Resources

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Same Side Selling book

Are you tired of playing games with your customers?
The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale?

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Same Side Quadrant Journal

Same Side Quadrant journal

Are you going on business dates or doing business?

Too many people think the purpose of a meeting is to make or at least advance the sale. In reality, your goal is to determine if there’s a fit!

The Same Side Selling Quadrant Journal helps you maintain focus on gathering the right pieces of information during a business meeting to determine if an opportunity is real or not real.

Podcast

From $100 million to $600 million in Six Years with Rob Lynch

May 4, 2022

Have you hit a plateau in sales and find yourself struggling to expand your business? In this week’s episode, learn how Rob Lynch, CEO of Dome Construction, was able to grow their business from $100 million to $600 million in six years by adopting Same Side Selling across the company. Rob shares how his team…

Biggest Mistake in Sales Management

April 27, 2022

What are the key mistakes made when managing a sales team? In this episode, I share how you can approach your team as a sales mentor, not just a manager. As a sales manager, it is important to not just track activity but to mentor and provide guidance to help your team accomplish the best…

Show Up To Solve Not Sell

April 20, 2022

Have you ever gotten to the last meeting with a potential client only to lose the deal and wonder what went wrong? One of the common problems is not in your last meeting but how you set up the dynamics with your client in your first meeting. During this episode, I share how to position…

Status Quo Losses Are Business Vampires

April 13, 2022

Want to know the biggest thing that drains your resources from your business? When you are trying to sell your solution to a client and they just stick with the status quo. Sticking with the status quo is when your client reaches the conclusion that staying with what they were already doing (or doing nothing)…

How to Recover from Botched Client Interactions

April 6, 2022

Have you ever had a horrible client interaction where you are trying to rack your brain on how to recover? In sales, there are a myriad of different issues you can face which is why it is important to know how to handle these situations. In this episode, Ian Altman discusses two important tips when dealing with botched client interactions that will help you avoid future issues or losing your client’s trust.

How to Improve Zoom Meetings with Adrian Salisbury

March 4, 2022

This new virtual world has been in the making for quite some time, but the global pandemic sure sped things up. So, how do we pivot to this virtual business environment? Ian Altman is joined by Adrian Salisbury to discuss how you can improve the quality of your Zoom meetings, and avoid looking like an…