s guest:
D’Arcy Webb, an award winning voice and speech teacher, has been helping actors, performers, corporate executives, authors and speakers use their voices to connect with audiences around the world with power, eloquence and heart for over two decades. As former Associate Professor of Voice and Speech at the University of the Arts and current member of the performance faculty at Drexel University, D’Arcy has worked with hundreds of new and seasoned performers to make their words resonate with clarity, precision and confidence. She has also served as voice, speech and performance coach for TEDxCambridge, and was the Head of Vocal Training for Heroic Public Speaking from 2016 to 2020.
Connect with Darcy Webb:
Quotes:
“Speaking is just another form of signing.”
“Remember that a monotone isn't just in your voice. A monotone can also be in your facial expressions and other movements. And so if you're just standing there not moving your face, not moving your body, your audience might find that your words aren't so moving either.”
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
Linkedin
Twitter
Website
Email