Ian Altman discusses common mistakes in sales presentations, emphasizing that clients often view them as a time to rest rather than a valuable interaction. He suggests setting expectations in advance, focusing on understanding the client’s needs, and using a “Jeopardy board” approach to tailor the presentation to their specific issues. Altman advocates for a consultative approach, where the salesperson aims to solve the client’s problems rather than just presenting their products or services. He highlights the importance of shifting the focus from price to results to achieve better outcomesBiggest MistakesWalking into a meeting with no expectations set in advance.Giving a presentation that focuses on your company, products, and services rather than the client’s needs.Including irrelevant information like pictures of your building or number of employees.Leaving the PowerPoint presentation up the entire time, encouraging the client to lose focus.Best PracticesSet expectations before the meeting, explaining that you’ll spend time asking questions to learn about their situation.Use a “Jeopardy board” approach with PowerPoint, only showing relevant slides when topics come up.Focus on the client’s problems and how you can solve them, rather than talking about your company.Show up as someone who is there to solve, not sell.

Ian Altman emphasizes the importance of identifying and addressing the top obstacles to sales performance, prioritizing opportunities for growth. He advocates for a tailored approach, focusing on specific problems and scenarios, building muscle memory, and developing targeted skills that can be applied broadly across the organization.Biggest MistakesTrying to do too much, too quickly, which is like trying to boil the ocean.Attempting to change every behavior, focus on every nuance, and change the entire process from beginning to end.Taking a generalist approach and casting a wide net, which captures a lot of junk along the way.Overwhelming salespeople by asking them to apply new approaches in every scenario and situation.Best PracticesFocus narrowly on specific areas that will move the needle the most, rather than trying to change everything at once.Identify the three biggest areas where the team is getting stuck and focus on fixing those.Determine which specific types of opportunities will drive the most growth.Ask each salesperson to identify two opportunities per week that fit into the target category and practice the new approach before contacting clients.Start with a hyper-specific approach and then gradually expand its application to other scenarios.Focus on the problems that you solve for specific types of clients or industries.Practice and refine the new approach regularly to build confidence and muscle memory.

Ian Altman shares strategies for optimizing trade show experiences. He emphasizes setting objectives, identifying key attendees, and tailoring booth design and messaging to address attendees' problems. Altman advises against collecting numerous business cards and instead, engaging in meaningful conversations that address the attendees' needs. By prioritizing the attendees' problems, organizations can achieve better results from trade shows.Action ItemsUpdate booth design and messaging to focus on top problems solvedReach out in advance to known attendees to discuss trendsSchedule follow-up calls with interested prospects to qualify for fitAnalyze leads captured to prioritize the subset of folks for in-depth discussionsNext stepsSet up a time to meet with interested attendees after the trade show.Schedule a call the week after the trade show with attendees who expressed interest.No specific individuals were assigned responsibility for follow-ups.OutlineFocus on specific objectives and goals for trade shows to ensure the best results.Engage prospects with industry trends and initiatives to build meaningful connections.Focus booth design and messaging on problems solved, not products offered.Ask attendees what inspired them to stop by, then tailor the demo to their needs.Ian Altman: Focus on solving problems, not selling products.Identify ideal clients, gauge interest, and schedule follow-up.Avoid demos and ask open-ended questions to understand problems.

Ian Altman emphasizes the importance of understanding why a client's interest in a solution may have waned, and encourages sales professionals to ask the right questions to determine if a problem is significant enough to warrant a solution. He highlights the need to build a business case for investment in a project or solution, providing evidence of attempts at alternative solutions and convincing the client or prospect of the urgency and importance of solving the problem.OutlineSales techniques to uncover client needs and prioritize solutions.Urgency in sales often leads to pushing clients instead of understanding their priorities.Speaker emphasizes importance of asking right questions to determine if a problem is worth solving.Speaker advocates for active listening and empathy to build trust and convince clients of solution's value.Speaker Ian Altman shares insights on how to address objections and sell to clients effectively.Altman encourages listeners to check out the Same Side Selling Academy for valuable resources.

How EW Motion Therapy Adopted Same Side Selling.Saw alignment with company values.Differentiation was a big challenge.Client Vision Pyramid helped explain service levels.Referrals grew 34% year over year.Aiming for 30% referral growth this year.Issues & RisksCommoditized market with many competitors.Staff didn't see themselves as part of the sales team.Difficulty training staff in sales and marketing.Next stepsContinue using Same Side Selling Academy.Provide staff with Same Side Selling books.Conduct regular sales training for all staff.Roleplay sales scenarios.Submit emails and materials for review.Reach out with questions in the Monthly Coach’s Corner in the Same Side Selling Academy.Questions discussedHow are you different from competitors?How do you explain your service levels?What results have you seen from Same Side Selling?How easy was Same Side Selling to implement?What feedback have you received?What's the biggest takeaway from Same Side Selling?OutlineAdopting Same Side Selling in a physical therapy practice with 6 facilities in Alabama.Ethan White, CEO of EW Motion Therapy, shares their experience adopting Same Side Selling for over a year, growing from 2 small rooms to 6 facilities in Alabama.Ethan explains how the company's focus on quality care and reputation has led to a mindset shift in their sales approach, aligning with their values of teaching, empowering, and transforming their people.The company's reliance on referrals from physicians and athletic facilities created a challenge in aligning their sales process with their values, but the "Same Side Selling" approach has helped to address this issue.Differentiation in physical therapy market.Ethan highlights the challenge of differentiation in a commoditized market, emphasizing the importance of a clear message to convey to referral sources and patients.Ethan shares how the "Client Vision Pyramid" has been a valuable tool in explaining the difference between their practice and others in the market, particularly when conversing with physicians.Effective care teams with physical therapists and orthopedic groups can yield great results.Implementing Same Side Selling in a physical therapy business.Ethan describes seeing a 34% growth in referrals and a target of 30+% this year since implementing Same Side Selling.Ethan highlights the importance of aligning marketing and sales with physical therapy practice, citing a 24-year history of engagement with patients.Ethan emphasizes the importance of seeing oneself as a salesperson, not just a healthcare professional, to effectively serve clients and build long-term relationships.Ian Altman asks Ethan about the adoption and feedback from their team on the Same Side Selling method, with a focus on the client vision pyramid and concise business case.Ethan explains that while the training and roleplaying process can be challenging, investing time and discipline in it has led to better results and a more cohesive approach to sales.Sales growth and professional development in a healthcare company.Ian Altman highlights the importance of asking questions and seeking feedback to improve sales performance.Ethan emphasizes the value of...

Which subject lines might your audience open in their inbox?How to come across as subject matter experts, not stereotypical sellersWhat is the goal of your cold outreach? Are you trying to get too much, initially?Where do LinkedIn Polls come into play when it comes to Cold Outreach?What should be your goal of the discovery meeting? Hint: It's not getting a meeting.

Topics covered:- Effective follow up after a break like the holidays or when it's been a while since contacting someone- Two scenarios: after a break, or when they've gone "dark"- The key is to "disarm" and not make it about selling- Focus on understanding what issues they wanted to solve originally- Acknowledge that priorities may have changed and it's okay if they tell you it's no longer a fit- For cold calls, discuss common issues others in their role/industry face without assuming they have the same problems- Use the Client Vision Pyramid to understand their current needs and see if you can add value

Answering "What Do You Do?"In this episode, Ian Altman discusses effective strategies for answering the common question "What do you do?" in networking and sales situations.Key takeaways:Get context first. Before answering, ask a bit about the other person's role or industry. This allows you to frame your answer relevance to them.Spark interest. Give an intriguing response that prompts further questions. Ex: "We help law firms keep more of their money."Focus on problems you solve. Don't just state what you do. Talk about common struggles you help clients overcome.Use the "Uber for X" framework. Describe yourself as the "Uber for [your field]." This simplifies what you do.Follow the "entice, disarm, discover" model from Same Side Selling. Share results, deflate sales concerns, and learn about their needs.Present yourself as a problem solver, not a salesperson. This builds trust and transparency.Key Quote:"See, when you meet somebody, you can either show up as someone who's there to sell something, or someone who is there to solve something. We always want to make sure we're showing up as someone who's there to solve something."

In this week's Same Side Selling podcast, host Ian Altman discusses three important topics: the common trap of ineffective prospect messaging that focuses too much on the seller's perspective rather than solving customer problems; dealing with increased pricing pressure in the current economic climate by keeping conversations focused on results and differentiation rather than price alone; and the consistent practice of an intentional, structured selling methodology that sets apart top sales performers - committing to skills practice for an hour each week is key for salespeople to achieve greater success through polished and disciplined selling techniques.-------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: LinkedinX/TwitterWebsiteEmail : ian@ianaltman.com

Have you been making the mistake of asking your customers about budget or who the decision maker is? In this episode, Ian Altman reveals the secrets to successful B2B selling. Discover why asking about budget, decision-makers, and offering the cheapest option can backfire. Ian shares a game-changing approach that focuses on uncovering what truly matters to your clients using the Same Side Quadrants methodology. Tune in for essential insights that can revolutionize your B2B sales strategy. Don't miss this episode – it's your key to building stronger client relationships and boosting your sales success.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

In this captivating episode, Ian Altman draws intriguing parallels between the reliability of Yellowstone's Old Faithful geyser and the key qualities clients seek in business partnerships. Ian explores how predictability, consistency, and a commitment to delivering desired outcomes can make a significant impact on client relationships. Discover how you can become the "Old Faithful" in your industry and provide the reliability your clients truly value. Tune in now for insightful lessons from nature that can transform your business approach.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Are you finding cold outreach more and more difficult? In this episode, Ian Altman tackles the evolving landscape of B2B cold calling. He dives into why it's becoming increasingly challenging to reach potential clients and offers practical insights into overcoming these obstacles. Ian emphasizes the importance of crafting compelling messages, disarming your approach, and empowering the recipient to decide the next steps. If you're looking to enhance your cold outreach game and achieve better results, this episode is a must-listen. Don't forget to like, share, and subscribe for more invaluable sales strategies. Tune in and revolutionize your approach to B2B cold outreach. -------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

In this episode of the Same Side Selling podcast, Ian Altman reveals the three biggest blunders that can sink your sales kickoff meetings. Drawing from his wealth of experience with B2B companies, Ian discusses the importance of starting by asking your team where they're struggling, offering practical solutions. He also highlights the pitfalls of using these meetings solely for product announcements and explains how involving your sales force can lead to better results.Tune in now to revolutionize your sales kickoff meetings and set your team on the path to unparalleled success! Subscribe, share, and look forward to our next episode for more expert guidance.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Have you struggled with facing rejection in your sales position? In today's episode, Ian addresses the fear of rejection in B2B sales. He introduces the concept of finding the right fit with clients, much like matching puzzle pieces. Ian emphasizes the importance of focusing on solving client problems rather than pushing products since not every client is a right fit for your solutions. He also shares the Same Side Quadrants framework for understanding client needs, helping you shift from selling to problem-solving. Tune in to learn how to properly qualify leads to avoid feelings of rejection, build meaningful client relationships, and increase your sales revenue. -------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Discover the secrets to effective email outreach on this week's episode of the Same Side Selling podcast. In this episode, Ian Altman uncovers the most common mistakes that businesses make when reaching out via email. Are your messages getting lost in spam folders? Are your carefully crafted campaigns falling flat? Ian dives deep into the traps to avoid and the tactics to embrace. Learn how to shift from selling to solving, master the art of subject lines, and create emails that not only get opened but also spark meaningful conversations. Tune in now to supercharge your outreach game!-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

There are three essential beliefs crucial for success in B2B sales and in this episode Ian Altman reveals some unexpected perspectives. While the first belief centers on the customer's conviction that your product or service warrants a change, the subsequent two beliefs are equally pivotal. Ian shares the importance of the seller's confidence in their offering's value and the buyer's belief in their team's ability to implement the solution. Ian unravels how addressing these beliefs bridges the gap between buyers and sellers, fostering a common ground for effective B2B sales. Tune in to discover an insightful approach and techniques for successful B2B selling. Subscribe, share, and join us next week for more insights on the Same Side Selling podcast.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Are you looking to build a culture of growth in your organization with a proven sales strategy? In this episode, Ian Altman is joined by Kevin Bock and Eric Keebler of Precision Air Convey to share their transformative journey. These industry experts discuss their transformative sales approach to fostering growth, refining lead qualification, and drastically reducing sales cycles. Gain insights into how their innovative approach has not only boosted revenue but also redefined client interactions. Tune in for invaluable insights on transforming sales practices for lasting success.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Looking for tips on how to build the ultimate team in your business? In this episode, Ian Altman is joined by with organizational psychologist and author of Best Team Ever, David Burkus where David dives deep into the art of crafting unbeatable teams. Explore groundbreaking insights that debunk common myths about success and talent acquisition, while discovering the transformative power of team culture vs company culture. Tune in for a thought-provoking conversation that will reshape your approach to team dynamics and supercharge your organization's performance.Grab your copy of Best Team Ever HEREOne of the world’s leading business thinkers, Dr. David Burkus’ forward-thinking ideas and bestselling books are helping leaders build their best team ever. He is the bestselling author of five books about business and leadership. His books have won multiple awards and have been translated into dozens of languages. Since 2017, Burkus has been ranked multiple times as one of the world’s top business thought leaders. His insights on leadership and teamwork have been featured in the Wall Street Journal, Harvard Business Review, USAToday, Fast Company, the Financial Times, Bloomberg BusinessWeek, CNN, the BBC, NPR, and CBS This Morning. -------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Join host Ian Altman on this week's Same Side Selling podcast as he uncovers the secret to building a culture of growth for non-salespeople. Discover how to transform your team's mindset, moving away from the conventional sales approach towards a foundation of integrity, trust, and results. Learn the power of showing up as problem solvers, equipped with a consistent process and playbook to handle common obstacles, all while receiving regular coaching and mentoring. Tune in to explore how even the most technical and introverted individuals can become top-performing sales professionals by focusing on helping others succeed.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

In this episode of the Same Side Selling podcast, host Ian Altman discusses the challenges businesses face when cross-selling their new products or services to existing clients. He highlights two common traps: transitioning from a free offering to a paid one and focusing on features instead of client problems. By offering actionable strategies to overcome these obstacles, Ian shows listeners how to turn cross-selling into cross-solving and achieve remarkable success in expanding their offerings while strengthening client relationships. Don't miss this valuable episode on effective cross-selling techniques.-------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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com