Same Side Selling Podcast
1) Neen James - Exceptional Experiences
Ian Altman and Neen James discuss Neen's latest book, "Exceptional Experiences," which explores creating luxury-level experiences in sales to build deeper client relationships and grow revenue. Neen i...Show More
2) How Client Expectations Have Changed
Ian Altman discusses common mistakes in long-term sales engagements, emphasizing that sellers often focus on price concessions rather than mutual benefits. He highlights that longer engagements can at...Show More
3) Biggest Sales Mistakes in Long term engagements
Ian Altman discusses common mistakes in long-term sales engagements, emphasizing that sellers often focus on price concessions rather than mutual benefits. He highlights that longer engagements can at...Show More
4) Mike Greene - Air Controlled Products
Mike Greene, CEO of Air Control Products (ACP), discussed the company's growth from $12 million to nearly $100 million in sales. ACP, an HVAC manufacturer's rep, focuses on commercial projects and emp...Show More
5) The Mistakes Most Channel Sales Teams Overlook
Ian Altman discusses the common oversights in channel sales teams, emphasizing that top performers excel in sales skills rather than product knowledge. He suggests that product launches should focus o...Show More
6) Biggest Blindspot in Sales Meetings with Clients
Ian Altman discusses the biggest blind spot in sales meetings: lack of preparation. He emphasizes the importance of setting realistic goals aligned with the client's needs rather than unrealistic expe...Show More
7) Expand Existing Accounts without Pushing
Ian Altman discusses strategies for expanding existing accounts without appearing pushy. He criticizes common sales tactics like offering capabilities briefings, which customers often find unappealing...Show More
8) Real vs. Wishful Sales Forecasts
Ian Altman discusses the difference between real and wishful sales forecasts on the Same Side Selling podcast. He emphasizes that salespeople are optimistic by nature and often provide unrealistic for...Show More
9) The good bad and ugly of AI in sales
Ian Altman discusses the pros and cons of using AI in sales. He emphasizes that AI should be used as a tool to assist, not replace human efforts. Poor use includes AI-generated emails sent without edi...Show More
10) The Connection Between Role Play and Success in Sales
Ian Altman introduces the connection between high-performing sales professionals and role play. Top performers practice role playing for at least one hour per week, with some dedicating 90 minutes to ...Show More