Same Side Selling Book

Establish A Modern Approach To Grow Your Business With Integrity

B2B organizations call on Ian Altman when they want to accelerate revenue growth with integrity.
As a B2B keynote speaker and strategic advisor, Ian helps businesses modernize their approach to marketing, sales, and customer experience to align with how buyers make decisions, earn the role of trusted advisor, and dramatically grow revenue.
After working with Ian and implementing his approach, organizations have seen remarkable results!
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?
Does it sometimes seem like you and your client are working against each other?
Same Side Selling gives practical steps to break through sales barriers and turn confrontation into cooperation. Sellers that implement the Same Side Selling approach will be seen as a valuable resource, not a predatory peddler.
A Different Type of Book on Selling
What makes Same Side Selling different from any other book on this topic is that it is co-authored by people on both“sides”: a salesman (Ian Altman) and a procurement veteran who understands how companies buy (Jack Quarles). The buyer’s perspective is baked into every sentence of the book, along with the seller’s point of view.

Ian & Jack's aim is to replace the adversarial trap with a cooperative, collaborative mindset. “We want to replace the old metaphor of selling as a game.”
The New Metaphor: Selling Is a Puzzle
Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.
Discover what inspired Jack and Ian to write Same Side Selling and why it’s unlike any book you’ve ever read about selling.
B2B organizations call on Ian Altman when they want to accelerate revenue growth with integrity.
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